Camp Connelly is designed specifically for you - the Financial Advisor. With more than forty years in the business Don Connelly has done it all. Now, he’s sharing his wisdom, insight and experience with you. Learn to overcome objections, stay motivated and win clients efficiently and effectively.
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November 2007
Sales Ideas: Simple is Beautiful, Simplistic is Naive
Speak Their Language.
If everyone understood everything you said, you would be the most successful FinancialAdvisor ever.
I don’t think clients understand a whole lot of what we say. They just nod like they understand. I think in a lot of cases, we intimidate people with our knowledge and understanding of a difficult matter. Furthurmore, I think that we use too much jargon. Phrases like “Holding Period” and “Global Investing” may seem
perfectly normal to you and me, but they probably wouldn’t mean a lot to your grandmother. Just sit near two lawyers and eavesdrop at lunch some day. You’ll hardly understand a word they say because they use so much legalese.
Be a Good Communicator.
Like you, I’ve taken all kinds of lessons all my life. And I learned a very important lesson by taking lessons. The better teachers and better mentors are the better communicators.
I’ve taken golf lessons from renowned pros and not understood a word they said. I've taken lessons from other renowned pros and understood everything they said. My conclusion is quite simple. Most or all golf pros know the same stuff. The better teachers are the ones who make themselves understood.
Keep It Simple.
I think you and I will agree that the simpler we keep things, the better we communicate; and the better we communicate, the more and better business we do.
Hence, we come to a critical question. Do Big Hitters communicate better that the rest of us? You tell me.
I called some of my big producer friends and asked them how they explain thorny or complicated issues.
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