☛ FLASH SALE: Save $50 on a PLATINUM membership NOW!

Only on April 17 & 18, you can get a $50 discount on your annual PLATINUM membership fee with Don Connelly 24/7. Gain instant access to tools and resources, all designed to help you master the basics and develop superb soft skills - skills you need now more than ever to calm clients' fears and expertly guide them through market uncertainty!

☛ See offer details and promo code!

Offer's good for new members, upgrades & renewals, ends 4/18!

To Prospective Subscribers

Dear Prospective Subscriber:

If you’ve clicked over to this letter then you’re obviously interested in taking your career to the next level. Let me tell you how I can help.

Read More

Get Don's Weekly Tip

Every Tuesday, you will get an actionable piece of advice from Don Connelly, related blog posts on the topic, and what's new on the blog PLUS Don's "10 Great Analogies" in pdf format right away.

SAMPLE WEEKLY FOCUS:

Selling vs. Marketing

Selling is making people want what you have; marketing is having what the client wants. That was said by Buck Rogers many years ago in The IBM Way. He's right! Marketing is really about creating clients. In his book, Buck Rogers talks about a woman with scraggly hair who wants a halo of ringlets. She wants the halo of ringlets, not the process. Whether she uses a chemical process, rollers or goes to a hairdresser - that's irrelevant. She simply wants a halo of ringlets.

Well, that's our business. Clients want to retire comfortably; they want to educate their kids; they want to pay their taxes, regardless of the process. So, don't think you're out there selling product. Clients can look at Money Magazine for whatever Money Magazine costs and learn all about products. Anybody can pick up a phone and call a no-load company. "Call Chuck" any time you want - that's what the ads say. You say to these people, "If all you want to do is buy a mutual fund, call Chuck. You can save a ton of money in commissions. If you want to educate your kids and retire comfortably, have a seat. That's what I'm all about." Now, you're marketing yourself!

Subscribe to Don Connelly 24/7

Return to Don Connelly 24/7 Homepage

  


Put the Client Before Yourself
Running Time: 0:53
Don Connelly - Training and Coaching Financial Advisors If someone needs something, get it.                         
 

ACTION PLAN:

When you talk with prospective and current clients are you consistenly talking about product features, risk factors, beta and performance?  Instead, make it a goal to perfect your presentation to say things like, "Mr. or Ms. Client, I think this allocation (or this investment) is ideal for you.  Given your goals to ___________  or __________  I have great confidence in these money managers to get you where you want to be within the time frame we discussed.  While we will continually assess the markets and the manager’s performance, I'm sure we’ll  be making some changes along the way.  However given where we are today I think this is the best solution for your goals.”