Stephen Boswell

Boca Raton – “Do you think what I wear to the office is important?” asked Fred, a new advisor we met at a workshop.  He went on to say, “I recently changed firms and the culture here is...

Instead of asking your standard run-of-the-mill questions, help your prospect think through the consequences of action versus inaction

In the world of financial advice, many advisors make similar claims.  High level service…comprehensive wealth management…expert investment selection&hellip...

An advisor told us the other day that he had $50MM in his pipeline.  While that sounds great above the surface, if you dig a little deeper you find that this advisor has done a lot of speculating.  Turns out...

Think being young hinders your prospecting?  Think again!  Let’s look at the facts...

When we meet people at parties, networking events or fundraisers our guard is up.  We are vigilant against getting suckered into any type of sales pitch or hidden agenda.  The moment a stranger approaches us...

It’s time for a semi-painless relationship check-up.  How deep have you gone with your top clients and COIs? Admittedly, it may be more painful for some than others.  But no pain, no gain, right? ...