October 24, 2016 / by Don Connelly / Prospecting / 1 comment
I can recall few times in my career when business has been as slow as it has been recently. Perhaps the slowdown is due to the fast approaching year-end. Certainly, the pending Presidential election has a lot to do with it, as does the recent DOL running. Clients and Advisors alike have adopted a wait-and-see attitude. But there also are more traditional reasons at work.
People don’t enjoy the prospect of saving for a rainy day. There’s always a reason to delay investing, and never a ‘right’ time to make the move.
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5 Things You Should Do to Successfully Manage Your Relationships with Clients
May 29, 2017 / by Don Connelly / Managing the Relationship / 0 comments
What your clients do this year and going forward will not be dictated by world events alone. It will be dictated by the strength of their relationship with you. That’s why you need to make relationship building one of your top priorities.
Here are five ways to keep your relationship on a firm footing.
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5 Tactics to Get Prospects off The Fence
April 10, 2017 / by Don Connelly / Prospecting / 0 comments
Breaking a prospect’s apathy is difficult.
Telling someone to invest or think long term is like telling someone to be patient. And telling someone to be patient simply doesn’t work. Instead you need to ‘teach’ prospects what long term investing really means. Use stories and analogies to stir emotions, curb their impatience and give them reasons to invest. Here are five ways you can do that and help prospects get off the fence.
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Creating Urgency with Prospects
October 24, 2016 / by Don Connelly / Prospecting / 1 comment
I can recall few times in my career when business has been as slow as it has been recently. Perhaps the slowdown is due to the fast approaching year-end. Certainly, the pending Presidential election has a lot to do with it, as does the recent DOL running. Clients and Advisors alike have adopted a wait-and-see attitude. But there also are more traditional reasons at work.
People don’t enjoy the prospect of saving for a rainy day. There’s always a reason to delay investing, and never a ‘right’ time to make the move.
Read more
Five Analogies Financial Advisors Can and Should Use with Clients
January 18, 2016 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
What we find very easy clients often find difficult to digest. Even when you think you’re getting across your points well clients can be baffled by your financial knowledge. To get across your ideas so that clients will understand, use analogies.
Advisors who use storytelling and analogies to convey strategies and concepts have a competitive advantage over those that don’t. Analogies help to paint a powerful mental picture that connects to a client’s emotions. Using vivid analogies also helps to leave a powerful impression once clients have left the office – both of you and of the message or takeaway.
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