/ by Don Connelly / Best Practices / 0 comments
Only a tiny percentage of financial advisors get to the top and there’s no mystery about how they got there. It’s because they did what unsuccessful advisors didn’t: they became brilliant at the basics.
Unless you nail the basics there’s no way you can become an elite advisor. If you don’t set goals, work hard, organize your time efficiently and practice your soft skills to perfection you won’t have the underlying tools to take your business to the next level.
There are no shortcuts to getting the basics right. It will take time, years in fact. But if you don’t put in the effort, you won’t reap the rewards. If you don’t get brilliant at the basics your career will fizzle out long before you achieve success. Here’s a look at some of the basics and what happens when you don’t get them right.
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‘Why Should I Do Business with You’: Crafting a Compelling Response to a Prospect’s Critical Question
/ by Don Connelly / Marketing Yourself / 0 comments
For every financial advisor, the question, “Why should I do business with you?” hangs heavy in the air during initial consultations, whether spoken or not. It’s a pivotal moment, a crossroads where trust and value must intersect to convince the potential client to take the next step. While tempting to launch into a self-promotional monologue, a nuanced, client-centric approach is critical to unlocking that coveted “yes.”
It’s crucial to understand that a prepared, cookie-cutter approach, such as reciting your value proposition, won’t work. Every prospect is unique, so it’s essential to adapt your approach based on their specific circumstances and needs using the following framework:
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How to Make Your Presentations More Convincing and Inspiring
/ by Don Connelly / Presentation Skills / 0 comments
Any chance you have to make a presentation is a golden opportunity to engage with people and demonstrate your worth. Financial advisors who can deliver exceptional presentations can differentiate themselves while connecting with potential clients in a memorable way. However, it’s challenging to recover from presentations that fall flat, leaving audience members wishing they could have their precious time back.
While some advisors are natural orators with the ability to sail effortlessly through a presentation, anyone can and should develop the skill of delivering compelling and inspiring words that can move an audience. It takes some skill, lots and lots of practice, and a clear understanding of how to frame a presentation. But the results can be well worth the effort.
Here are five critical elements of a successful presentation.
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The 5 Essential Qualities Financial Advisors Need to Improve Cold Call Results
/ by Don Connelly / Best Practices, Prospecting / 2 comments
No one ever said cold calling was easy, but some people have an easier time of it than others. Skills have a lot to do with that. But sometimes, learning skills is not enough.
The most successful cold callers share certain qualities and traits that give them an edge over and above the skills they acquire. We’ve discussed some of these traits in past articles, including positivity, perseverance, tenacity, and resilience. These traits are critical because they can keep you in the game in the face of constant rejection. However, successful cold callers possess other essential qualities and attributes that help them up their game.
Let’s have a look at five such essential qualities and traits.
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How to Develop a Repeatable Process
/ by Don Connelly / Best Practices / 0 comments
If you want to make your life easier and become a truly elite advisor, make sure you have repeatable processes in place. This especially applies to tasks such as prospecting, presenting, following up and servicing your accounts. Remember: Repeatable processes produce repeatable results so make your goal consistency, not perfection.
In this post we’ll look at some practical steps you can take to incorporate repeatable processes into your working life.
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What Happens If You’re Not Brilliant at The Basics?
/ by Don Connelly / Best Practices / 0 comments
Only a tiny percentage of financial advisors get to the top and there’s no mystery about how they got there. It’s because they did what unsuccessful advisors didn’t: they became brilliant at the basics.
Unless you nail the basics there’s no way you can become an elite advisor. If you don’t set goals, work hard, organize your time efficiently and practice your soft skills to perfection you won’t have the underlying tools to take your business to the next level.
There are no shortcuts to getting the basics right. It will take time, years in fact. But if you don’t put in the effort, you won’t reap the rewards. If you don’t get brilliant at the basics your career will fizzle out long before you achieve success. Here’s a look at some of the basics and what happens when you don’t get them right.
Read more