personalized service Archives - Don Connelly & Associates

Six Ways Financial Advisors Can Establish Trust in Today’s Virtual World

November 16, 2020 / by Don Connelly / Managing the Relationship / 0 comments

You can have all the technical and market skill in the world. But if people don’t trust you, you’re not going to open new accounts.

It’s just a fact of life in sales: If people don’t trust you, their defensive mechanisms are going to be up during the entire sales process. If you’re lucky, they’ll tell you. At least that way, you get to face the trust issue head on. That might give you a fighting chance.

But more often than not, you’ll be met with polite silence, and the dreaded “we’ll give you a call if we decide to do anything.”

If you hear that, chances are you whiffed on the trust issue.

After all, if you had their trust, they’d be looking for ways to talk themselves into doing business with you!

6 Tech Essentials for Financial Advisors

October 19, 2020 / by Don Connelly / Best Practices / 0 comments

Unquestionably, the advisory industry has been experiencing a significant transformation. Through advances in technology and the democratization of investing, financial advice is quickly becoming commoditized, much to the detriment of Financial Advisors who continue to languish in traditional business models. Today, adopting the right technology is becoming table stakes for advisors who want to maintain the trust of their clients and stand out in an increasingly competitive marketplace.

How to Turn New Clients into Loyal Clients

December 16, 2019 / by Don Connelly / Managing the Relationship / 0 comments

You have just opened a new account and you are excited to start working with this new client. Of course, you are more than qualified to provide them with the services they need, but how are you going to ensure that your relationship with them will flourish over time?

Here are few good ways to create a loyal bond between you and your client.

What Is Buyer’s Remorse and How to Overcome It in 3 Easy Steps

December 2, 2019 / by Don Connelly / Managing the Relationship / 0 comments

Buyer’s remorse is defined as ‘a feeling of regret experienced after making a purchase – typically one regarded as unnecessary or extravagant’ (Oxford Dictionary).

Most of us have experienced this type of feeling at some point – maybe after buying a pair of expensive shoes that with hindsight we considered an unworthwhile purchase.

But buyer’s remorse doesn’t just apply to shopping – it’s possible your clients might feel similarly disenchanted about their decision to hire you.

Make sure your clients don’t experience post-hiring disappointment by doing the following three things.

Make Yourself Irreplaceable by Making Yourself Different

September 16, 2019 / by Don Connelly / Marketing Yourself / 0 comments

If you do what every other advisor is doing, you’ll be just like all other advisors. To become successful, you need to offer something different – something that makes you worthy of being talked about.

Don’t be intimidated by self-perceived ‘smarter’, ‘more experienced’ or ‘more confident’ advisors. Don’t try to ‘better’ them. Think instead about what you can do differently.

Make it your aim to do what other advisors don’t do, and you’ll attract and retain clients for the long term. Here are a few things you can do to make yourself different.

7 Things You Can Do for Clients to Show That You Care

March 4, 2019 / by Don Connelly / Managing the Relationship / 0 comments

If you are to be a successful financial advisor, you need to do more than simply manage money. You need to be great at managing relationships – in particular, you need to show your clients that you truly care about them.

If you care more than people expect you to care not only will clients remain loyal to you, but they’ll feel comfortable about referring you to friends, family and colleagues.

Here are 7 ways to show you care.

5 Traits You Need to Have If You’re to Build Strong Relationships with Clients

February 18, 2019 / by Don Connelly / Managing the Relationship / 0 comments

Your personal likeability and trustworthiness are more important than your professional knowledge when it comes to winning and building enduring client relationships. Professional credentials, while important, are only a backstop to the forging of strong personal connections. Focus on developing your soft skills.

Here are five traits you need if you want to create long-lasting relationships with clients and become more referable.

How to Articulate Your Value to Prospects and Clients

October 22, 2018 / by Don Connelly / Marketing Yourself / 0 comments

Ours is a highly commoditized industry. Financial advisors all tend to look the same, sell the same products and talk the same language. To get noticed you need to differentiate yourself from the competition by establishing your value to prospects and clients.

First, work out what you can bring to the table that others can’t. The next step is to verbalize your unique value proposition to clients and prospects.

If you do, prospects and clients will realize why it makes perfect sense to work with you.

What Clients Need from You to Stick to The Plan

June 11, 2018 / by Don Connelly / Investing Wisdom / 0 comments

To get clients to stick with their long-term investments you need to get inside their mindset and understand how they think and feel. If you know how your clients will react in the face of market volatility, you’ll be ideally placed to counter their concerns. If you understand what they need from you in terms of maintaining a long-term relationship, you will know which soft skills to focus on.

Here are a few things clients need to help them persevere with their long-term investments.