Category Archives: Advisory Skills

The Only Three Steps You Need in Selling

3 steps 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.  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 […]

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 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 […]

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 specifications, features, and benefits of our offerings! Keep the testimonials and customer success stories coming! We love the way you support our events! But let’s face it, you’ve always […]

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 a little to an unexpected, unsolicited touch. Or you might ignore it and hope it doesn’t happen again. But then it happens again! Prospecting new clients is not so […]

The 3 Most Underrated Screens in Online Meetings

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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 meeting. Some of them are overrated, some are underrated, and some are properly rated. In this article, I’ll distinguish between screens, and discuss the value (or lack thereof) in […]

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 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 […]

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 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 […]

The Third Assumption that Hurts Client Relationships

the third assumptive trap

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: Once upon a time, I introduced my friend Laura to my friend Chris (fake names!). Laura and Chris dated casually at first, then more seriously, then very seriously. They […]