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The past five years has been a period of intensive research for me. I’ve read many books and reviewed hundreds of studies in the fields of psychology and neuroscience. I set forth my findings originally in The Smartest Sales Book You’ll Ever Read. I expanded my research to include both business and personal relationships in my new book, Ask: How to Relate to Anyone.

This work has been very gratifying for many reasons, not the least of which is the feedback I’ve received from those of you who have implemented the lessons in my books and generated meaningful AUM as a result.

I’ve explained the research in these books to thousands of advisors all over North America, Europe and Australia in person, in webinars and in articles.

I’ve distilled what advisors have found most helpful into two critical, research-based, actionable lessons.

Here they are.