May 12, 2014 / by Don Connelly / Prospecting / 0 comments
I was speaking at a Financial Services conference in Australia and heard an insurance company CEO issue a provocative challenge to the audience members.
“If you stand on any street corner in Sydney and ask everyone who walks by to buy life insurance, every eighty-fifth person will. The questions is, do you have what it takes to hear the word ‘no’ eighty-four times in a row?”
The failure rate in the Financial Services industry is north of eighty percent.
This industry hires a small fraction of the people who apply. We provide good training, good products and good internal and external support. Yet most fail. And they are good people who got hired for good reasons.
Lack of self-confidence doesn’t mean lack of ability.
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Overcoming Objections: Everything Financial Advisors Need to Know about It
March 28, 2016 / by Diana Marinova / Connelly Corner, Prospecting / 2 comments
As we all know, the #1 reason for failure among Financial Advisors and Wholesales is they don’t see enough people. What you may not know is that many of them avoid prospecting because they don’t have a clue how to overcome prospects’ objections. If this is what’s keeping you from having your appointments book full, today’s post will teach you everything you need to know about overcoming objections. Read on.
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It Takes Persistence and Perseverance to Keep Doing a Difficult Thing
May 15, 2014 / by Don Connelly / Best Practices / 0 comments
Do you think it’s possible for you to become one of the best Financial Advisors in the world? How about in your firm or in your town? Is it possible for you to be great, to be admired and looked up to? How about rich? How about famous? Or are the rewards for the other guy? Have you thought long and hard about what it takes to become great?
It has been said that advice is what you seek when you already know the answer but wish you didn’t.
The good news is that all those things are within your grasp.
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Self-Confidence Will Make You Unstoppable
May 12, 2014 / by Don Connelly / Prospecting / 0 comments
I was speaking at a Financial Services conference in Australia and heard an insurance company CEO issue a provocative challenge to the audience members.
“If you stand on any street corner in Sydney and ask everyone who walks by to buy life insurance, every eighty-fifth person will. The questions is, do you have what it takes to hear the word ‘no’ eighty-four times in a row?”
The failure rate in the Financial Services industry is north of eighty percent.
This industry hires a small fraction of the people who apply. We provide good training, good products and good internal and external support. Yet most fail. And they are good people who got hired for good reasons.
Lack of self-confidence doesn’t mean lack of ability.
Read more
Get Your Work Done in Sixty Percent of the Time
February 6, 2014 / by Don Connelly / Best Practices / 1 comment
I can tell you without hesitation that the amount of time you spend marketing yourself this year determines how much you will grow next year. If you don’t prospect and market yourself, your business will wither and die.
I can also tell you without hesitation that running your business gets in the way of growing your business. The details eat up your time. There are only so many hours in the day. What to do then? Why do we give tasks more time than they need and what can we do about it?
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What Is #1 Reason Advisors and Wholesalers Fail
December 2, 2013 / by Don Connelly / Marketing Yourself / 0 comments
Lance Armstrong once observed that a boo is a lot louder than a cheer. He’s right. And a no is a lot louder than a yes.
Advisors (and wholesalers) who fail often do so because they don’t see enough people.
Imagine the financial planning gods coming down and granting you immunity for a year. You don’t need to rely on your skills. Every time you call for an appointment, the person says yes. Every time you ask the person to become your client, the person says yes. Every time you ask for an introduction to your clients’ friends, they give you five names and go with you on the appointments.
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