Using Analogies in These 3 Situations Can Help Turn Prospects into Clients

Using Analogies in These 3 Situations Can Help Turn Prospects into Clients

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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What Makes a Story Good?

What Makes a Good Story

“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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The Five Soft Skills Financial Advisors Must Have to Succeed

The Five Soft Skills Financial Advisors Must Have to Succeed

The development of an excellent soft skillset is crucial to your success as a financial advisor. You can find technical knowledge in any book, but practical knowledge involves ‘being’ rather than ‘knowing’, ‘practicing’ rather than ‘being taught’. Soft skills are absorbed through years of experience.

To develop great soft skills, practice them every day, hone them and never give up the quest for perfection.

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How to Ask for Referrals

Don-Connelly-Associates

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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