True story: I recently sat down to work with an advisor who was planning for an initial meeting with a prospect. When I asked about what call outcomes were possible if the first meeting went well, the advisor said “of course” presenting recommendations would be the next step. When I asked why, they replied, “Well, […]
Monthly Archives: October 2022
29
Oct
Oct
In the same way you’re REALLY looking forward to a haircut, a lot of people I know are really looking forward to resuming in-person meetings. You should also be looking forward to incorporating online meetings into your practice! Why are we so eager to return to the same room? That’s easy – in-person meetings have […]
28
Oct
Oct
It’s easy to predict that online meetings will evolve in 2021. But how? This article, originally published in Advisor Perspectives e-newsletter, details Dan Smaida’s view of what’s coming in the next year. How Online Meetings Will Evolve in 2021
28
Oct
Oct
Are referrals REALLY the lifeblood of your business? A lot of sales training proposes to teach you the art of asking for a referral. One phrase many of them have in common? “Referrals are the lifeblood of my business…” The statement is usually directly followed by an ask. First of all, don’t do this exclamation […]
20
Oct
Oct
Unless you were already advising remotely, current events have forced a major shift in the way you run your practice. In a VERY recent survey of my online workshop attendees, 70% of my participants reported canceling ALL face-to-face meetings. (Flatten the curve! Wash your hands!) But while some Advisors may rightly lament the loss of […]
18
Oct
Oct
When I was a young man, literally at the beginning of my sales career, I had the good fortune to meet a man named Martin Rafferty. I was dating his niece, and she brought me to his house in Racine, Wisconsin for a weekend, which turned into a summer of weekends, possibly the most educational […]