Camp Connelly | Sales Ideas September 2009

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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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September 2009
Sales Idea: With Thanks to Marvin Brown

Since 1967, I have been trying to figure out the absolutely best way to get referrals. I have asked every expert imaginable how to get referrals. I have tried every idea ever presented to me on how to get referrals. I have read I don’t know how many articles and books that told me how to get referrals.

I’ve asked the experts. I’ve heard the really informed guys address the subject, guys like Marvin Brown, Bill Cates and Frank Maselli. At the other end of the spectrum, I heard a speaker say all I have to do is stop calling them referrals and start calling them acquaintances and I’d be rolling in names.

I’ve even asked Google. Google led me to a guy who told me that I can get referrals without begging for them. Another guy told me I can get referrals without even asking for them. Yet another guy told me he could sell me software that will make it easy for me to generate referrals. There is even a website called Referrals.com. I couldn’t get on the website for some reason, but I was assured that it is there. I’ve tried everything. I feel like Jerry Lewis in “The Errand Boy”; or maybe Captain Ahab; or maybe Sisyphus.

I must say, though, my time has not been wasted. To paraphrase Thomas Edison, I know 50,000 things that don’t work.

And, even though I can’t tell you the sure fire, satisfaction guaranteed or your money back way to get referrals without fail, I can tell you a few things that are integral to the process.

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Select a Sales Idea newsletter:

March 2011: The Repeatable Process
February 2011: To Joan Rivers
January 2011: Why is greatness reserved for so few?
December 2010: Whatever happened to the Dow?
November 2010: Fighting the Hair Trigger
October 2010: Do not lose momentum going into the New Year
September 2010: Cut Client Anger off at the Pass
August 2010: Take a Tip From a Pro
July 2010: Coping mechanisms
June 2010: Talking to Your Cat
May 2010: It's not always wise to go against your own advice
April 2010: With a nod to Crystal Gayle
March 2010: It's simple. If I don't ask, I can't be rejected
February 2010: Finishing 47th Isn't So Bad
January 2010: Never Doubt Yourself
December 2009: Keep It Simple
November 2009: Don't Tell Me What To Do. Tell Me How To Do It.
October 2009: The Curse of the Bell Curve
September 2009: With Thanks to Marvin Brown
August 2009: "Letter to Advisor"
July 2009: "Good morning. This is your wake-up call."
June 2009: Let's Hear It For Robin Yount!
May 2009: Buy And Hold Is Dead. Right?
April 2009: Are There Any White Hats Left?
March 2009: Everybody Tells You What To Do.
February 2009: Market Declines Are Not the Problem. Doubt Is the Problem.
January 2009: Make Sure You're The One.
December 2008: It Wasn't His Fault, but He Took the Blame. Sound Familiar?
November 2008: Knowing It and Believing It Are Two Different Things.
October 2008: Can We Protect Ourselves From Anything Anymore?
September 2008: It's Ok To Be Uncool.
August 2008: Stick to the Basics.
July 2008: Learn to Market Yourself.
June 2008: Similarities Don't Sell. Differences Do.
May 2008: Be Proud to be Called a Salesman
April 2008: Since When Did Selling Become a Dirty Word?
March 2008: Gumption
February 2008: Self-Confidence Is Not Conceit.
January 2008: Clients Aren't Broke. They're On Strike.
December 2007: You've Got To Hit All The Gates.
November 2007: Simple is Beautiful, Simplistic is Naive.
October 2007: Time, the Great Equalizer.
September 2007: Be a Google.
August 2007: The 12" Ruler
July 2007: The Tuna Fish Story
June 2007: Use an Effective Analogy.
May 2007: Call Your Clients on a Regular Basis.
April 2007: Don't Show Your Newest Sales Idea to Your Best Clients.
March 2007: The Power of Diversification
February 2007: Sticking with the Plan
January 2007: Overcoming Objections
December 2006: Ask for Referrals.
November 2006: Manage Client Expectations.
October 2006: Stick to the Basics.
September 2006: Control your Behavior.
August 2006: Be Enthusiastic.
July 2006: Focus on the Long Term.
June 2006: Become What People Want.