3 steps in selling
The Only Three Steps You Need in Selling

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.  [...]

Five Ways Online Meetings Will Evolve in 2020

One thing we all want to know:  What’s coming in 2021?  In my specialty (delivering professional advice for money), people are asking, “How will online meetings [...]

Avoid TAS
How to Avoid Typical Advisor Syndrome (TAS)

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 [...]

Like it or Not, Online Meetings are Here to Stay

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 [...]

How to Listen Better in Online Meetings

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 [...]

Generating Referrals with Reciprocity

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 [...]

It’s Time to Rethink Your Meeting Collateral

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 [...]

What Does A Great Prospecting “Touch” Look Like?

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 [...]

this page intentionally left blank
The 3 Most Underrated Screens in Online Meetings

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 [...]

Incorporating Online Meetings into Your Practice

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 [...]

Turning Online Meetings Into Opportunity

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 [...]

the third assumptive trap
The Third Assumption that Hurts Client Relationships

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: [...]

assumptions are traps
The Second Assumption that Hurts Client Relationships

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 [...]

Don't assume!
The First Assumption that Hurts Client Relationships

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 [...]

The Value of Unsolicited Advice is about two cents.
What Advice Do Clients Value Most?

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 [...]

Shows the most important factor in offering advice
The Most Important Factor in Offering Advice

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 [...]

“Learning from my peers has been the most valuable part of the AdvisoryEDGE experience.”

– Julia R., Financial Advisor