September 30, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
It’s your job to get prospects off the fence. You need to persuade them that hiring you to manage their investments is the right thing to do. Before they make that decision, however, they need to understand what it is they are buying, and why they need to buy it. Because “people don’t buy what they don’t understand.”
This is where analogies can help push the balance in your favor. They make the unfamiliar familiar.
An analogy is “a comparison between one thing and another, typically for the purposes of explanation or clarification”.
Analogies can help you put forward an argument so that prospects see things in a new light – and conclude, of their own accord – that it makes sense to do business with you.
Here are three situations that warrant the use of analogies.
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Top 10 Most-read Posts on Our Blog in 2019
December 30, 2019 / by Don Connelly / What's New / 0 comments
Another year is about to end tomorrow – we hope it was as great for you as it was for us at Don Connelly & Associates. We’d like to close our blogging year with a recap of the most-read posts on the blog by tens of thousands of Financial Advisors and Wholesalers in 2019.
They are mostly on using stories and analogies, getting referrals and becoming brilliant at the basics. But there were also a couple of posts on preparing yourself for market corrections, overcoming your fears and building strong relationships with prospects and clients. Enjoy and thanks for reading!
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Using Analogies in These 3 Situations Can Help Turn Prospects into Clients
September 30, 2019 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
It’s your job to get prospects off the fence. You need to persuade them that hiring you to manage their investments is the right thing to do. Before they make that decision, however, they need to understand what it is they are buying, and why they need to buy it. Because “people don’t buy what they don’t understand.”
This is where analogies can help push the balance in your favor. They make the unfamiliar familiar.
An analogy is “a comparison between one thing and another, typically for the purposes of explanation or clarification”.
Analogies can help you put forward an argument so that prospects see things in a new light – and conclude, of their own accord – that it makes sense to do business with you.
Here are three situations that warrant the use of analogies.
Read more
What Makes a Story Good?
January 9, 2017 / by Don Connelly / Storytelling, analogies and power phrases / 0 comments
“Tell me a fact and I’ll learn. Tell me a truth and I’ll believe. But tell me a story and it will live in my heart forever”. This ancient Native American proverb still resonates today.
Everyone loves a good story. Good stories can captivate, teach, and persuade people to act, making them an excellent way to communicate with prospects and clients.
In this post we’ll look at how to create great stories and inspire listeners to take action.
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How to Ask for Referrals
October 6, 2014 / by Don Connelly / Prospecting / 0 comments
I’m going to make a few comments about referrals. First of all, calling strangers, having to meet strangers, knocking on doors, that’s God’s revenge for not getting referrals.
Secondly, if you don’t ask, you’re not going to get them.
And thirdly, if you’re having trouble asking, let me tell you why. There’s a good chance you’re thinking too much about yourself. You’re saying to yourself ‘Am I begging here? Am I getting red in the face? Am I embarrassing myself by doing this?’
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