say it so it makes a difference Archives - Don Connelly & Associates

Three Situations when Analogies Can Help Allay Clients’ Concerns

October 28, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments

As their advisor it’s your job to stop clients from worrying unnecessarily and making bad decisions. You need to find a way to check their behaviors and reassure them that they should follow your lead.

Analogies are a great way to allay clients’ concerns and get across why what you say makes perfect sense. Here are three situations where it will pay you to use analogies to keep things on track.

Why People Postpone Investing and How to Convince Them to Act

August 19, 2019 / by Don Connelly / Investing Wisdom / 0 comments

People postpone investing for a variety of reasons. It’s your job to identify the source of their inaction. Then you can present them with a strong case as to why they need to start an investment plan.

Here are some reasons why people may be reluctant to invest, and how to change their mind and influence them into action.

How to Elevate Your Brand and Justify Your Fees

August 12, 2019 / by Don Connelly / Marketing Yourself / 0 comments

If you provide above average service, you deserve to charge above average fees. Don’t underestimate yourself. Make sure you get paid your worth by focusing on creating a business brand and style that clearly communicates your value.

Price is never the only consideration.

Tell Prospects What You Do instead of What You Are

July 1, 2019 / by Don Connelly / Presentation Skills / 0 comments

In social settings, people will often ask what you do for a living. If, like the majority of advisors, you reply ‘I’m a financial advisor’, you’re missing an opportunity to pique others’ interest and possibly win new business.

Instead of simply sharing your job title, use this opportunity to establish your value, and give people a reason as to why they should want to work with you.

How to Be a Financial Advisor

June 24, 2019 / by Don Connelly / Best Practices / 0 comments

Working as a financial advisor is one of the highest ranked business careers according to a recent U.S. News & World report, advisors rating it highly for job satisfaction and prospects. As a financial advisor you can make a real difference to your clients’ lives, making this a rewarding profession to aim for.But if you want to be a financial advisor, you need to have two quite distinct skill sets.

Firstly, you’ll need to pass the relevant industry exams. Financial acumen is a must.

Secondly, and indeed more importantly, you should have a real desire to help people and have an ability to understand their goals and concerns.

5 Marketing Strategies for Financial Advisors to Ensure Steady Growth

June 10, 2019 / by Don Connelly / Marketing Yourself / 0 comments

Never attempt to distinguish yourself on products or price. You won’t win using this strategy. Instead, find ways to differentiate yourself from the competition by offering a service that goes above and beyond.

But before you can prove your worth you need to find and connect with potential clients – because they won’t find you by accident. Here are some potential marketing strategies that could help you get on their radar.

4 Things You Can Only Achieve with Effective Communication Skills

June 3, 2019 / by Don Connelly / Best Practices / 0 comments

Effective communication skills are essential if you are to achieve successful outcomes for your business. Here are 4 relationship goals you should be striving for, along with the requisite soft skills you must possess if you are to realize them.

Why You Need to Find a Niche Market and How to Identify One

March 25, 2019 / by Don Connelly / Marketing Yourself / 2 comments

The saying ‘you can’t please all the people all of the time’ is never truer than in this business. As a financial advisor you’re ill-advised to work with all and sundry – you’re far more likely to succeed if you can identify a profitable niche and become the ‘go to’ advisor in that area. Once you’re established in your target market potential clients will naturally head your way, keeping your sales funnel full.

You could base your selected niche on people you’ve enjoyed working with or those who share a similar background or interests. You could also decide to concentrate on working with people in a sector that is underserved. Here are three such niche markets you could consider.

6 Analogies to Use When Convincing Clients to Stick to The Plan

July 9, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments

Stories and analogies are great ways to capture a client’s attention and get them to see things from a different perspective. When used correctly they’re highly useful tools to help persuade clients to act in the way you want them to. Analogies are especially effective because clients come to understand what you’re saying by drawing their own conclusions.

Here are six great analogies to help your clients see that they should stick to the plan.

5 Stories to Develop Strong Relationships with Clients Based on Trust and Likeability

January 8, 2018 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments

The best way to initiate a strong relationship with clients is to tell them stories. People don’t need to have a ton of data thrown at them in the first meeting. They will be more interested in whether they like and trust you. Forget the numbers and pie charts, and use your personal stories and experiences to help you establish trust and likeability in the minds of your prospects. Here are five such stories to get you started.

1 2 3 … 5