Tag Archives: advisoryedge

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 […]

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, […]

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 […]

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 […]

What Advice Do Clients Value Most?

The Value of Unsolicited Advice is about two cents.

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 looking forward to what comes next? Or bracing for it? The phrase, “two cents’ worth” (or “two cents”) first appeared in the New Testament as an example of commitment […]

The Most Important Factor in Offering Advice

Shows 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 for her. You see it, her other friends see it, her family sees it – marrying that loser is a mistake that could cost her thousands of dollars and […]