A science-based approach to the art of Advising & Building Client Relationships
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 [...]
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. [...]
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 [...]
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. But [...]
This article recently appeared in the Advisor Perspectives newsletter – enjoy! In it, I share how advisors in any discipline can use online meetings as a [...]
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 [...]
Dear Marketing and Sales Enablement, Thank you for all the great stuff you’ve provided us over the years. We really appreciate all the data on the [...]
If someone were to walk up beside you and touch you without warning, what would your first reaction be? Even before COVID-19, you would probably recoil [...]
Advisors, are you using the most powerful screens in your online meetings? There are a lot of different screens you could show in your next online [...]
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 [...]
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 [...]
Click here for the First Assumption and the Second Assumption. Here’s a (non-autobiographical) tale about the Third Assumption that happened several years ago, but remains timeless: [...]
I was at a friend’s house for dinner the other night, and I asked my hostess, “Do you please have some ibuprofen I could use for [...]
About ten years ago, I hurt my knee playing basketball. Having torn an ACL in my twenties, I recognized the familiar “pop” – I was fairly [...]
Have you ever heard someone say, “This is just my two cents’ worth, but…”? When you hear this phrase, what does through your mind? Are you [...]
Imagine this scenario: Your closest female friend just got engaged – to a complete loser. He’s not a very nice person, and he’s clearly not good [...]
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