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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January 2008
Sales Idea: Clients Aren't Broke. They're On Strike.
Don’t Wait For Things To Get Better.
I'm starting to smell a slump. The market is getting rocked, elections are looming, tax hike talk and recession talk are in the air, and the subprime mortgage scandal left a strange odor coming off Wall Street.
I've heard from advisor after advisor that clients are unlikely to invest right this minute because of recent changes in the economic and political landscapes. Investor confidence has left the building. They are waiting for things to get better.
Maybe they can afford to wait until things get better. You can't.
And the money they are not investing with you is going somewhere. Clients aren't broke. They are on strike. When they go out on strike, we get into a slump.
Be Proactive.
The best way to get out of a slump is to be proactive.
Ted Williams was arguably the greatest hitter in the history of baseball. He always maintained that while Joe DiMaggio may have been a better baseball player, he, Ted Williams, was a better hitter. Yet even he had slumps. He stated that whenever he got in a slump, he eventually broke out of it by concentrating on just making contact and hitting balls back up the middle.
Go hit a few up the middle.
Get on the phone right now and start calling people. Don't call them about investing. Don't even mention the word. Call people about saving money on taxes. That's a slump buster.
Don't get caught up in the deferred annuity game of who's got the most whistles and bells. You always get outflanked playing that game. Just talk about taxes. Just talk about Learned Hand.
And here's your gambit.
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