In this episode, Sean Kelly, Vice President at Heffernan Retirement Services, shares practical tips to deepen connections with clients and prospects. Sean reminds us, “Hopes, dreams, fears, and goals in personal life also drive the ways people do business.”

Here’s why you should listen:

·         Human Connection: Master the art of meaningful client relationships.

·         Sales Best Practices: Proven strategies tailored for financial services.

·         Adaptability: Flex your approach to meet clients' unique needs

Summary: In this episode of the Gray to Great podcast, Dan Dal Degan and Sean Kelly discuss the essential skills and strategies for success in sales, particularly in the financial services industry. They explore the importance of building genuine relationships with clients through active listening, the role of technology in enhancing client service, and how to make complex financial concepts relatable. The conversation emphasizes the timeless value of human connection in sales and the need for advisors to prioritize their client relationships effectively.

More About Sean: Sean Kelly is a Financial Advisor and VP for Heffernan Financial Services. He represents Heffernan in Southern California working out of the Orange County and Los Angeles offices. He also services the San Diego, Inland Empire and Santa Barbara markets. Sean’s specialty is group retirement plans in the private, public and nonprofit sectors. By providing comprehensive strategies for 401(k), 403(b), 457, 401(a), defined benefit and other retirement plans, Sean finds substantial worth by helping companies and organizations design and maintain a valuable retirement plan offering and benefit for their employees.