/ by Don Connelly / Managing the Relationship / 0 comments
As financial advisors we’re objective thinkers. We use the left, logical, side of our brains, to work out the technical aspects of financial planning. But simply being able to do the math won’t differentiate you from the competition – even robo-advisors are pretty good with interest rates and algorithms. The way to stand out is to make an emotional connection with people.
Your clients won’t make big decisions based on the numbers. They will base them on how they feel about you, using the right (emotional) part of the brain. To form a connection with clients you need to work out what it is you have to offer them on an emotional level.
Here are three suggestions to help you connect with clients emotionally.
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How to Connect with Clients Emotionally
/ by Don Connelly / Managing the Relationship / 0 comments
As financial advisors we’re objective thinkers. We use the left, logical, side of our brains, to work out the technical aspects of financial planning. But simply being able to do the math won’t differentiate you from the competition – even robo-advisors are pretty good with interest rates and algorithms. The way to stand out is to make an emotional connection with people.
Your clients won’t make big decisions based on the numbers. They will base them on how they feel about you, using the right (emotional) part of the brain. To form a connection with clients you need to work out what it is you have to offer them on an emotional level.
Here are three suggestions to help you connect with clients emotionally.
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Focus on What’s Important
/ by Don Connelly / Best Practices / 0 comments
If you want to reach the top of your profession as a financial advisor, you need to focus on the basics. Dedicate your time to prospecting, asking for commitments and managing client relationships. Success will only come your way if you think gathering assets rather than DOL rulings and falling fees. So stop getting distracted. If you want to build a successful business, focus on what’s important.
Here are six things to focus on, starting today.
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5 Things You Should Do to Successfully Manage Your Relationships with Clients
/ by Don Connelly / Managing the Relationship / 0 comments
What your clients do this year and going forward will not be dictated by world events alone. It will be dictated by the strength of their relationship with you. That’s why you need to make relationship building one of your top priorities.
Here are five ways to keep your relationship on a firm footing.
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Three Challenges Financial Advisors Face in Their Daily Work
/ by Don Connelly / Managing the Relationship / 0 comments
A recent post on this blog outlined three challenges Advisors face when acquiring clients. This week I’ll outline three more chief challenges you are probably facing in your daily work, along with some tips on how to overcome them.
#1. Providing clients with reassurance when the markets take a downturn
Keeping clients on track when markets take a dive is a situation many advisors find tricky. But It’s essential to know how to keep clients invested for the long term.
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How to Convince Someone to Trust You
/ by Don Connelly / Managing the Relationship / 0 comments
Whether you’re a new or well-established advisor you may find it difficult to establish trust. It’s incredibly difficult to develop trust quickly. How can people know whether you’re honest, sincere and trustworthy when they first meet you? And people today tend to suffer from an inherent lack of trust. Their belief systems about investing have been shattered by a seemingly endless stream of bad news.
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Make Sure You Are Not Just Moving, but Moving in The Right Direction
/ by Don Connelly / Managing the Relationship, What's New / 0 comments
Brian Church, business consultant and author, was our special guest on the recent April 30, 2014 Webinar. Participants from around the globe watched and listened as Brian put forth his ideas on how Financial Advisors can and must keep their businesses, their ideas and their client relationships moving in the right direction.
We must focus on LIFT, Brian’s term for growth; bettering our delivery, making the best use of our time, and growing our revenue through thick and thin. As fees continue to get compressed, we must increase the value of what we offer to the public.
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Inflection Points – The Science of Relational Milestones
/ by Brian Church / Managing the Relationship, What's New / 0 comments
I have had the pleasure of working with Financial Advisers for a number of years and I don’t think it is a secret that the strength of an adviser’s practice is measured in the quality and quite often, the profitability of his or her relationships.
No matter the endeavor, we are always in the pursuit of gaining Trust, Value and Momentum for our Relationships. There is certainly an Art and Science to creating Relational Momentum and today, we will take a look at the Science through Relational Milestones, or as I like to call them, Inflection Points!
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