say it so it makes a difference Archives - Page 5 of 8

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.

Help Clients Get to Know the ‘Real’ You

October 23, 2017 / by Don Connelly / Managing the Relationship / 2 comments

Before a client makes the decision to do business with you he or she has to feel you are the ‘right fit’ for them. They’re about to embark on a journey into what’s often unknown territory for them – so they need to feel a real connection with their selected advisor.

Build rapport by letting prospective clients see the kind of person you really are. Let your personality shine through.

Put Investing in Terms That Clients Can Understand

June 26, 2017 / by Don Connelly / Investing Wisdom / 0 comments

Everyone knows that cars go down in value. That’s just the way it is. No matter what you pay for a car, and no matter how carefully you look after it, it’s going to be worth a lot less than you paid for it. It’s never going to bounce back in value, but car owners are okay with that. They are pre-conditioned to the loss. However, clients don’t see their investments this way. They think investments are only supposed to go one way – up. When investments go down, clients feel they have lost money, even if they have not sold out. They will take a hard loss on a car and not bat an eye, yet they can’t stomach a paper loss in their portfolios.

To Be The Best Financial Advisor You Can, It’s Essential to Challenge Yourself

June 19, 2017 / by Don Connelly / Best Practices / 0 comments

Challenge Yourself To Be The Best Financial Advisor You Can

There are two paths you can follow in your career: One that goes uphill or the easy one, which involves simply getting through the day. Not many people take the steepest and hardest path, which is why so few really achieve success. But if you’re prepared to challenge yourself and commit to hard work, practice and persevere, you will maximize your talent and do what unsuccessful people are not willing to do.

So, step out of your comfort zone and start creating your own success story. Here are a few important self-challenges.

Put in The Effort if You Want to Become The Most Sought-after Financial Advisor in Town

April 24, 2017 / by Don Connelly / Best Practices / 0 comments

To become a truly elite financial advisor you need to have an incredible work ethic. If you’re new to the business, you will need to spend most of your time actively prospecting and looking for clients. It could take years to build a solid client base – but when you have built up the right clientele, you will be rewarded with a pool of people who are happy and willing to provide you with referrals.

To achieve this enviable position, continually visualize yourself as a first-class advisor. Program that picture into your subconscious mind. Then work harder than any other advisor, perfect your soft skills, earn referrals and make this dream a reality.

How to Make Sure Your Message Sticks

March 6, 2017 / by Don Connelly / Best Practices, Storytelling, analogies and power phrases / 0 comments

We tend to forget most of what we’ve been told within a week, unless that message has been repeatedly reinforced. So, unless you reinforce your messages and deliver them in an interesting way, there’s little chance clients and prospects will digest your information and act on it. There are however some key ways to make sure your messages are understood and remembered.

Become What People Want

February 13, 2017 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments

Let’s talk about becoming what people want. Do you know what people want? People want a beacon of anti-stress.

Watch the video or read the transcript to learn how you can become that for your clients.

What to Do in The First Client Meeting

January 23, 2017 / by Don Connelly / Managing the Relationship / 0 comments

Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you – or lose them forever. It’s essential to be prepared so that you come across as likeable and reliable – someone they can trust to oversee their finances and establish their future security. Here’s how to do that.

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