soft skills Archives - Page 4 of 6 - Don Connelly & Associates

3 Types of Clients You Should Want to Attract and Retain

April 2, 2018 / by Don Connelly / Prospecting / 0 comments

It’s surprising to find that certain broad sectors of the population still remain underserved in certain instances.

If you, unlike other advisors, can devise a strategy to attract and retain these potentially valuable clients, you could vastly improve your business.

Let’s have a look at three types of clients you should try to attract and retain.

5 Ways to Develop Accountability

March 19, 2018 / by Don Connelly / Best Practices / 0 comments

Accountability is a trait many advisors lack, but one that elite advisors always possess. No matter how great your talent you won’t get ahead unless you become accountable for your actions and the actions of your clients. Without accountability you won’t develop the self-discipline you need to take charge of your career and make changes for the better.

If you need help to develop accountability, here are five ways you can get started.

You Need both Hard and Soft Skills to Succeed as a Financial Advisor

February 12, 2018 / by Don Connelly / Best Practices / 0 comments

You can’t offer financial advice until you have the necessary training and education under your belt. Learning the technical side is fundamental to your career, so that you can recommend appropriate products as well as adhere to the increasingly strict industry regulations.

But hard skills alone won’t secure you success. Even if you’re highly competent with technical information and product knowledge, unless you also possess the right soft skills, you won’t get your message across. Without excellent communication and interpersonal skills, you won’t get past the first post. That’s because prospects won’t understand what you’re saying or see why they should do business with you.

4 Behaviors to Avoid if You Want to Allay Client Concerns

January 29, 2018 / by Don Connelly / Managing the Relationship / 0 comments

In the first meeting with you, prospective clients may be unsure if investing is the right thing to do. They may also have concerns about whether you are the right person to advise them. How you behave in your first meeting will dictate what happens next. You need to act to allay not only their objections around the investment process itself, but to eliminate any concerns they may have about working with you personally.

To make sure you leave them in no doubt about your ability, never do the following four things.

Five Rules to Follow to Build a Healthy Business

January 15, 2018 / by Don Connelly / Best Practices / 0 comments

To get to the top of your profession you need to ensure you only work with the right clients – then retain them for the long term. Here are five steps that will help you achieve this.

Getting Clients to Talk about Money

December 18, 2017 / by Don Connelly / Managing the Relationship / 0 comments

As financial advisors we’re comfortable talking about money, it’s what we’re trained to do. But for everyone else it’s a different story. Most people feel uncomfortable talking about money, so you need to consider how to introduce the topic in a relaxed way.

Don’t dive into the numbers at the initial meeting. Instead focus on building rapport with clients; then ask them what it is they want money for. The goals must come first – then the money. Once you understand your client’s vision of the future you can start doing the math on how to get there.

Teach Your Clients Not to Watch The Evening News

November 13, 2017 / by Don Connelly / Investing Wisdom / 0 comments

In our increasingly information-driven society, it’s your job to teach clients not to believe all they hear. They need you most of all when they’re being bombarded with negative news about the markets. Being exposed to excessive information without anyone there to guide them could see your clients making bad decisions regarding their investments.

Here are a few ideas how to make sure your clients stick to the plan despite what the media say.

What Really Is The Job of a Financial Advisor?

March 27, 2017 / by Don Connelly / Best Practices / 0 comments

To be an elite advisor you obviously need technical knowledge and expertise. But, just as importantly, you must possess superb soft skills. Your role is to change your clients’ lives for the better and you can only do this if you can effectively communicate with them. To do your job properly you need to get across to people the importance of investing, and why you are the perfect advisor to oversee their investment plan. Here are three aspects of your job as a Financial Advisor that should never be overlooked.

You Don’t Have to Fear The Competition

February 6, 2017 / by Don Connelly / Marketing Yourself / 0 comments

You, like many other advisors, may feel you work in a highly competitive environment where the competition is trying to outmaneuver you every step of the way. In reality, however this isn’t the case. As is true of any profession, most of your competitors are not fully engaged on most days. They show up for work each day unmotivated or with an ambivalent attitude. If you, unlike other advisors, develop superb soft skills, have a great work ethic, and exude positivity – you’ve already beaten the competition hands down.

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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