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.
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.
When you give a presentation, you are showcasing yourself. This is where you connect. Clients are totally focused on you. They are watching you do what you do and they are mentally grading you. This is when they answer the important questions. Do I like this person? Do I trust this person? Is this Advisor recommending the right thing? You’re going to be giving a presentation several times a week for the rest of your career. You better be good at it.
Since it is your job to influence and persuade, you’ve got to communicate as intended. If you don’t say it right, chances are you will be misunderstood. Misunderstood Advisors do not fare well. Learn to always speak clearly and concisely. When folks say to you that they want to go home and think about it, there is a good chance that they haven’t fully understood what you said. They aren’t rethinking their decision to retire comfortably. They simply don’t want to buy into what they don’t understand. Never be misunderstood.
At the conclusion of an ideal first meeting, the folks are going to walk out having decided that they want to do business with you. That decision is going to have less to do with how smart you are and more to do with how trustworthy you are. Here is yet another chance to distance yourself from your competition.
In order to make their points, all professionals need to learn to translate their knowledge into a language the listener understands. You can’t have a conversation when folks are speaking two different languages.
Your goal is to implement the strategy you have devised for your client. You can’t implement your strategy until you ask your client to make a decision.
Probing is the ability to uncover the listener’s attitude toward your suggestion. You want the listener to buy in, so you probe as you go along to find out exactly how you are doing.
An Initial Benefit Statement is what you say to open your presentation. It explains why your listener should be interested in what you have to say.
Learn the correct way to give a formal presentation and then give a correct presentation every single time.
Client are not always clear about their own goals. The more they talk, the more the goals emerge. Learn how to get people talking. Ask the right questions. Become a professional listener. You can't begin to help people until you know their goals and sometime they aren't clear themselves. And remember, goals often change over time. You can't just ask in the beginning and then forget about it.Running Time: 2:04
"I don't want to lose any money" is not a question, it's a comment. Learn how to turn a comment of this nature into a question and then learn how to answer the question. The answer begins with telling each and every client that it is not your mission to make people rich. It is your mission to keep people from being poor. You are acutely aware that nobody wants to lose money and you conduct yourself accordingly. Running Time 1:27
People have to want to listen to what you are saying. Running Time: 1:05
An objection is your friend because it allows you to know what the other person is thinking and fearing. If you succeed in allaying the person’s fears, you are one step closer to gaining trust.Running Time: 2:04
I know that you want your presentation to be spot on every time. After all, we are not paid on how much we know. We are paid on how well we communicate what we do know.Running Time: 3:24
Don't try to cut costs by buying the wrong product.Running Time: 1:38
Coach K uses stories rather than just words to communicate with his players. This great communicator has 1000 wins. Storytelling works for him and it will work for you.Running Time: 2:30
The longer you wait the more risks you must take. Running Time 2:17
Know your audience!Running Time: 0:42
Here's how to explain your fees and commissions to your clients.Running Time: 0:56
There is no secret to this, look them in the eye and ask.Running Time: 0:50
Overcome the only three objections you'll ever hear in this business.Running Time: 2:27