/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
It’s your job to get prospects off the fence. You need to persuade them that hiring you to manage their investments is the right thing to do. Before they make that decision, however, they need to understand what it is they are buying, and why they need to buy it. Because “people don’t buy what they don’t understand.”
This is where analogies can help push the balance in your favor. They make the unfamiliar familiar.
An analogy is “a comparison between one thing and another, typically for the purposes of explanation or clarification”.
Analogies can help you put forward an argument so that prospects see things in a new light – and conclude, of their own accord – that it makes sense to do business with you.
Here are three situations that warrant the use of analogies.
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The LISTEN Model: A Step-by-Step Framework for Active Listening as a Financial Advisor
/ by Don Connelly / Managing the Relationship / 0 comments
Picture this: You’re in a meeting with a new client, nodding along as they talk about their financial goals. You’re hearing the words, but are you really listening? Most financial advisors think they’re good listeners, but few truly master the art of active listening. Poor listening leads to missed cues, frustrated clients, and eroded trust—costly mistakes in a relationship-driven business.
The good news? You can change that with the LISTEN Model, a simple, memorable framework designed to help you tune into your clients deeply, build stronger connections, and deliver advice that resonates.
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Using Analogies in These 3 Situations Can Help Turn Prospects into Clients
/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
It’s your job to get prospects off the fence. You need to persuade them that hiring you to manage their investments is the right thing to do. Before they make that decision, however, they need to understand what it is they are buying, and why they need to buy it. Because “people don’t buy what they don’t understand.”
This is where analogies can help push the balance in your favor. They make the unfamiliar familiar.
An analogy is “a comparison between one thing and another, typically for the purposes of explanation or clarification”.
Analogies can help you put forward an argument so that prospects see things in a new light – and conclude, of their own accord – that it makes sense to do business with you.
Here are three situations that warrant the use of analogies.
Read more