May 27, 2019 / by Don Connelly / Prospecting / 0 comments
In an ideal world every prospect would sign up with you at the first meeting, immediately recognizing they are in need of what you are offering. In the real world however, prospects may not yet realize your value or understand that they can trust you.
Don’t leave things to chance on the basis they may get back to you. Always follow up. Make sure to call prospects and speak to them directly. You don’t have to feel that you’re trying to push products onto people who are not in the market for your services. Remember, they have indicated that they’re actively looking for a financial advisor.
People tend to get distracted easily however, so here are some additional ways to remind prospects of your worth.
Read more
5 Creative Ways to Follow-up with a Prospect
May 27, 2019 / by Don Connelly / Prospecting / 0 comments
In an ideal world every prospect would sign up with you at the first meeting, immediately recognizing they are in need of what you are offering. In the real world however, prospects may not yet realize your value or understand that they can trust you.
Don’t leave things to chance on the basis they may get back to you. Always follow up. Make sure to call prospects and speak to them directly. You don’t have to feel that you’re trying to push products onto people who are not in the market for your services. Remember, they have indicated that they’re actively looking for a financial advisor.
People tend to get distracted easily however, so here are some additional ways to remind prospects of your worth.
Read more
Not Following Up Is the Second Most Common Reason Advisors Get Fired
July 6, 2015 / by Don Connelly / Managing the Relationship / 0 comments
If you tell a client you will do something and then you don’t do it, you will sooner or later lose that client. Your dependability will be questioned.
Think how many times over the last six months people have told you they would do something and then failed to do it. If you do that same thing twice, even over a year or two, you will be deemed at first blush to be undependable.
That is a giant step toward being viewed as not trustworthy.
Read more