/ by Don Connelly / Managing the Relationship / 0 comments
Picture this: You’re in a meeting with a new client, nodding along as they talk about their financial goals. You’re hearing the words, but are you really listening? Most financial advisors think they’re good listeners, but few truly master the art of active listening. Poor listening leads to missed cues, frustrated clients, and eroded trust—costly mistakes in a relationship-driven business.
The good news? You can change that with the LISTEN Model, a simple, memorable framework designed to help you tune into your clients deeply, build stronger connections, and deliver advice that resonates.
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Using Listening as a Powerful Client Retention Tool: What Most Advisors Miss
/ by Don Connelly / Managing the Relationship / 0 comments
Imagine this: your client of ten years, with a solid portfolio and steady growth, suddenly moves their account. No warning, no major performance issues—just a vague email about “needing a change.” When you dig deeper, you hear the real reason: “I didn’t feel heard.” It’s a gut punch.
Most financial advisors pride themselves on their communication skills, but many fall short in strategic listening—a powerful client retention tool that extends beyond mere nodding. Listening isn’t just a soft skill; it’s a measurable, proactive strategy for maintaining client loyalty. Here’s what most advisors miss and how to turn listening into a retention powerhouse.
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The LISTEN Model: A Step-by-Step Framework for Active Listening as a Financial Advisor
/ by Don Connelly / Managing the Relationship / 0 comments
Picture this: You’re in a meeting with a new client, nodding along as they talk about their financial goals. You’re hearing the words, but are you really listening? Most financial advisors think they’re good listeners, but few truly master the art of active listening. Poor listening leads to missed cues, frustrated clients, and eroded trust—costly mistakes in a relationship-driven business.
The good news? You can change that with the LISTEN Model, a simple, memorable framework designed to help you tune into your clients deeply, build stronger connections, and deliver advice that resonates.
Read more