Stephen Boswell

How 'Stopping Short' Could Help Land Your Next Big Client
Stopping short is a simple concept that ensures your prospect is scheduled for a second meeting before the current meeting has concluded.
Intra-family Marketing Magic
It’s a natural evolution of your relationship with the parents; ultimately, if you’re providing holistic wealth management, you’ll need to work directly with their children.
'Always Be Closing' for Today’s Advisor
Sales reps should always be working towards the close, steamroll objections, and nothing matters but the bottom-line.
Assessing Your Affluent Relationships
There is a pretty startling disconnect in the advisor/client relationship; 29 percent of the affluent claim a social relationship with their advisor, while 74 percent of advisors claim a social relationship with their clients.
Should Financial Advisors Use LinkedIn's Publisher Feature?
If you haven’t yet experimented with LinkedIn Publisher, there’s no better time than now. But if you want serious impact, you’ll need to develop a routine.
Walking Referral Alliances Through Your Client Experience
If you build rapport, make a quality connection, and speak about this walk-through meeting with conviction – they’ll attend – and if the meeting goes as planned, they walk away fully impressed with your professionalism and process.
'Why Don’t My Clients Bring Prospects to My Events?'
If your objective is to hold events that are more than just appreciation events, follow these steps.
Five Ways to Market March Madness
It’s tourney time! Few sporting events get as much attention as March Madness. Why not leverage this “buzz” to do some relationship marketing?
Deepen Relationships Using a Personal Facebook Account
Using Facebook is ideal for financial advisors who are interested in deepening relationships with their clients, COIs, and prospects
Fact: New Advisors Lose More Clients to Robo-Advisors
What do you say when someone asks you about do-it-yourself options, robo-advisors, and other low-cost alternatives? Most of your competition is caught off-guard when asked. Don’t let this be you.
'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.
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