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The Stephen and Kevin Show - Oechsli Institute - Financial Advisor Research - Affluent Marketing

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 strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582 Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer
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The Stephen and Kevin Show - Oechsli Institute - Financial Advisor Research - Affluent Marketing
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Mar 27, 2020

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 Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boome

Mar 27, 2020

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

Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boome

Dec 9, 2019

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 reciprocity. 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boome

Nov 8, 2019

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 in investable assets use emerging technologies in their interactions with financial advisors. The findings are insightful in general, but even more so when viewed through a generational lens. In this study, we split participants into three age groups (Under 45, 45-65, and Over 65).

In this podcast, we'll share some of our most interesting findings. 

 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boome

Nov 8, 2019

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. All of these perceptions matter.

Here they are…the words to avoid, an explanation of why they’ve made our list, and some things to say instead...

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Sep 6, 2019

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 different animal now. 

 

When it comes to outbound prospecting, it’s hard to find a better tool than the upgraded version of LinkedIn, which they call Sales Navigator. It provides better search functionality, helps you organize your contacts more effectively, and alerts you to life and business changes that could mean money in motion. All great stuff for financial advisors looking to proactively market themselves on LinkedIn. 

 

The problem? Sales Navigator is packed with features and can be confusing. It feels like a totally different social network, which means yet another learning curve for financial advisors. We’ve gotten so many questions recently on this topic, so we thought we’d share a few insights to help you get the most from this ever-evolving sales tool.  Here are the three tips we cover:

  1. Save prospects, clients, COIs, and competitors as “leads.”
  2. Reach out to prospects who’ve posted in the past 30 days
  3. Once you find a good prospect, use the “find similar” tool to find even more.

 

 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Sep 6, 2019

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 the door open.  Things change...if their financial advisor ever retires or slips up, you'd like to be the first professional who comes to mind.  

 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Sep 6, 2019

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 controlIn this episode, we'll cover three ways to make that happen…

1 - Let go of always being right

2 - Let go of always being in the middle

3 - Let go of the status quo

 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Aug 5, 2019

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 members involved in your marketing efforts. Think about your assistant, a junior advisor, or anyone else on the team with good organizational skills and creativity. If set up properly, they can be incredibly helpful in:

1. Marketing Planning

2. Activity Tracking

3. Sourcing Opportunities

The bottom line is that by involving your team, you’ll likely end up with more consistent and thoughtful marketing.

 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Jul 16, 2019

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 Kevin Show, we'll tackle these 7 ways to improve your name memory:

1. Make a conscious effort to truly listen.

2. Associate their name with someone else you know.

3. Associate their name with a unique personal feature.

4. Ask them to spell it aloud.

5. Connect on social media.

6. Repeat their name back to them.

7. Just write it down.

Dale Carnegie once said, “Remember that a person’s name is to that person the sweetest and most important sound in any language.” Hopefully, with a few of these tricks up your sleeve, you’ll soon be impressing your new contacts and approaching your social networking with supreme confidence.

Jul 16, 2019

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. How do you find the right balance? You need structure. You need a routine.

We included a 10-minute LinkedIn routine in our release of The Indispensable LinkedIn Sales Guide for Financial Advisors. It’s been a few years, so we thought it would be a good time to give it an update.

At first, this routine may take a little longer than 20 minutes, but once you get into the rhythm of doing it regularly – it will be much quicker. This will put more structure around your usage and most importantly – it will ensure you are making the most of your time on the network.

Jul 16, 2019

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 ways to give a relationship a “boost” is through a small, thoughtful gift. It shows that you know them and that you care. Nearly every advisor does this, but some do it waaaay better than others. In this episode, we’ll share some best practices for improving gift-giving within your practice.

Most companies spend 80% of marketing dollars on finding new clients and 20% on current clients when they should be doing the exact opposite. Spending money on current clients through small thoughtful gifts will generate goodwill and stimulate positive word of mouth. What’s the next gift you’ll send?

Jul 16, 2019

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 every month. Consequently, we’ve learned a lot.

There is no perfect script. If you thought this video would give you a text you can copy and paste, think again. While some templates may work from time to time, an effective LinkedIn messaging strategy is much more involved. A great message is personalized and tailored for your ideal prospect.

Instead, we’re offering you a framework to help you craft a perfect script. It’s a formula we use when crafting messages and we often refer to it as the “7 C’s.” Hope you enjoy!

Also, if you'd like a deeper dive into our marketing strategies, the Oechsli Learning Center is loaded with premium courses. Check them out here: https://www.oechsli.com/financial-adv...

Jun 11, 2019

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 covers to central points:

1. Relationship Marketing - If you want results quickly, focus on smaller accounts. - If you want smaller accounts, go cold. - If you want affluent clients, focus on warmer strategies. - Warmer strategies include personal introductions, client events, strategic alliances, and social prospecting.

2. Consistency of Execution - It's true in financial advisor marketing that everything works and nothing works. It's all about consistency and routine. - Routines are a little different for everyone, but if you want big results you need a big routine.

 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Apr 9, 2019

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 by financial advisors, so in Episode 74 of the Stephen and Kevin Show, we thought we’d offer some tips for proper voicemailing. We'll elaborate on the following in much more detail:

- If you’re calling a prospect, leave some intrigue.

- If you’re calling an accountant, give more detail.

- Try and match the style of the person’s prompt.

- Don’t leave voicemails for people who don’t do voicemails.

- When prospecting, don’t start with XYZ financial services.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Feb 20, 2019

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 subcomponents.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Feb 5, 2019
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 productivity with an expert guest - Katy Goshtasbi.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Jan 23, 2019

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 types of checklists you should have within your business...onboarding, review meetings, market volatility, and more.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Jan 14, 2019
“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 discuss how financial advisors can build a simple one-page business plan. There is brilliance in simplicity.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Aug 23, 2018
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 James, shares his invaluable insights into this art form. 

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Jul 23, 2018
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 many times the affluent meet an advisor before engaging them for their service,” and more.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

May 30, 2018

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, and much more.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

May 30, 2018

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 requesting business.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Apr 16, 2018

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 unique components of proposal meetings with 2+ decision makers & and discuss 3 specific tips for successfully navigating them.

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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

Apr 16, 2018

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 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 issues pertinent to financial professionals. 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 strategies
- How affluent consumers conduct digital due diligence
- Elite financial advisor client service models
- Tips for getting referrals from clients and COIs
- Online branding for elite financial advisors
- How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin
www.oechsli.com
800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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