March 8, 2021 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Now and then, financial advisors must be reminded that they are in a relationship business and that what they have as a clientele is a direct by-product of trust.
The cold hard reality is that people need to trust you before they will engage with you. Especially these days, people are almost instinctively cynical, overly careful to approach others they don’t know with a heavy dose of skepticism. So, when we want to connect with any group of people, our first task must be to break through their defensive shells so we can build trust. Without trust, there can be no connection, no relationship, and no channel through which vision and ideas can flow.
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The Shoplifting Story
July 25, 2022 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
You’ve probably heard me in the past talk about a book called ‘Whoever Tells the Best Story Wins’ by Annette Simmons. It was really designed for bosses to sell themselves to employees but anyone who is selling themselves should read this book. The author makes the point that we really need six stories. The most important one being the ‘Who I am’ story. because people don’t care what we know, they care about who we are. Can they trust us? The second most important story she mentions is the ‘Why am I here’ story. Why am I doing this?
Listen to this audio post or read the transcript below to learn why the ‘Why I am here’ story is so important when communicating with clients and to hear a very emotional story that an Advisor from Texas tells his prospective clients.
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The Importance of Your Storytelling Skills in Building Trust
March 8, 2021 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Now and then, financial advisors must be reminded that they are in a relationship business and that what they have as a clientele is a direct by-product of trust.
The cold hard reality is that people need to trust you before they will engage with you. Especially these days, people are almost instinctively cynical, overly careful to approach others they don’t know with a heavy dose of skepticism. So, when we want to connect with any group of people, our first task must be to break through their defensive shells so we can build trust. Without trust, there can be no connection, no relationship, and no channel through which vision and ideas can flow.
Read more
Three Stories about Trust to Use with Prospects and Clients
February 22, 2021 / by Don Connelly / Managing the Relationship, Storytelling, analogies and power phrases / 0 comments
The most fundamental principle of building a clientele is understanding that people do business with people they like and trust. While it’s easy for many advisors to be likable, trust has to be earned—quickly and often. As an advisor, you can never lose sight of that because trust not only binds a client to you but it also enables them to follow your guidance with confidence and conviction, which is critical to their long-term success.
If you’ve been following this blog for any length of time, you know I believe in the power of storytelling to drive home concepts and change a client’s perspective. I offer these three stories about trust to you as an advisor to drive home the crucial role trust plays in your client relationships.
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