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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. Oechsli (The Oechsli Institute) is a thought leader for financial advisors, financial planners, and financial firm leadership looking to improve their abilities to attract and service affluent clients. Tune in if you want to know things like: - The most effective financial advisor mar ...
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As a financial advisor, have you wondered what are some must-have videos on your website? In Episode 115, Stephen and Kevin dive into how to bring your website to life. They discuss the difference between DIY and studio video quality and 5 specific reasons why you should have videos on your website. LEARN MORE: www.oechsli.com OUR SERVICES: Oechsli…
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If you're not getting referrals from your COIs, is it time to move on? Or are there ways to rekindle the relationship? For Episode 114, Stephen and Kevin dive into how to drive more referrals from accountants, attorneys, and other professionals. LEARN MORE: www.oechsli.com OUR SERVICES: Oechsli Coaching - https://bit.ly/3qJ8UWk Oechsli Social Conte…
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At Oechsli, we've talked a lot about client events - what to do, why to do them, and some tips to help you get started. For Episode 113, Stephen and Kevin cover 20 unique client event ideas. Check out the episode to get inspired for your next event and learn why frequent activities with clients are so beneficial for your business. LEARN MORE: www.o…
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We know there's a LOT that can go into branding - naming, logo design, website layout, colors, fonts... the list goes on and on. If you're on your branding journey for your practice, you may not know where to start, what to include or even how to name your business. For Episode 112, Stephen and Kevin sit down to discuss advisor branding - how to st…
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Cold-calling, door-knocking, client events, referrals, introductions, social media, digital ads, print ads...when it comes to advisor marketing, there is no shortage of ideas. But how do investors really feel about financial advisor marketing? For Episode 111, Stephen and Kevin dive deep and give their unfiltered perspective. Discover what works (a…
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Welcome back to the Stephen and Kevin Show! In Episode 110, we're diving deep into the art and science of client referrals. Whether you're a seasoned professional or just starting, understanding client referrals is crucial for sustainable growth. So, join us in this informative journey and discover how you can not only understand but also influence…
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Understanding the affluent investor's preferences is more crucial than ever. Advisors continue to leverage digital tools to enhance their marketing and client relationships, yet personal relationships remain a necessity. Our goal in our most recent affluent research is to help you make the right, research-based decisions for your business in the mo…
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Discover the art of the financial advisor value proposition. For Episode 108 of the Stephen & Kevin Show, we cover what works, what doesn't, and why value propositions matter in the first place. If you're interested in crafting a winning value proposition that helps to differentiate yourself, attract top clients, and build lasting trust, then this …
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Join Stephen and Kevin for Episode 107 of the Stephen and Kevin Show as they provide a comprehensive guide to video production for financial advisors. Discover how to set up your space, choose the right equipment, edit effectively, and deliver captivating on-camera performances. Also, learn why video is so important and why financial advisors shoul…
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Welcome to Episode 106! In this episode, we'll be discussing the power of Google Ads and how financial advisors can use them in their marketing strategy to reach potential clients and grow their business. We'll cover everything from setting up your Google Ads account to creating effective ad campaigns, including tips for choosing the right keywords…
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Oechsli has long been in the business of offering advice. Our coaching program is our longest-standing program and common topics that are discussed are sales tips, dynamics, and lessons learned in an advisor's sales journey. With over 13 years of personal coaching experience, Stephen and Kevin are well-versed in the sales process of financial advis…
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As financial advisors, we know you understand how crucial great service is when it comes to interacting with your clients. However, there is always room for improvement; tips to consider for areas you might be neglecting or just haven't thought about. For episode 104, Stephen and Kevin sit down to discuss ten different service principles for financ…
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When it comes to content creation, it's easy to become overwhelmed. After all, there's a lot involved in the process - from content ideation to the actual creation and distribution of said content. Luckily, content creation is what we do here at Oechsli and we have some tips for how to strengthen your content creation process.…
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With travel picking up and social events being slated on our calendars again, Stephen and Kevin wanted to review their thoughts and findings from recent travel. For episode 102 of the Stephen and Kevin show, the gang sits down to give some valuable perspective on travel and different anecdotes they've picked up from financial advisors along the way…
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Di Oechsli
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For Episode 99, Stephen and Kevin discuss how and why you should conduct a social media competitive analysis. Done properly, a competitive analysis informs your digital marketing decisions. Are other people advertising? Which style of content is performing the best? This is especially helpful when analyzing firms whose digital marketing is better t…
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For their first episode of 2022, Stephen and Kevin discuss the importance of excellent financial advisor newsletters and how to achieve them. From building a fantastic sender reputation to determining your newsletter frequency, check out Episode 98 of the Stephen and Kevin Show for different tips on how to develop a better advisor newsletter.…
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As the end of the year rapidly approaches, more and more questions are top of mind for advisors as they consider their strategies for 2022. In Episode 97 of The Stephen and Kevin Show, the guys sit down to answer some of the most common questions we get from our clients.Di Oechsli
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Thought leadership initiatives enable you to showcase your expertise in a genuine and scalable manner. This is a “pull” rather than “push” marketing strategy. Over time and through repetition, you’re helping your target market see first-hand that you’re a great solution for financial advice. In Episode 96 of The Stephen and Kevin Show, the guys dis…
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This week, Stephen and Kevin discuss one of their most valuable lessons - how to take a social contact and turn that into a business opportunity. You're in luck - they almost decided to keep these tips to themselves!Di Oechsli
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Don't call it a comeback, they've been here for years! Stephen Boswell and Kevin Nichols are back in action with new episodes of The Stephen and Kevin Show! This week, the duo sits down to discuss how advisors can master the art of the personal introduction, and how current events have forever changed the ways in which personal introductions can an…
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This may come as a shock to you: we love social media. We believe that financial advisors aren't using social media to its full potential, and that's why we have several programs that aim to help you do just that. This week, on a new episode of The Stephen and Kevin Show, we continue our discussion of 12 unique ways that social media can prove to b…
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This may come as a shock to you: we love social media. We believe that financial advisors aren't using social media to its full potential, and that's why we have several programs that aim to help you do just that. This week, on a new episode of The Stephen and Kevin Show, we discuss 12 unique ways that social media can prove to be a great asset for…
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One of the questions that financial advisors ask us the most is "Do the affluent respond to LinkedIn messaging outreach?" We've done the research, and we've got the answers for you in this episode of The Stephen and Kevin Show. Originally Published on December 11, 2020Di Oechsli
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Are you a financial advisor interested in getting started with podcasting? If so, you’re in the right place. In episode 90, Kevin Nichols interviews Jason Pereira. He’s a financial planner at Woodgate Financial and the host of one of the world’s largest FinTech podcasts – FinTech Impact. You’ll learn: The benefits of podcasting How to start your ow…
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In this episode of The Stephen and Kevin show, we discuss how financial advisors can proactively generate personal introductions digitally, by way of email. It's effective because it's repeatable and easy on the client. Add this tool to your toolchest! About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nichols …
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In the newest episode of The Stephen and Kevin show, we discuss how financial advisors can market themselves in volatile times. It takes a careful blend of empathy and assertiveness. How are you reaching out to clients, prospects, and centers of influence? About the Podcast Stephen Boswell (author of Best Practices of Elite Advisors) and Kevin Nich…
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There’s no doubt that the future is video, but when most financial advisors think of video they typically just consider one application – education. While that’s great, the opportunity for utilizing video within your practice is much greater. Here are ten ways we’ve seen advisors utilizing video within their advisory business. About the Podcast Ste…
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Some CPAs will be great partners, others will not. How can you tell the difference in the two, without coming across too brazen? In this podcast, we'll share tips for financial advisors who want better partnerships with CPAs. These questions, as part of a solid relationship building effort, will help you set the right foundation for referral recipr…
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Love it or hate it, technology is changing the advisor/client relationship at an accelerating pace. Social media and online search now impacts everything from first impression to first interactions and from advisor selection to deepening relationships. The Oechsli Institute conducts ongoing research to determine how investors with $500,000 or more …
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There are some words and phrases that, in selling to the affluent, should never be used. These verbiage mistakes can kill your positioning, make you seem pushy, or showcase a sales-first mentality. Not only should these words be avoided in sales scenarios, they should be avoided in talks with clients, team members, and centers of influence as well.…
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In this Episode of the Stephen and Kevin Show, we talk about LinkedIn Sales Navigator. Have you been on LinkedIn lately? It’s much more vibrant than it was a few years ago. People are logging in more frequently, posting better content, and engaging more meaningfully. If LinkedIn once felt stagnant compared to Facebook and Instagram, it’s a differen…
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In this episode of the Stephen and Kevin Show, we talk about how to handle the situation when a prospect tells you, "I already have an advisor." Remember, this is an acceptable answer. Most of your potential clients do already have advisors. Many of them really like their advisors. Our goal isn't to "overcome this objection." Our goal is to keep th…
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You might read the title and assume we’re suggesting that you be less involved in your business. Hardly the case. We want you to be more involved, but with the highest-impact activities possible. Too many advisors are stuck in day-to-day routines that are counterproductive. Our message is about letting go to gain control. In this episode, we'll cov…
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We’re often asked how to incorporate non-producing team members into the team’s marketing efforts. It’s a great idea, but only if done the right way. We’ve seen countless examples of advisors attempting to delegate client acquisition responsibilities in full. Never, we repeat never, does this work. That said, we do see a lot of value in having team…
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When you’re out expanding your network as a financial advisor and meeting new people, you’ll quickly notice the importance of remembering names. It’s a sign of respect and sends a signal that you care. It’s difficult to make a great impression and accelerate relationships if you can’t even remember someone’s name! In this episode of the Stephen and…
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When it comes to using LinkedIn, you want to ensure you’re putting in enough effort to get results, but at the same time, you need a routine to make sure you’re not wandering aimlessly through the interwebs. We see two ends of the spectrum. Some advisors never log into LinkedIn. Others log in daily for hour-long web-surfing sessions that go nowhere…
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Our data is clear on the power of relationship-building. When you humanize the financial advisor / affluent client relationship, you tend to deepen loyalty and improve advocacy. We’ve talked a lot about activities like taking clients to lunch, hosting fun events, and other ways to get to know each other outside of investments. One of the simplest w…
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In this episode of the Stephen and Kevin Show, we offer 7 tips on how to effectively message prospective clients on LinkedIn. A few years ago, we rolled out a program that enabled financial advisors to outsource their social media to us. It’s grown to a point where we’re sending thousands of LinkedIn messages on behalf of financial advisors ever…
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Welcome to Season 2 of The Stephen and Kevin Show. We at The Oechsli Institute are excited to be in our new office and have some excellent shows planned for you! In this episode, titled "Financial Advisor Marketing Simplified," we offer some insights on financial advisor marketing and how to bring in more new clients than ever before. This episode …
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Many financial advisors ask us whether or not you should even leave voicemails anymore. The answer, generally, is that you should. It’s one more chance to showcase professionalism as an advisor. Your tone, clarity of message, and cadence all impact their perception of you. And it just might elicit some follow-up. We see good and bad messages left b…
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What makes an advisory practice elite? We've just completed three years of research that sought to identify the traits of top performers. We organized our findings into a seven part model that serves as a blueprint for advisor development. In episode 73 of The Stephen and Kevin Show, we'll walk you through this model, its seven components, and many…
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Let's face it, you have a stressful job. After all, you're handling your clients' financial livelihood and that's a lot of pressure. But if you're stressed out, clients, prospects and COIs can tell. No one wants a stressed out financial advisor! In episode 72 of the Stephen and Kevin Show, they discuss strategies to handle stress and increase produ…
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The Oechsli Institute has worked with thousands of financial professionals over the past 30 years. Some advisors are great with implementing structure and systems within their practice and others... not so much. In Episode 71 of the Stephen and Kevin show, they discuss 5 essential components of an effective checklist. They also review the various t…
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“I didn’t have time to write a short letter, so I wrote a long one instead.” -Mark Twain Most financial advisors have gone through the tedious exercise of writing a robust business plan. The problem? Often times, it ends up being a one-off exercise. Advisors spend more time planning than executing. In episode 70 of the Stephen and Kevin Show, we di…
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For financial advisors, the right questions are everything. They're essential in helping you understand your prospects' and clients' thought process. It's sounds easy, but it's truly a skill that takes both know-how and deliberate practice. In this episode, our special guest David Patchen, SVP of PCG Education & Practice Management for Raymond Jame…
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Do you feel stagnant with your sales process? Our research can help you understand how affluent prospects select an advisor. In this episode, Stephen and Kevin explain our latest affluent research and the pipeline management process. They answer questions like, “How many other advisors do the affluent consider before selecting an advisor,” “How man…
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95% of affluent prospects will research you online at some point in the decision-making process. Your website will play a huge role in their first impression, so why wouldn't you make sure it represents your brand? In this episode, Stephen and Kevin give 5 tips to spice up your website—from overall design, responsiveness, verbiage, interactivity, a…
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Many sales professionals are wary of social prospecting—mostly out of fear of alienating their friends. However, you can bridge the gap between personal and business discussions by asking the right questions to build business rapport. In this episode, Stephen and Kevin discuss 3 categories of questions that can ultimately help you segue into reques…
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