presentation skills Archives - Don Connelly & Associates

What Is an Initial Benefit Statement and How to Use It

/ by Don Connelly / Presentation Skills / 0 comments

As I have mentioned already on the Don Connelly 24/7 learning center, I was taught a method of selling called Professional Selling Skills (PSS) many years ago. It was and still is the bestselling course in the world. Let’s talk about the first step in giving a Professional Selling Skills presentation. That step is called the Initial Benefit Statement.

Watch this video episode or read the transcript below to hear Don explaining what it is and how to use it.

Presenting the Strategy Paper to Turn Prospects into Clients

/ by Russell Collins / Connelly Corner, Prospecting / 0 comments

In my previous guest blog post, I explained how I dissected the confirmed file note by dividing it into four separate quadrants in order to create a strategy to take to my next meeting – the Strategy Paper Meeting (SPM), It should lead to a “yes”, the prospect agreeing to do business with me.

In summary, the primary purpose of the SPM is to highlight a problem; get their agreement to the problem; that they want to solve it; and then involve them in the decision-making process. That way the decision becomes theirs and all I had to do was the numbers based on their ability to pay. In relation to the latter, I found the best time to do that was after I had proceeded through the strategy paper up to the point of discussing the shortfall with them. More on that later. Now let’s focus on the strategy paper itself.

Agenda for the Strategy Paper Meeting (SPM): What Is It and How to Prepare It

/ by Russell Collins / Connelly Corner, Prospecting / 0 comments

By now you should be familiar with the concept of the File Note and how it helped me increase my closing rate to 9 out of 10 in life insurance sales. I found that the reaction to my file notes was one of people looking forward to our next meeting and how I was planning to deal with their particular situation. I called that meeting my Strategy Paper Meeting (SPM.)

Within the file note that they had previously confirmed, were a number of answers to my questions that highlighted problems to which they were not even aware existed at that time. My dissection process was to draw attention to those questions and their answers in such a simple format that would allow for frank discussion.

So, generally, the format for the SPM would look like this:

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.

The File Note: How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales

/ by Russell Collins / Connelly Corner, Presentation Skills / 0 comments

At the conclusion of my previous guest post – “Making Every Initial Meeting with a Prospect Successful” – I mentioned that if I could point to one thing that increased my closing rate to 9 out of 10, it was the file note. This in effect acted as a pre-presentation vehicle and I believe it motivated people to really look forward to our next meeting and my eventual recommendations.

Here’s how to start using the file note to increase your life insurance sales.

Use the Perspective of Time to Move Your Prospects to Action

/ by Don Connelly / Presentation Skills / 0 comments

Undoubtedly, you are familiar with the theme: You have a prospect in front of you with a clear objective. After gathering all the facts and probing them on why it’s important to them to achieve the goal, you present an iron-clad solution that checks all their boxes, throughout which they nod in agreement. You lay out the steps to get started and ask them for their approval to move forward. When they shift back in their seats, you know what’s coming—the pause, the hesitancy, and the anxiety over making a decision, leading to the standard, “We’d like to think about it.”

After addressing their concerns, walking them through how your solution helps them achieve their objective, once again with approving nods, they again shift in their seats and confide that they just don’t think it’s a good time to start investing.

That’s a very good sign—a strong indication you’ve done your job—up to this point. But your job is not complete until your prospects take action to improve their situation. All they need now is a reassuring nudge. All they might need is some perspective—some time perspective.

Financial Advisor Webinar Marketing: 7 Reasons Why You Should Do It

/ by Diana Marinova / Marketing Yourself / 6 comments

For several decades, financial advisors successfully used seminars to introduce themselves to potential clients. Seminar marketing is still the most effective way to present yourself as an authority and knowledgeable resource—two traits investors covet in a trusted advisor. However, thanks to Covid19, live seminar events may be a thing of the past, at least until […]

Self-sabotage – 10 Behaviors to Avoid

/ by Don Connelly / Best Practices / 0 comments

Self-sabotaging behaviors can create problems, interfere with goals and ultimately put your career at risk. Without even realizing it you could be a victim of self-sabotage. Be honest and identify the traits that are holding you back so you can make the positive changes required to move forward.

Here are ten ways you could be self-sabotaging – along with some recommendations on how to do things better.

Four Common Client Objections and How to Counter Them

/ by Don Connelly / Presentation Skills / 0 comments

There’s so much uncertainty surrounding investing that people postpone the decision. Clients and prospects can think of a multitude of reasons not to invest: Whether it’s tax time, retirement looks too far away or they want to buy a new car or kitchen.

However, when clients say they’ll ‘think it over’ it doesn’t mean they’ve found a good reason to delay investing; perhaps it means they don’t trust you enough yet, perhaps they don’t understand what you said or perhaps you simply haven’t convinced them to act. So how do you get them to do the right thing and start securing their financial futures?

Here are some common objections you’ll face – and how to answer them.

Believe in Your Value and Never Do These Three Things with Clients

/ by Don Connelly / Managing the Relationship / 0 comments

When prospecting see yourself as the professional consultant you are. Your job is of the utmost importance – you’re there to safeguard your clients’ financial future. It doesn’t get much more important than that and you are due respect.

So, if you find you’re fighting to win new clients, rushing through a presentation or apologizing for asking for the order, take a step back. Understand that you add value to your clients’ lives. Because of you people will be able to retire comfortably or get their kids through college. Your clients should feel privileged to do business with you, not the other way around.

Here are three things to avoid doing with clients.

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