prospecting habits Archives - Don Connelly & Associates

Essential Working Habits to Ensure Your Success as a Financial Advisor

/ by Don Connelly / Best Practices / 2 comments

In recent posts, we have outlined why financial advisors must master critical habits for prospecting, calling, and selling, without which success can be elusive. However, while you may identify as a financial advisor, you are, first and foremost, a businessperson. You can have all the best habits for prospecting, calling, and selling, but you need to have the vital working habits of a successful businessperson or entrepreneur to help you in the long run.

If your business lacks direction or you can’t manage your time effectively, you are essentially practicing your craft on borrowed time. Without self-discipline and a results-oriented mindset, you’ll be less likely to progress to the next level. These are just some of the working habits that, when mastered, make it possible to exercise the revenue-generating practices of prospecting, calling, and selling to the greatest extent possible with much better outcomes.

To succeed as a financial advisor, you must create a sustainable business that supports your efforts to grow your clientele. These are the crucial working habits any businessperson must master to be successful.

Building Resiliency Through Successful Calling Habits

/ by Don Connelly / Prospecting / 0 comments

I think it’s safe to say that most financial advisors don’t like making prospecting calls. Many even detest it. At best, it’s a necessary evil.

However, some advisors not only welcome the challenge of call prospecting, but they also thrive on it. One advisor I know considers each phone call he makes as the potential to uncover riches like scratching off lottery tickets. He said, “I could win the lottery at any minute, and if I scratch off enough tickets, believe me, I will win the lottery.”

That’s one way to stay motivated. But there is an element of truth to it. Ambitious advisors will do whatever it takes to build a resilient mindset, which is critical to success in any endeavor. They’re not afraid to risk rejection because they know it will lead to wins, and that’s what they live for. However, for resilience to be sustained, it must be built on solid habits that eliminate the overthinking that leads to call reluctance.

Here are the essential calling habits—several of which occur before the call—you must develop to grow your businesses successfully:

For Financial Advisors, the Road to Success Begins with Solid Prospecting Habits

/ by Don Connelly / Prospecting / 0 comments

For financial advisors, there’s nothing like the thrill of signing a new client. But it doesn’t take very long in the business to realize that, without prospecting, those thrills can be few and far between. While signing new clients is the opportunity all advisors relish, they must first create those opportunities, which can only be done through continuous prospecting.

Most advisors consider prospecting to be the most challenging aspect of their work. The challenge for many is doing it consistently and effectively enough to produce sufficient opportunities. For some advisors, prospecting is an afterthought, only becoming necessary when their pipeline dries up. But with the typical lead-to-prospect conversion process lasting as many as six months, that could mean weeks or months before signing a new client.

Successful advisors know that the key to sustainable growth is a constantly replenished pipeline through persistent prospecting. The only way that happens is by building solid prospecting habits.

Here are the essential success habits advisors must develop to become effective and consistent prospectors.

The Four Success Habits of Highly Successful Advisors

/ by Don Connelly / Best Practices / 0 comments

It has been said that habits determine 95% of a person’s behavior and are the most important determinant of the type of person you will become. That can be frighteningly ominous for financial advisors who spend little time focused on developing successful habits.

As financial advisors, we’re all searching for the secret to success—finding that edge that can move us effortlessly toward our ambitions. The challenge for many is that it is human nature to look for shortcuts in the pursuit of success.

However, in reality, it’s those who are able to find the motivation to develop successful habits that separate the ordinary from the exceptional—finding the will to take deliberate daily action consistently in pursuit of their goals. Successful advisors will tell you that it’s the practices we develop and master in their daily lives that empower them and propel them to their fullest potential for producing at an elite level.