AdvisoryEDGE

In this episode, I channel Marty Rafferty to share the only three steps in selling.

What's gonna happen next year? NostraDANus predicts!

Take a couple of strategies from expert linguists and communicators, plus insights from current research.

How do you get leads? What do you do with names when you have them? Dan Smaida answers your biggest prospecting questions in this episode.

Headline: Salesy is typical. Choose the non-salesy path and you will avoid Typical Advisor Syndrome (TAS).

Use the principles of commitment and consistency to understand client motivation and propose smart next steps in your meetings.

Help clients make good decisions through the effective use of Anchoring and Adjusting, a key element of behavioral finance.

Advisors unwittingly fall into assumptive traps when we hear facts that imply needs, curiosity that implies interest, and agreement that implies commitment. Avoid these traps!

In this episode, I answer a question from an AdvisoryEDGE Forum member on the best use of Level 1 (data) questions in client meetings.

Wish you had a written version of this podcast? See www.AdvisoryEDGE.com for the article!

The depth of your Client relationships is easily defined by the four "tables" to which you're invited...or not.

Don't let Sales Goggles take your eyes off the need to be Client-Centric with every ask.

We'll debunk a popular myth about Client objections - how about respecting them instead of overcoming them? Then, I'll share a story about how pausing on the front end of a Client meeting can make for a better meeting. Finally, I'll share an inspiring (to me, anyway) story about how employing knowledge of the Five Love Languages created a breakthrough in Client relations.