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Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around three questions coming from #AskStephenAndKevin. The Oechsli Institute is a thought leader for financial advisors, financial planners, and financial firm leadership looking to improve their abilities to attract and service affluent clients. Tune in if you want to know things like: - The most effective financial advisor marketing str ...
 
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show series
 
This may come as a shock to you: we love social media. We believe that financial advisors aren't using social media to its full potential, and that's why we have several programs that aim to help you do just that. This week, on a new episode of The Stephen and Kevin Show, we discuss 12 unique ways that social media can prove to be a great asset for…
 
Are you a financial advisor interested in getting started with podcasting? If so, you’re in the right place. In episode 90, Kevin Nichols interviews Jason Pereira. He’s a financial planner at Woodgate Financial and the host of one of the world’s largest FinTech podcasts – FinTech Impact. You’ll learn: The benefits of podcasting How to start your ow…
 
In this episode of The Stephen and Kevin show, we discuss how financial advisors can proactively generate personal introductions digitally, by way of email. It's effective because it's repeatable and easy on the client. Add this tool to your toolchest! About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols …
 
In the newest episode of The Stephen and Kevin show, we discuss how financial advisors can market themselves in volatile times. It takes a careful blend of empathy and assertiveness. How are you reaching out to clients, prospects, and centers of influence? About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nich…
 
There’s no doubt that the future is video, but when most financial advisors think of video they typically just consider one application – education. While that’s great, the opportunity for utilizing video within your practice is much greater. Here are ten ways we’ve seen advisors utilizing video within their advisory business. About the Podcast Ste…
 
Some CPAs will be great partners, others will not. How can you tell the difference in the two, without coming across too brazen? In this podcast, we'll share tips for financial advisors who want better partnerships with CPAs. These questions, as part of a solid relationship building effort, will help you set the right foundation for referral recipr…
 
Love it or hate it, technology is changing the advisor/client relationship at an accelerating pace. Social media and online search now impacts everything from first impression to first interactions and from advisor selection to deepening relationships. The Oechsli Institute conducts ongoing research to determine how investors with $500,000 or more …
 
There are some words and phrases that, in selling to the affluent, should never be used. These verbiage mistakes can kill your positioning, make you seem pushy, or showcase a sales-first mentality. Not only should these words be avoided in sales scenarios, they should be avoided in talks with clients, team members, and centers of influence as well.…
 
In this Episode of the Stephen and Kevin Show, we talk about LinkedIn Sales Navigator. Have you been on LinkedIn lately? It’s much more vibrant than it was a few years ago. People are logging in more frequently, posting better content, and engaging more meaningfully. If LinkedIn once felt stagnant compared to Facebook and Instagram, it’s a differen…
 
In this episode of the Stephen and Kevin Show, we talk about how to handle the situation when a prospect tells you, "I already have an advisor." Remember, this is an acceptable answer. Most of your potential clients do already have advisors. Many of them really like their advisors. Our goal isn't to "overcome this objection." Our goal is to keep th…
 
You might read the title and assume we’re suggesting that you be less involved in your business. Hardly the case. We want you to be more involved, but with the highest-impact activities possible. Too many advisors are stuck in day-to-day routines that are counterproductive. Our message is about letting go to gain control. In this episode, we'll cov…
 
We’re often asked how to incorporate non-producing team members into the team’s marketing efforts. It’s a great idea, but only if done the right way. We’ve seen countless examples of advisors attempting to delegate client acquisition responsibilities in full. Never, we repeat never, does this work. That said, we do see a lot of value in having team…
 
When you’re out expanding your network as a financial advisor and meeting new people, you’ll quickly notice the importance of remembering names. It’s a sign of respect and sends a signal that you care. It’s difficult to make a great impression and accelerate relationships if you can’t even remember someone’s name! In this episode of the Stephen and…
 
When it comes to using LinkedIn, you want to ensure you’re putting in enough effort to get results, but at the same time, you need a routine to make sure you’re not wandering aimlessly through the interwebs. We see two ends of the spectrum. Some advisors never log into LinkedIn. Others log in daily for hour-long web-surfing sessions that go nowhere…
 
Our data is clear on the power of relationship-building. When you humanize the financial advisor / affluent client relationship, you tend to deepen loyalty and improve advocacy. We’ve talked a lot about activities like taking clients to lunch, hosting fun events, and other ways to get to know each other outside of investments. One of the simplest w…
 
In this episode of the Stephen and Kevin Show, we offer 7 tips on how to effectively message prospective clients on LinkedIn. A few years ago, we rolled out a progr­­­am that enabled financial advisors to outsource their social media to us. It’s grown to a point where we’re sending thousands of LinkedIn messages on behalf of financial advisors ever…
 
Welcome to Season 2 of The Stephen and Kevin Show. We at The Oechsli Institute are excited to be in our new office and have some excellent shows planned for you! In this episode, titled "Financial Advisor Marketing Simplified," we offer some insights on financial advisor marketing and how to bring in more new clients than ever before. This episode …
 
Many financial advisors ask us whether or not you should even leave voicemails anymore. The answer, generally, is that you should. It’s one more chance to showcase professionalism as an advisor. Your tone, clarity of message, and cadence all impact their perception of you. And it just might elicit some follow-up. We see good and bad messages left b…
 
What makes an advisory practice elite? We've just completed three years of research that sought to identify the traits of top performers. We organized our findings into a seven part model that serves as a blueprint for advisor development. In episode 73 of The Stephen and Kevin Show, we'll walk you through this model, its seven components, and many…
 
Let's face it, you have a stressful job. After all, you're handling your clients' financial livelihood and that's a lot of pressure. But if you're stressed out, clients, prospects and COIs can tell. No one wants a stressed out financial advisor! In episode 72 of the Stephen and Kevin Show, they discuss strategies to handle stress and increase produ…
 
The Oechsli Institute has worked with thousands of financial professionals over the past 30 years. Some advisors are great with implementing structure and systems within their practice and others... not so much. In Episode 71 of the Stephen and Kevin show, they discuss 5 essential components of an effective checklist. They also review the various t…
 
“I didn’t have time to write a short letter, so I wrote a long one instead.” -Mark Twain Most financial advisors have gone through the tedious exercise of writing a robust business plan. The problem? Often times, it ends up being a one-off exercise. Advisors spend more time planning than executing. In episode 70 of the Stephen and Kevin Show, we di…
 
For financial advisors, the right questions are everything. They're essential in helping you understand your prospects' and clients' thought process. It's sounds easy, but it's truly a skill that takes both know-how and deliberate practice. In this episode, our special guest David Patchen, SVP of PCG Education & Practice Management for Raymond Jame…
 
Do you feel stagnant with your sales process? Our research can help you understand how affluent prospects select an advisor. In this episode, Stephen and Kevin explain our latest affluent research and the pipeline management process. They answer questions like, “How many other advisors do the affluent consider before selecting an advisor,” “How man…
 
95% of affluent prospects will research you online at some point in the decision-making process. Your website will play a huge role in their first impression, so why wouldn't you make sure it represents your brand? In this episode, Stephen and Kevin give 5 tips to spice up your website—from overall design, responsiveness, verbiage, interactivity, a…
 
Many sales professionals are wary of social prospecting—mostly out of fear of alienating their friends. However, you can bridge the gap between personal and business discussions by asking the right questions to build business rapport. In this episode, Stephen and Kevin discuss 3 categories of questions that can ultimately help you segue into reques…
 
If you’ve held proposal meetings with more than one decision maker, then you understand that they have a completely different energy compared to 1-on-1 meetings. Not only do you have to cater to differing opinions, but these decision makers usually prefer time to talk privately amongst themselves. In this episode, Stephen and Kevin break down the u…
 
Sending business to other professionals can be an asset to your business, but you have to send something in order to get anything in return. In this episode, Stephen and Kevin discuss in-depth strategies for finding referrals and how to get the most credit for the referrals you send to other professionals. Have a question? Ask on Twitter or Instagr…
 
Every financial advisor should keep their pipeline current. However, in addition to staying on top of your pipeline, it's important to focus your strategy on the actual pipeline management process. In this episode, Stephen and Kevin define the 3 key categories of contacts to have in your pipeline, as well as the specific process to have in place fo…
 
Every financial advisor has their unique strengths, weaknesses, & opportunities, but differences aside, there's at least one activity everyone should track. In this episode, Stephen and Kevin explain the 1 activity to track, why you should track it, examples of opportunities arising from this activity, and why most advisors won't do it. Have a ques…
 
Most financial advisors know what it feels like be "ghosted," or ignored, by a prospect. If you're scratching your head as to why they've ghosted you or how to best follow up, then check out this episode. Stephen and Kevin discuss various strategies for bringing those opportunities back to life, plus they give each other some New Years Resolutions.…
 
Most people don't stick to New Year's Resolutions, not because they're lazy, but because 365 days is too long a timeframe for commitment. In this episode, Stephen and special guest, Matt Oechsli, discuss the best way financial advisors can set goals and establish good habits with cues, routines, and incentive. Have a question? Ask on Twitter or Ins…
 
How many of your affluent clients will leave a lasting legacy to their adult children? Are you engaging those children for business? Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guid…
 
If you prospect in social circles, then you understand the fear of coming across too salesy. It's not that you don't want to sell—you just want to do it the right way. In this episode, Stephen and Kevin discuss a plethora of ways financial advisors come across salesy. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the…
 
Do you ever wonder why some advisors get more referrals than others? It's all about word-of-mouth! In this episode, Stephen and Kevin walk you through our latest model on how to stimulate word-of-mouth influence and reap all the benefits that come with it. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Ste…
 
Not everyone in your inner circle is necessarily routing for you. In this episode, Stephen and Kevin discuss how to identify those people and take action by surrounding yourself with people that do have your best interest in mind. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Be…
 
Most financial advisors know someone socially that they'd love to have as a client. But when it comes to social prospecting, they typically aren't strategic enough to close. In this episode, Stephen and Kevin dive into a particular social prospecting technique—the "Dramatic Approach". They do a little role-playing and give a variety of language tha…
 
In this episode, Kevin tells a funny story about how he unwittingly shared his client profile with a group of families on vacation. Then he and Stephen discuss research-backed strategies advisors can use to tell clients they're open for business and what their ideal client looks like. Have a question? Ask on Twitter or Instagram using #AskStephenAn…
 
This week, learn how to deepen relationships with long distance clients. Our research shows that financial professionals have happier clients and bring in more business when they've expanded their client relationships beyond just a business component. This requires getting social, which can be a challenge if they live far away. In this episode, the…
 
Discover the five questions that are perfect for first meetings with a CPA. You can't script the whole first meeting, but you can use these key questions to uncover their professionalism, client attitudes, and willingness to refer. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of B…
 
Learn why it's good sometimes not to come across as too-polished. You can have the best scripting or the best service model, but you won't make it very far without being genuine. In this episode, Stephen and Kevin discuss the humblebrag, the best traits associated with genuine people, and other trust-killers. Have a question? Ask on Twitter or Inst…
 
Why do many professionals dread team meetings: they tend to drag on for far too long, aren't very productive, or are—simply put—they're boring! Productive team meetings require consistency, focus, and good energy. In episode 50, we share 14 tips for making team meetings great again. Have a question? Ask on Twitter or Instagram using #AskStephenAndK…
 
Learn valuable best practices with regards to activity tracking. While activity tracking is basic in theory, implementation takes incredible self-discipline. It will require you to be honest with yourself regarding what activities you're avoiding. You should think of activity tracking as the ultimate form of accountability. In episode 49, we offer …
 
Why is it so hard to let go of certain tasks? Your time is best spent on $1,000/Hour Activities™, the handful of activities that drive the majority of revenue and future growth of your business. Put simply, we find that advisors who have a system for delegation do more of it. Our ABCs of Delegation™ is a way to categorize your delegation list and g…
 
Discover 10 essential for building a stellar personal brand. When selling an intangible service, like financial advice, the consumer is forced to make a decision before they can actually experience the service. They must evaluate everything about you to reduce risk and make a confident choice. Therefore, everything about you matters! Are you punctu…
 
Learn how to bomb a first meeting with a prospects (and learn to how to avoid bombing too!). Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around three…
 
Stephen Boswell and Kevin Nichols talk about extreme sales incentives in China - which are more like punishments! They also offer some advice to career change advisors. They suggest that advisors who switch careers need a compelling "bridge" to explain their move. The guys also offer some specific marketing ideas that pertain to this group of advis…
 
Stephen Boswell and Kevin Nichols talk about how to maximize your productivity. Have you ever had a moment at the end of a long day where you thought—wow, I got a lot done today? Most of us have. It’s a good feeling. Maybe you wouldn’t call it “perfect,” but it represents an ideal 24 hour cycle of your most important actions. It’s impractical to th…
 
Stephen Boswell and Kevin Nichols talk about why the fees you charge are a growing topic of conversation - and why that's not going away. So, it's worth the time to make sure you and your team members are armed with the proper responses. In our latest episode, we explore 3 common fee conversations with both clients and prospects. Have a question? A…
 
Stephen Boswell and Kevin Nichols talk about why LinkedIn is a niche marketers dream come true. We cover how to brand your profile, develop content, and find prospects using LinkedIn. Whether you work with dentists, physicians, business owners, corporate executives, etc. this episode will show you how to build your niche using the world's largest p…
 
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