November 16, 2020 / by Don Connelly / Managing the Relationship / 0 comments
You can have all the technical and market skill in the world. But if people don’t trust you, you’re not going to open new accounts.
It’s just a fact of life in sales: If people don’t trust you, their defensive mechanisms are going to be up during the entire sales process. If you’re lucky, they’ll tell you. At least that way, you get to face the trust issue head on. That might give you a fighting chance.
But more often than not, you’ll be met with polite silence, and the dreaded “we’ll give you a call if we decide to do anything.”
If you hear that, chances are you whiffed on the trust issue.
After all, if you had their trust, they’d be looking for ways to talk themselves into doing business with you!
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Zoom Fatigue: 5 Steps Financial Advisors Can Take to Overcome It
September 6, 2021 / by Don Connelly / Best Practices / 0 comments
Living in a virtual world as we have for the last year and a half has had its benefits as well as its drawbacks. COVID-19 accelerated the adoption of technology that has helped financial advisors become more efficient and productive with greater outreach to clients and prospects. But it seems that advisors are reaching peak “Zoom fatigue,” an actual medical condition that can have a debilitating effect similar to depression. If you think you may be suffering from Zoom fatigue, you can make some simple adjustments to adapt to the conditions that cause it while enhancing your virtual presence.
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7 Qualities Financial Advisors Must Have to Achieve Their Goals
April 5, 2021 / by Don Connelly / Best Practices / 0 comments
What do successful financial advisors do that unsuccessful or even adequate advisors don’t, won’t, or can’t do? I could list several things here, but it all starts with setting clearly defined goals—and then achieving them. But, while the vast majority of advisors understand the importance of setting goals—actually writing them down—and having a plan to achieve them, fewer manage to achieve them. As a result, they never raise the bar for themselves, gradually slipping into mediocracy.
The failure to achieve goals can be attributed to a number of things—i.e., the goals are unrealistic or too vague; not having or strictly following a plan; not being accountable for your goals, to name just a few. While these are identifiable reasons for not achieving goals, they are more of an expected outcome for advisors who lack the vital qualities to carry them to success. You can have the most incredible work ethic, but if you’re not setting and achieving your goals, it’s like a rudderless motorboat spinning around in a lake.
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Six Ways Financial Advisors Can Establish Trust in Today’s Virtual World
November 16, 2020 / by Don Connelly / Managing the Relationship / 0 comments
You can have all the technical and market skill in the world. But if people don’t trust you, you’re not going to open new accounts.
It’s just a fact of life in sales: If people don’t trust you, their defensive mechanisms are going to be up during the entire sales process. If you’re lucky, they’ll tell you. At least that way, you get to face the trust issue head on. That might give you a fighting chance.
But more often than not, you’ll be met with polite silence, and the dreaded “we’ll give you a call if we decide to do anything.”
If you hear that, chances are you whiffed on the trust issue.
After all, if you had their trust, they’d be looking for ways to talk themselves into doing business with you!
Read more