April 21, 2014 / by Don Connelly / Prospecting / 0 comments
When a prospective client is trying to decide between you and the Advisor across the street, you need to make the case that you are the obvious choice and the prospective client has to agree with your conclusion.
The time will surely arise in your career when a client wants to move his or her account to another Advisor.
The time will surely arise in your career when a client feels she deserves a lower fee. The time will surely arise in your career when a client balks at a suggested course of action. The time may very well arise when a client decides to manage his account himself. All these issues must be resolved tactfully.
Any dialogue intended to reach an understanding is a negotiation and negotiating involves specific skills.
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Acquiring Negotiating Skills Will Help You Open More Accounts
April 21, 2014 / by Don Connelly / Prospecting / 0 comments
When a prospective client is trying to decide between you and the Advisor across the street, you need to make the case that you are the obvious choice and the prospective client has to agree with your conclusion.
The time will surely arise in your career when a client wants to move his or her account to another Advisor.
The time will surely arise in your career when a client feels she deserves a lower fee. The time will surely arise in your career when a client balks at a suggested course of action. The time may very well arise when a client decides to manage his account himself. All these issues must be resolved tactfully.
Any dialogue intended to reach an understanding is a negotiation and negotiating involves specific skills.
Read more
A Message for All Financial Advisors Struggling to Make It
October 7, 2013 / by Don Connelly / Prospecting / 4 comments
We can debate this subject all day long, but it always comes down to one reason. The reason Advisors fail is that they don’t see enough people. Blame it on self-sabotage, blame it on a lack of initiative or blame it any of a hundred other reasons, but Advisors make their living knee-to-knee. If we’re not sitting in front of folks, we are unemployed.
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