negative news Archives - Don Connelly & Associates

How to Talk to Clients About Market Volatility

/ by Don Connelly / Investing Wisdom / 2 comments

You don’t hear people talk much about market volatility until stock prices suddenly sell off. But when your clients watch their portfolio value decline unexpectedly, it can be terrifying, leading many to make potentially costly mistakes, such as selling into a steep market decline. Though we’ve experienced many volatile markets over the last 20 years, advisors must help clients understand that volatility is not their enemy.

For Clients Expecting 5-Star Service, Exceptional Communications Is Not Enough—Proactive Communication Is the New Standard

/ by Don Connelly / Managing the Relationship / 0 comments

For Clients Expecting 5-Star Service, Proactive Communication Is the New Standard

Top financial advisors understand that superior client communications are paramount to building a successful practice. That is supported by a widely published survey by Financial Advisor Magazine, revealing that 72% of clients cite poor client communications as the number one reason they leave their financial advisor.

If 72% of clients expect exceptional client communications as a condition for staying with an advisor, it’s no longer a differentiator—it’s merely table stakes for advisors who hope to compete for their business. So how can financial advisors who do focus on elevating the client communications game stand out to clients with higher expectations of what five-star service should look like?

Keep Your Clients Focused on What’s Knowable and Important

/ by Don Connelly / Managing the Relationship / 0 comments

The media has always run rampant with scary headlines. That’s how they increase readership or website traffic. However, in this period of increased market volatility, economic uncertainty, geopolitical upheaval, mixed COVID signals, and deepening political divisions, the headlines can be incredibly overwhelming or, at the very least, extremely distracting.

Trying to consume all the news coming at us 24/7 is like trying to drink from a firehose. It’s critical to understand that the barrage of bad news and hype around market events can trigger emotional reactions that often lead to making costly decisions around their finances.

Conquering Your Clients’ Financial Fears

/ by Don Connelly / Managing the Relationship / 0 comments

One of the most powerful emotions we all experience is fear. When it comes to our finances, fear can drive us to make decisions we later regret. More often, fear leads to decision paralysis when we retreat to the comfort of indecision or simply bury our heads in the sand.

To many people, their financial future is a threat to their well-being – the fear of not being able to retire, the possibility of losing one’s job, or being forced into early retirement. These are all financial threats that breed the worst kind of fear. Many people cope with them by doing everything they can to avoid them. That can be a lot easier than facing their fears, especially if they lack confidence in solving the problem.

Bear Market: What You Do Will Make or Break Your Financial Advisor Career

/ by Don Connelly / Best Practices / 0 comments

Every advisor gets just a few great career-building opportunities: Times when they can really establish themselves as experts, build long-term credibility, and differentiate themselves from the competition – most of whom are hiding from their clients because they don’t know how to guide them through the bear market.

What do the real pros do when things are scariest? When your clients are calling you scared witless, and they want to go to cash?

Reasons Clients Need a Financial Advisor – Overcoming the Do-It-Yourself Objection

/ by Don Connelly / Investing Wisdom / 0 comments

We’ve all encountered them: The prospect or client who wants to go it alone. They want to manage their own portfolio.

Well, here’s one approach you can use:

First, ask the question, “Can I share something with you?” (I like this phrase because it’s non-confrontational. It doesn’t activate the prospect’s ego, leading to an argument you can’t win. It neutralizes it.

Then you can show them the latest DALBAR study.

It doesn’t matter much what year you use. The results for individual DIY investors are almost always dismal: According to the 2019 DALBAR Quantitative Analysis of Investor Behavior, the typical do-it-yourselfer achieved an annual real return of just 1.71%.

Compared with the S&P 500, do-it-yourself investors lagged the S&P 500 by huge margins:

• 4.35 percentage points, annualized, over five years;
• 3.46 percentage points, annualized, over 10 years;

The reason: Bad market timing decisions. People pile into the market at the wrong times, and then they panic and sell at the wrong times.

Why? Because people are irrational, and are hardwired to make sub-optimal decisions.

Three Situations when Analogies Can Help Allay Clients’ Concerns

/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments

As their advisor it’s your job to stop clients from worrying unnecessarily and making bad decisions. You need to find a way to check their behaviors and reassure them that they should follow your lead.

Analogies are a great way to allay clients’ concerns and get across why what you say makes perfect sense. Here are three situations where it will pay you to use analogies to keep things on track.

How to Prepare Your Clients for The Next Market Correction

/ by Don Connelly / Managing the Relationship / 0 comments

The Natixis Investment Managers 2018 Global Financial Professionals Survey revealed that 57% of advisors believe investors are unprepared for a downturn. This illustrates how difficult it is to convey the nature of turbulence to clients – and that volatility is an unavoidable part of the investment process.

Take the lead – prepare and educate your clients on the nature of market volatility. Then it will be far easier to counter their anxiety when the next market correction comes.

Here are 5 things you can do right away.

How to Get Clients to Stick to the Plan

/ by Don Connelly / Managing the Relationship / 0 comments

It’s crucial that you get your clients to stick to the plan. If they don’t, they could forgo their comfortable retirement or build up debt when they put their kids through college. Your responsibility, as their financial advisor is to keep them on track. Here are three effective ways to do that.

5 Costly Mistakes That Could Lose You Clients

/ by Don Connelly / Managing the Relationship / 0 comments

When a client takes you on, they’ve decided they’re comfortable getting into a long-term relationship with you – and that’s a huge compliment. If you want to retain them, you must work hard to maintain the integrity of that relationship over the long term.

Don’t make one of these errors, or you could end up in the firing line.

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