Stephen Boswell

Ten Differences Between Boomers and Millennials 1
The Oechsli Institute recently conducted a study of over 1,044 Boomers and Millennials, with the objective to better understand the generational differences between the two groups.
5 Tips for Small Market Prospecting
Think about your small market as an opportunity, rather than a hindrance. Your goal should be to dominate the local competition.
When the Prospecting Trainer Gets Prospected
Here’s why we never recommend asking for referrals.
Attention Financial Advisors: Eat More Brunch and Mexican Food
Learning more about millennials is the first step in engaging the next generation of clients.
New Millennial Research on Media Attention: A Tidal Wave is Coming 2
When it comes to marketing to this generation, it’s imperative you understand where their eyes and ears are.
Forget Confidentiality – Think Connectivity
The more deeply clients connect with one another, the more deeply they are connected to you.
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
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