August 30, 2021 / by Don Connelly / Best Practices / 0 comments
For many financial advisors, that moment right before asking a prospect to take action on a recommendation or, in sales parlance, asking for the order is filled with tension. It can be more stressful when asking for referrals. Less seasoned advisors are often overcome with the fear of rejection, which is natural until you’ve developed more confidence in your ability to close. That comes with practice and experience.
The bigger problem is with advisors who, for whatever reason, approach that critical moment feeling apologetic—as if asking a client for a referral or a prospect to act on their recommendation may seem offensive. It’s a bigger problem because it stems from a mindset that can be more difficult to overcome. It demonstrates a lack of conviction in what they are proposing or, worse, in what they do for a living. They’re not convinced they are providing genuine value. If you don’t believe in yourself at that moment, how can you expect your prospect to have conviction in your solution or your client to believe in you when you ask for a referral?
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Why You Shouldn’t Be Apologetic when Asking for Business or Referrals
August 30, 2021 / by Don Connelly / Best Practices / 0 comments
For many financial advisors, that moment right before asking a prospect to take action on a recommendation or, in sales parlance, asking for the order is filled with tension. It can be more stressful when asking for referrals. Less seasoned advisors are often overcome with the fear of rejection, which is natural until you’ve developed more confidence in your ability to close. That comes with practice and experience.
The bigger problem is with advisors who, for whatever reason, approach that critical moment feeling apologetic—as if asking a client for a referral or a prospect to act on their recommendation may seem offensive. It’s a bigger problem because it stems from a mindset that can be more difficult to overcome. It demonstrates a lack of conviction in what they are proposing or, worse, in what they do for a living. They’re not convinced they are providing genuine value. If you don’t believe in yourself at that moment, how can you expect your prospect to have conviction in your solution or your client to believe in you when you ask for a referral?
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5 Steps to Create and Sustain a Winner’s Mindset
November 30, 2020 / by Don Connelly / Best Practices / 0 comments
I’ve already written about self-sabotaging behaviors, and how to avoid them. But today, I’d like to address the flip side of the coin: How you can actively develop and maintain a winner’s mindset.
I’ve known many hugely successful advisors in my time. And they all have certain traits in common:
– They take a proactive approach to time management;
– They don’t make excuses for themselves. Instead, they take on and eliminate or bypass obstacles;
– They surround themselves with positive influences and accountability partners;
– They constantly expose themselves to positive messages and ideas.
– They get help when they need it.
So here are five things you can do to help develop that winner’s mindset – and sustain it over time.
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