Stephen Boswell

Stephen
Boswell
Articles
3 Step Semi-Painless Relationship Check-up
Here are three steps to making certain you’re building loyalty and penetrating COIs.
Calling Your Prospect Out
The next time you are in a meeting with a reluctant prospect, bring your concerns out into the open. If you are armed with the right language, you can easily get to the real issue.
What New Advisors can Learn from John D. Rockefeller, Sr. 
It’s that time of year again – time for goal setting, establishing the right habits and getting our year off to the right start. It’s also a time to think about your achievement cycle.
Let’s Put Some Strategy in That Small Talk
Small talk is something we all do. We do it to be polite and connect with others. It get’s the conversation going and helps both parties feel at ease before diving into business. Some of us dread it. Some of us thrive on it.
TO or Brees – What Kind of Advisor are You?
A recent post-game interview with Drew Brees, quarterback of the New Orleans Saints, offers some excellent insights on relationship management. Not a football fan? Stick with us. These lessons apply to everyone. The way in which you support, praise and share credit can affect your relationships with clients, centers-of-influence and team members.
The Social Glue that Binds Your Marketing 1
The days of trying to separate business and pleasure are over. If your goal is to drive new business through relationship marketing tactics, the core of your strategy must be social relationships – essentially creating social glue. This is your marketing’s V8 engine with 500 horsepower.
Rating COIs on a 1-10 Scale 
There’s been much frustration in the world of strategic alliances with COIs. We hear it all the time in our new advisor webinar series. Why are we still talking about it? Our research continually shows that strategic alliances are one of the most effective client acquisition strategies.
The 90/8/2 Rule for Soft Selling 
Retiring, getting laid off, selling a business or other similar events are major transitional periods that have financial implications. Here is a three-stage approach to transitioning everyday conversations into business opportunities using (super) soft sales skills.
Gallery: Four Simple Ways to Develop Relationships with Clients’ Children
Here are four methods for engaging clients’ kids, from baby until adulthood...
Gallery: Ten Low-Cost "Little Things" To Elevate Your Service
Ask any advisor what differentiates them and you'll likely hear the word "service" multiple times. The industry has gone through a tremendous amount of training on high level service and there are some excellent service providers out there. Here are the top 10 ideas to help elevate your service.
Twenty Low-Cost "Little Things" To Elevate Your Service 
Ask any advisor what differentiates them and you'll likely hear the word "service" multiple times. The industry has gone through a tremendous amount of training on high level service and there are some excellent service providers out there. Here are ideas to help elevate your service.
How New Advisors Can Get Introductions 
Our studies have shown that word-of-mouth is the lifeblood of a financial services practice – whether you’ve been in the business for five months or 25 years – but the strategy for leveraging word-of-mouth does change based on your tenure.
Stop Wasting Money on Gifts That Don’t Generate Affluent Buzz  6
One of the easiest ways to drive affluent buzz is to deliver small-personalized gifts to your best clients – we commonly refer to this as Surprise and Delight. Most advisors do it from time to time.
Who is Your Role Model?  1
The sad reality is that very few veteran advisors are capable of serving as mentors in today’s environment. They are not bringing in new affluent clients as they lack the requisite marketing discipline and the sales skills.
The Most Important Phrase You’ll Ever Use to Close a Meeting 3
There are endless closing techniques. The assumptive close, the reverse close, the yes-man close (series of “yes” questions), etc. We’re sure you’ve heard them all. But most are outdated, transparent to the prospect and quite frankly - reek of the proverbial salesman.
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