How to Get Your Point Across in Fewer Words

How to Get Your Point Across in Fewer Words

When you address clients and prospects, you are a techie talking to non-techies. There is always the threat that you will confuse your listener and we all know by now that people don’t buy what they don’t understand. Many are the Advisors who have talked themselves out of commitments.

One way to mitigate this danger is to get our message across in as few words as possible. Advisors who can do that gather a lot of assets.

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Why You Need a “Who I Am” Story to Succeed

Why You Need a Who I Am Story to Succeed

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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How to Tell Clients You Are Raising Your Fee

How to Tell Clients You Are Raising Your Fee

You can show a client how to save for a successful retirement, but you cannot make him act on your advice. You can do everything for a client but make the decisions. Nonetheless, if people take your advice, they will educate their children without borrowing money and eventually retire with no financial worries. It is egregious to think that setting up a successful plan for someone and then politely goading that person into action over the next several years until that person’s financial dreams come true is only worth one percent. But that’s the corner we’ve painted ourselves into.

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Why Storytelling Should Be an Integral Part of Any Advisor’s Selling Strategy

Why Storytelling Should Be an Integral Part of Any Advisor’s Selling Strategy

As a Financial Advisor, it’s your job to influence and persuade. In order to buy from you people must like you, trust you and understand what it is you’re offering them. When a hot prospect walks away it’s usually because they didn’t ‘get’ what it was you were selling them. And no one buys what they don’t understand.

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5 Ways Storytelling Helps Financial Advisors Succeed

5 Ways Storytelling Helps Financial Advisors Succeed

Think about the last “Great Presentation” you attended, where you felt as if the speaker was speaking your mind. How did this experience make you feel about the presenter?

Did you think he or she was so smart? Were you moved to ask for their business card or connect over LinkedIn? Or maybe you just walked up to say how much you loved their presentation? When you went back home, did you share your experience with someone?

For a truly great presentation, I believe the answer to at least one of these questions would be a “Yes”.

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9 Things Successful Financial Advisors Do Differently

What Successful Financial Advisors Do Differently

Everyone can be successful; the bigger question is who is willing to do what it takes to become successful?

Average Advisors often procrastinate and find excuses for their inaction. Top performing Financial Advisors roll their sleeves up and just do what they have to do to succeed. It’s that straightforward.

Here are 9 things that ordinary Advisors do extraordinarily well to become top producers in the industry:

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Every Advisor Needs to Bring Back the Story

Don Connelly audio podcast

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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Your Job Is to Find the Pain and Make It Go Away

Don Connelly audio podcast

Imagine if you were in long-term back pain and you were sorely in need of relief. Your diligence has led you to a doctor who assures you that, if you allow her to perform surgery, the pain would not merely be alleviated; the pain would be gone. She explains that there will certainly be some short-term discomfort, but any inconvenience will be worth it in the long run. You will be overjoyed when you are pain free.

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Overcome The Curse of Knowledge

Overcome The Curse of Knowledge

Financial Advisors know a lot about finance, economics, interest rates, taxes, estate planning, investing, the stock market and many other things. A whole lot. That knowledge comes with a price. When an Advisor knows his stuff, it’s hard to imagine not knowing it. So when an Advisor speaks to a client, the Advisor often forgets that he or she is drawing from an enormous reservoir of knowledge and speaking to someone of lesser knowledge.

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