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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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August 2008
Sales Ideas: Stick to the Basics
The three building blocks to success.
In previous newsletters, we discussed building a firm foundation in the financial services industry. I suggested that the first step in our plan is to understand and appreciate that similarities do not sell. Rather, differences sell. How we choose to differentiate ourselves constitutes the next step in building a successful practice. The second thing we must do is learn to market ourselves while the competition falls back on simply selling financial products. Remember to tell your clients, "If you merely want to buy an annuity, I'm probably not the right person for you. If you want to educate your children and retire comfortably, please have a seat. That's what I do for my clients." I assure you this stance will make you different.
The third building block.
The third building block is accepting the fact that we more successful we become, the further we get away from the basics which made us successful in the first place. It's a rare bird who tells me that he or she has been prospecting the same way since day one.
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