Episodes

Most financial advisors know someone socially that they'd love to have as a client. But when it comes to social prospecting, they typically aren't strategic enough to close. In this episode, Stephen and Kevin dive into a particular social prospecting technique—the "Dramatic Approach". They do a little role-playing and give a variety of language that you can use with your own social contacts. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Bosw...

In this episode, Kevin tells a funny story about how he unwittingly shared his client profile with a group of families on vacation. Then he and Stephen discuss research-backed strategies advisors can use to tell clients they're open for business and what their ideal client looks like. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sale...

This week, learn how to deepen relationships with long distance clients. Our research shows that financial professionals have happier clients and bring in more business when they've expanded their client relationships beyond just a business component. This requires getting social, which can be a challenge if they live far away. In this episode, they answer a question from the audience and give simple strategies for staying engaged with long-distance clients Have a question? Ask on Twitter or In...

Discover the five questions that are perfect for first meetings with a CPA. You can't script the whole first meeting, but you can use these key questions to uncover their professionalism, client attitudes, and willingness to refer. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around issues pertin...

Learn why it's good sometimes not to come across as too-polished. You can have the best scripting or the best service model, but you won't make it very far without being genuine. In this episode, Stephen and Kevin discuss the humblebrag, the best traits associated with genuine people, and other trust-killers. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The In...

Why do many professionals dread team meetings: they tend to drag on for far too long, aren't very productive, or are—simply put—they're boring! Productive team meetings require consistency, focus, and good energy. In episode 50, we share 14 tips for making team meetings great again. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales ...

Learn valuable best practices with regards to activity tracking. While activity tracking is basic in theory, implementation takes incredible self-discipline. It will require you to be honest with yourself regarding what activities you're avoiding. You should think of activity tracking as the ultimate form of accountability. In episode 49, we offer some practical tips to ensure you're tracking the right activities, the right way. Have a question? Ask on Twitter or Instagram using #AskStephenAndK...

Why is it so hard to let go of certain tasks? Your time is best spent on $1,000/Hour Activities™, the handful of activities that drive the majority of revenue and future growth of your business. Put simply, we find that advisors who have a system for delegation do more of it. Our ABCs of Delegation™ is a way to categorize your delegation list and give you (the delegator) more confidence in the process. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast S...

Discover 10 essential for building a stellar personal brand. When selling an intangible service, like financial advice, the consumer is forced to make a decision before they can actually experience the service. They must evaluate everything about you to reduce risk and make a confident choice. Therefore, everything about you matters! Are you punctual? Are you organized? Do you have good etiquette? Do you follow-through on commitments? Have a question? Ask on Twitter or Instagram using #AskSteph...

Learn how to bomb a first meeting with a prospects (and learn to how to avoid bombing too!). Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around three questions coming from #AskStephenAndKevin. The Oechsli Institute is a thought leader for financial advisors, financial planners, and financial firm...

Stephen Boswell and Kevin Nichols talk about extreme sales incentives in China - which are more like punishments! They also offer some advice to career change advisors. They suggest that advisors who switch careers need a compelling "bridge" to explain their move. The guys also offer some specific marketing ideas that pertain to this group of advisors, such as educational events, approaching former colleagues, developing online niche content, and more. If you're a second-career or third-career a...

Stephen Boswell and Kevin Nichols talk about how to maximize your productivity. Have you ever had a moment at the end of a long day where you thought—wow, I got a lot done today? Most of us have. It’s a good feeling. Maybe you wouldn’t call it “perfect,” but it represents an ideal 24 hour cycle of your most important actions. It’s impractical to think that every day can be a perfect day. But it’s reasonable to think that we can improve our productivity by modeling this perfect day. In episode 45...

Stephen Boswell and Kevin Nichols talk about why the fees you charge are a growing topic of conversation - and why that's not going away. So, it's worth the time to make sure you and your team members are armed with the proper responses. In our latest episode, we explore 3 common fee conversations with both clients and prospects. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nich...

Stephen Boswell and Kevin Nichols talk about why LinkedIn is a niche marketers dream come true. We cover how to brand your profile, develop content, and find prospects using LinkedIn. Whether you work with dentists, physicians, business owners, corporate executives, etc. this episode will show you how to build your niche using the world's largest professional network. Enjoy! Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Be...

Stephen Boswell and Kevin Nichols talk about why most successful professionals, regardless of their profession, use a coach and they offer some valuable tips for getting the most out of these types of relationships. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around three questions coming from #...

Stephen Boswell and Kevin Nichols talk about why understanding human behavior, especially with the affluent, is critically important to high-level sales skills. By understanding some of the common psychological biases, you are able to better understand yourself, your clients, and your prospects. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable Li...

Stephen Boswell and Kevin Nichols of The Oechsli Institute talk about overcoming your Success Limiters™ - the mental hang-ups that limit your success. They distract us. They stop us in our tracks. They take us off course. Ultimately, they hold us back from reaching our potential. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Gui...

Stephen Boswell and Kevin Nichols of The Oechsli Institute talk about why most professionals don’t ask for feedback the right way. More importantly, they share six of the best times to ask for feedback from clients and prospects - if you want feedback that's helpful to your business. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales...

Stephen Boswell and Kevin Nichols of The Oechsli Institute talk about whether or not it's possible to get new clients to come to you without a fancy outbound marketing campaign. Hint - it is - and we'll share 5 ways to get more unsolicited referrals. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion ar...

Stephen Boswell and Kevin Nichols of The Oechsli Institute share 10 signs you may be losing a client. Gaining new clients is tough! Every step must be taken to ensure clients stick with you for the long term. These 10 signs should help you predict vulnerable clients and to intercede before it's too late. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispen...

Stephen Boswell and Kevin Nichols of The Oechsli Institute interview Dr. Daniel Crosby, a behavioral finance expert, who shares his laws of wealth and provides practical advice you can immediately implement with clients. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around three questions coming fr...

Stephen Boswell and Kevin Nichols of The Oechsli Institute talk about the Olympics. Rio is right around the corner, so it's a perfect time to talk through some clever ideas to maximize these historic games with both clients and prospects. Enjoy! Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around...

Stephen Boswell and Kevin Nichols of The Oechsli Institute talk about STORIES. When done correctly, story telling can be a highly effective way to connect with prospects. Stories go beyond pitching features and benefits. Instead, they help us connect emotionally with prospects and build trust through transparency. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols (author of T...

Stephen Boswell and Kevin Nichols of The Oechsli Institute talk birthdays. Your clients, prospects and COIs all have birthdays, but are you making the most of them? They can be an excellent reason to touch-base and deepen relationships. In this episode we walk through a number of creative ways to leverage this annual occasion. Have a question? Ask on Twitter or Instagram using #AskStephenAndKevin. About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols...