Tag Archives: advising

How to Avoid Typical Advisor Syndrome (TAS)

Avoid 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 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, […]

The Second Assumption that Hurts Client Relationships

assumptions are traps

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 my back?” “Sure,” she said, “How many do you need?” “I usually take four.” My hostess went to the bathroom and came out with a paper cup containing…two ibuprofen […]

The First Assumption that Hurts Client Relationships

Don't assume!

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 sure I had done it again. My regular orthopedist was not available, so I made an appointment with a different doctor at a well-respected clinic. The doctor (let’s call […]