Stephen Boswell

Stephen
Boswell
Articles
'New to Area' LinkedIn Prospecting
LinkedIn’s Advanced Search function is powerful, like a souped-up Corvette. The irony is that most advisors drive this Corvette like a grandmother
Maximize Your Referral Flow Rate
Everyone knows that referrals/introductions are the number one driver of new business. What’s evident, however, is that very few advisors quantify this properly.
One Step Ahead of Your Prospects’ Concerns
When prospect’s don’t accept your request to discuss business, rather than assuming you’re hearing an “objection” or “stall” – understand that it’s usually just a signal of an underlying concern.
Three Steps for More COI Referrals
Chances are, your CPA and attorney partners don’t get as much training as you do on the topic of working with other professionals. In many ways, it’s up to you to offer best practices on how these relationships works best.
Needy Advisors Have Skinny Kids
While you might feel you are just being diligent, your prospect may feel you are being needy.
Newsle-it!
Newsle.com is like Google Alerts on steroids. It notifies you when any of your contacts are mentioned on the web and is automatically synced with your LinkedIn and/or Facebook.
How to be a LinkedIn 'Giver'
Your success on LinkedIn lies in your ability to build strong and meaningful relationships with the connections that have potential to introduce you and spread positive word-of-mouth.
Three Tips to Working with Boomer Colleagues 3
Done properly, you leverage the best of what both age groups have to offer.
20 Outside-the-Box COIs for Financial Advisors
There is no need for advisors to limit themselves to only the traditional CPA and attorney partners when thinking about Centers of Influence
Five Tips for Money-Making Review Meetings
Success in financial services is all about relationship management linked to relationship marketing.
How Are You Delivering Ritz-Carlton Service Through Social Media? 3
Take advantage of the current novelty associated with social media and set yourself apart by “wowing” your key relationships.
Your Fantasy Football Name: Team Rainmaker
Fantasy football for client acquisition? Oh yes. For football-loving financial advisors, it doesn’t get much better.
'May I Make a Suggestion?'
Armed with the right sales skills, you can quickly turn everyday conversations with prospects into legitimate business opportunities.
Three Pipeline Management Tips that Drive Results
Some advisors stick with yellow notepads, others create spreadsheets and others customize sophisticated CRM systems. The medium doesn’t matter at all, but the process matters greatly.
The 5 Most Dreaded Words in Sales … “Let Me Think About It” 1
You’ve just finished a proposal and from your perspective – you’ve nailed it! But when you ask the prospect to move forward, their next words crush your spirit.
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