/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Clients, as we’ve discussed in the past, love word pictures. What we find very, very simple, people find very, very difficult to comprehend. This is much the same as you and I having difficult time understanding two lawyers when they talk. It’s because of lingo.
Because our lingo in the financial services industry is just as confusing to people you need to use stories when communicating to current and prospective clients. So tell them stories.
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How to Become a Better Listener
/ by Don Connelly / Managing the Relationship / 0 comments
As Calvin Coolidge once said “No one ever listened themselves out of a job” so why do so many advisors find it difficult to stop talking and listen to their clients?
In order to become a great advisor, you need to be a good listener. It’s the only way you’ll get to understand your clients’ and prospects‘ goals. It’s the only way you’ll be able to overcome their objections. Plus, the more people are given the opportunity to talk the more they will feel that you’re interested in them. And they will like you for it. Listening will help you start a client relationship and keep your existing relationships on a firm footing.
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How to Win Over Clients by Becoming More Likeable
/ by Don Connelly / Marketing Yourself / 3 comments
People will only do business with you if they like you and trust you. Human decisions are generally subjective. Even if you are the most professional financial advisor out there, if people don’t warm to you they won’t commit to you. Prospects will not choose you simply because you are competent; they will choose to do business with you because you are competent and likeable.
By becoming likeable you will stand head and shoulders above other advisors. And you don’t need innate talent to become more likeable. You can learn how to radiate confidence and charisma.
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Don’t Feel Guilty About Not Being Perfect
/ by Don Connelly / Best Practices / 0 comments
There will be times when you get it wrong. Car mechanics and even doctors don’t get it right all the time and neither will you. Mistakes are easy to make and inevitable. As markets get more and more complex the chances of getting things wrong increase even more, and the longer you’re in business the more times you will be wrong.
But never see this as failure. Accept mistakes as part of life and keep on track by not feeling guilty. If you are doing everything you can with everything you’ve got you are a winner so you have nothing to feel guilty about.
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5 Reasons to Develop Effective Listening Skills
/ by Don Connelly / Managing the Relationship, Prospecting / 0 comments
The fact is, most of us simply don’t listen enough. That could be because of the increasing number of distractions going on around us, or because we often find it easier to focus on non-verbal clues – such as body language – rather than on what people are actually saying. But if you want to get ahead as a financial advisor you need to develop effective listening skills.
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Why You Need a “Who I Am” Story to Succeed
/ by Don Connelly / Marketing Yourself / 0 comments
When someone tells you they want to ‘think it over’ it’s a sign they haven’t invested in you. They are most likely not deciding about your recommendations. They are deciding about forming a relationship with you. Remember, the three most important things in this business are to be likeable, smart and trustworthy. A great way to be likeable and build trust is to tell a ‘who I am’ story to prospective clients. By telling them a story about yourself you can influence people and establish your credibility. A great story will resonate with clients, stir up their emotions and get them to act.
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Tell Simple Stories
/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments
Clients, as we’ve discussed in the past, love word pictures. What we find very, very simple, people find very, very difficult to comprehend. This is much the same as you and I having difficult time understanding two lawyers when they talk. It’s because of lingo.
Because our lingo in the financial services industry is just as confusing to people you need to use stories when communicating to current and prospective clients. So tell them stories.
Read more
Every Advisor Needs to Bring Back the Story
/ by Don Connelly / Presentation Skills, Storytelling, analogies and power phrases / 3 comments
The ability to tell good stories is vital if you want people to like and trust you. Your clients like you and trust you. They didn’t buy a financial plan or a managed account. They bought you.
People can’t ‘buy’ you until they know you and the best way to get to know you is to hear your story. And they can’t hear your story until you tell it to them. The better you do that, the sooner you open the account. As Peter Guber says, you tell to win.
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