worth the fees Archives - Don Connelly & Associates

Combatting Low Fees

/ by Don Connelly / Marketing Yourself / 0 comments

If you ever need to combat lower fees, begin by understanding what your competition is actually doing. Then form your strategy accordingly.

Listen to this audio episode or read the transcript below to learn how to de-commoditize yourself and why you need to win the value-argument instead of the fee-argument.

How to Elevate Your Brand and Justify Your Fees

/ by Don Connelly / Marketing Yourself / 0 comments

If you provide above average service, you deserve to charge above average fees. Don’t underestimate yourself. Make sure you get paid your worth by focusing on creating a business brand and style that clearly communicates your value.

Price is never the only consideration.

Five Rules to Follow to Build a Healthy Business

/ by Don Connelly / Best Practices / 0 comments

To get to the top of your profession you need to ensure you only work with the right clients – then retain them for the long term. Here are five steps that will help you achieve this.

Help Clients Understand Why They’re Paying You a Fee

/ by Don Connelly / Marketing Yourself / 0 comments

Before you can convince your clients of your worth, you need to convince yourself of your own value. Always remember your fees reflect the five-star service you can offer. That’s what makes you stand out in an increasingly commoditized industry.

Here are some ways to help you communicate your value – both to yourself and to your clients.

How to Get Prospects Off The Fence

/ by Don Connelly / Prospecting / 0 comments

When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the shaky economy, distrustful about paying you a fee, or just simply don’t want to leave their comfort zone. All their ‘reasons’, however, are based on emotion – and to break this inertia, you need to use techniques that will motivate them to act.

A Story to Use When Discussing Your Fees & Commissions

/ by Don Connelly / Storytelling, analogies and power phrases / 0 comments

The Springfield Story - Discussing Fees and Commissions

There are times when prospective clients are going to focus on your fees or your commissions. I want to talk about that, because it’s no one’s goal to offer the cheapest possible financial advice. That’s just not the way it goes.

So when someone talks to you about commissions or fees, I want you to tell them the Springfield story.

Watch the video or read the transcript below to hear the full story.

7 Ways to Manage Client Expectations

/ by Don Connelly / Managing the Relationship / 0 comments

Managing client expectations is crucial in order to keep your clients invested in you and with their financial plan. Here are a few ways to make sure you deliver on your clients’ expectations both in terms of investment performance and your level of service.

The Pool Table Story

/ by Don Connelly / Marketing Yourself, Storytelling, analogies and power phrases / 0 comments

What do you think – do you really know your audience?

I want to tell you a story about really knowing your audience – about being comfortable as a salesperson.

Watch the video or read the transcript below.

How to Tell Clients You Are Raising Your Fee

/ by Don Connelly / Best Practices, Marketing Yourself / 0 comments

You can show a client how to save for a successful retirement, but you cannot make him act on your advice. You can do everything for a client but make the decisions. Nonetheless, if people take your advice, they will educate their children without borrowing money and eventually retire with no financial worries. It is egregious to think that setting up a successful plan for someone and then politely goading that person into action over the next several years until that person’s financial dreams come true is only worth one percent. But that’s the corner we’ve painted ourselves into.