Dan Smaida

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. Want to learn my “recipe” for success as a professional advisor? After all, I’ve been selling one product – my…

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…

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. Have you ever found yourself in a client meeting using questions like these? “If I had something that…

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives. People don’t like to be sold. We instinctively react negatively to salesy advisors, even when it’s unintentionally…

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…