Before the internet, smartphones, and the social media worlds of Facebook, Twitter and LinkedIn, the world of advising was a much different place. Product pitching, uncompromising work ethic, hard sales and then even harder sales served as the...
MIAMI — “The other night I was at a wine bar with a friend when I ran into someone from my MBA program who I hadn’t seen in years,” commented Stephen, as he attempted to put his thoughts into context. “I...
When done correctly, story telling can be a highly effective way to connect with prospects. Stories go beyond pitching features and benefits. Instead, they help us connect emotionally with prospects and build trust through transparency...
Limiting your referrals to only those who reciprocate isn’t in your client’s best interest; it’s in your own.
Boston: “I’m going to be honest with you,” stated Rick as he prepared himself to spin his tale, “Everybody’s talking about getting the next-generation investor, how to target the millennials. I could give a flip about...
When I tell people about my background, I don’t talk about how I started my business, how I got my MBA in marketing, or how we conduct our research at The Oechsli Institute. I talk about how I started out as a counselor for emotionally...
We recently launched a podcast/YouTube show driven by actual questions from financial advisors. For lack of a better name, we call it The Stephen and Kevin Show. Our objective with the show is to bring advisors REAL value and engage directly with...
Your clients, prospects and COIs all have birthdays, but are you making the most of them? They can be an excellent reason to touch-base and deepen relationships. In this episode we walk through a number of creative ways to leverage this annual...
SCOTTSDALE — “I hear you about planning social events for the summer,” stated Roger as he cleared his throat before making his point, “but this is Arizona—it’s 110 degrees in the shade! This place is...
