Explorez tous les épisodes du podcast The Stephen and Kevin Show

One of the things we enjoy about quotes is their power and their brevity. You usually get an important lesson in a sentence or two. A great quote won't change your business by itself — but it can change the way you think.

So we each brought three, and we talk through what they mean for leading an advisory firm.

1. "Leaders bring the weather." — Mel Robbins
2. "Don't be intimidated by what you don't know. That can be your greatest strength." — Sara Blakely
3. "You're looking for the best answer — not the best answer you can come up with yourself." — Ray Dalio
4. "I sell ice in the winter, I sell fire in Hell. I am a hustler, baby, I'll sell water to a whale." — Jay-Z
5. “Clear is kind. Unclear is unkind." — Brené Brown
6. "The currency of real networking is not greed but generosity." — Keith Ferrazzi



None of these will change your business by itself. But one of them might change how you lead.

Video has quickly become one of the most powerful tools for financial advisors looking to grow their business, build trust, and attract new clients online.

In this episode of The Stephen & Kevin Show, we sit down with Colin Day, Wealth Advisor at Mercer Advisors, who has built an engaged audience of nearly 30,000 followers on Instagram by sharing relatable and practical videos about financial planning.

Colin’s content stands out because it’s authentic, personal, and approachable. Instead of overly polished production, he focuses on simple, real conversations about money that connect with everyday people.

We talk about how he got started with video, how his well-known “Tree Saga” content series began, and what financial advisors can learn about using video to build their personal brand and grow their practice.

If you're a financial advisor considering video marketing, social media content, or YouTube, this episode will give you a practical look at what works and how to get started.

What We Cover in This Episode

• How Colin Day first started creating video as a financial advisor
• The story behind his popular “Tree Saga” videos
• How often he posts content and plans his videos
• Where his financial content ideas come from
• Why Instagram works especially well for financial advisor video
• The role personality plays in building trust online
• How polished your videos actually need to be
• Measuring the ROI of video marketing for financial advisors
• Advice for advisors hesitant to start creating content

???? About The Stephen & Kevin Show

The Stephen & Kevin Show explores marketing, business development, and growth strategies specifically for financial advisors and wealth management professionals.

Colin Day is a Wealth Advisor at Mercer Advisors based in Chesterfield, Missouri. The opinions expressed by the speaker are his own and are not intended to serve as specific financial, accounting, or tax advice. They reflect the judgment of the speaker as of the date of publication and are subject to change. “Mercer Advisors” is a brand name used by several affiliated legal entities owned by Mercer Advisors, Inc., including, Mercer Global Advisors, Inc., an SEC registered investment adviser; Mercer Advisors Private Asset Management, Inc., an SEC registered investment adviser; Mercer Advisors Tax Services LLC; Heim, Young and Associates, Inc., (MA Brokerage Solutions); and Mercer Advisors Insurance Services LLC.

#FinancialAdvisor

 #FinancialAdvisorMarketing

 #FinancialAdvisorVideo

 #WealthManagement

 #FinancialPlanning

 #AdvisorMarketing

 #RIA

 #AdvisorGrowth

What happens when three industry titans leave the corporate world to build a firm from the ground up? In this episode of The Stephen and Kevin Show, we sit down with the founders of &Partners—David Kowach, Kristi Mitchem, and John Alexander.

Together, they have created one of the fastest-growing hybrid RIAs in the country, surpassing 100 advisor practices and $50 billion in assets in a remarkably short period.

In this episode, we discuss:

• Scaling with Soul: How to build an organization that feels small and personal but operates with massive scale.
• The Leadership Shift: Lessons carried over from leading massive organizations like Wells Fargo Advisors and BMO Global Asset Management.
• Intentional Culture: Why &Partners is focused on advisor ownership and removing the bureaucracy of "big-scale" players.
• Advisor Growth: Specific growth activities and marketing shifts for advisors moving away from large wirehouses.
• The Five-Year Vision: What success looks like as they target $120 billion in assets by 2028.

Whether you are a solo advisor or leading a large team, these insights on leadership and intentional growth are a masterclass for anyone in the wealth management space.

&Partners has selected Fidelity Investments (Fidelity) through its broker-dealer National Financial Services LLC (NFS) as our primary custodian. Fidelity Investments is one of the longest-standing private financial services companies in the United States. Fidelity utilizes NFS for the purposes of providing custody and safeguarding client assets.

Registered Representatives are registered to conduct securities business and licensed to conduct insurance business in limited states. Response to, or contact with, residents of other states will only be made upon compliance with applicable licensing and registration requirements. The information in this website is for U.S. residents only and does not constitute an offer to sell, or a solicitation of an offer to purchase brokerage services to persons outside of the United States.

Securities and investment advisory services offered through &Partners, LLC, a broker-dealer and investment adviser registered with the U.S. Securities and Exchange Commission and member FINRA/SIPC.

Financial advisors are rethinking what it means to grow, scale, and build real enterprise value. In this episode of The Stephen and Kevin Show (SK 124), we sit down with Louis Diamond, CEO of Diamond Consultants, to explore the mindset, marketing habits, and strategic decisions that separate advisors who simply manage a book from those building enduring firms.

You’ll discover:

✅ The mindset shifts advisors must make to thrive in independence

✅ Why enterprise value is becoming more important than AUM

✅ What advisors should expect when they take control of their own marketing

✅ Why thought leadership, video, and digital visibility matter more than ever

✅ What the most advisor-friendly firms are doing to attract top talent

✅ How to think about the next five years if you want to build something exceptional



If you’re a financial advisor who’s curious about advisor movement, independence, and the marketing strategies driving top firms forward, this episode will give you a clear picture of what’s working today.

???? Subscribe for more financial advisor growth strategies

???? Explore coaching, digital marketing, and resources at www.Oechsli.com

In this episode of The Stephen and Kevin Show, we break down Oechsli’s brand-new 2025 Advisor Research Report, uncovering 6 must-know financial advisor marketing trends that are shaping the industry this year.

Whether you’re focused on referrals, social media, or digital ads, this research-backed discussion will help you understand what’s working — and what’s not — in modern financial advisor marketing.

Here’s what we cover:

1️⃣ Marketing means experimentation – why top advisors test and refine continuously.

2️⃣ Referrals are not dead – how elite advisors still drive growth through personal introductions.

3️⃣ Social prospecting is a mentality – the mindset shift needed to grow your network naturally.

4️⃣ Google is part of your future – what SEO and Google Business mean for advisor visibility.

5️⃣ Websites outweigh offices – why your digital first impression matters more than your office décor.

6️⃣ Video is a trust-builder – how short, authentic videos accelerate client trust.

Download the full research snapshot here: oechsli.com/research

If you’re serious about financial advisor marketing and want actionable insights to attract high-net-worth clients, this episode is for you.

Subscribe for more episodes of The Stephen and Kevin Show — your source for advisor growth, marketing, and business development strategies.

Thinking about going independent? In this episode, we share practical marketing strategies for financial advisors preparing for a breakaway launch. At Oechsli, we’ve helped over 150 brand new financial advisory firms launch in the past two years, and we’ll show you what it takes to retain clients, establish credibility, and build a strong foundation for long-term growth.

What You’ll Learn in This Video:

✅ Why preparation, communication, and credibility are key to client retention

✅ How to set a realistic launch timeline (2–3+ months before going live)

✅ Naming your firm: personal brand vs. unique identity

✅ Designing a logo that builds trust and future growth potential

✅ Studio video & photography: the face of your new brand

✅ Website essentials that signal legitimacy and professionalism

✅ Signage, stationery, and marketing collateral that excite clients

✅ Social media announcement strategies + boosting tips

✅ Google Business Profile, Ads, and Press Release best practices

✅ Email series & ongoing marketing (social, ads, video, podcasts)

Why This Matters:

Launching your independent firm isn’t the time to cut corners. Every detail—from your logo and website to your first social media post—shapes how clients perceive your credibility and commitment. With the right plan, you can make your breakaway a seamless, successful transition.

Financial advisor marketing can feel intimidating - especially when unspoken fears hold you back. In this episode of The Stephen & Kevin Show (SK 121), we break down the 7 hidden fears that sabotage financial advisors’ marketing efforts and how to overcome them.

You’ll discover:

✅ Why worrying about peer reactions is costing you visibility

✅ How “not being interesting enough” is a myth keeping advisors quiet

✅ The truth about looking small vs. big firms

✅ How to market without feeling gimmicky

✅ Ways to look professional without overproducing

✅ Simple strategies to embrace technology (even if you’re not tech-savvy)

✅ How to invest in marketing without feeling like you’re wasting time or money

If you’re a financial advisor who wants to grow your practice, attract ideal clients, and market with confidence, this episode is for you.

Just getting started as a financial advisor? In this video, we're sharing 6 essential marketing tips that will help you build your brand, find your voice, and grow your client base faster. From social prospecting and video marketing to using LinkedIn effectively and dropping the excuses, these tips are simple, actionable, and designed for new advisors who want to stand out.

Whether you're launching your career or looking to level up, these strategies will set you on the right path.

Don’t miss:

• Social Prospecting
• Tracking Your Activity
• Video Marketing
• Asking for Advice (Not Just Business)
• Leveraging LinkedIn
• Crushing Excuses

Subscribe for more marketing tips and tools to grow your financial practice!

Not every prospect is ready to move forward right now — and that’s okay. In this episode, we explore how financial advisors can effectively market to Periodics — prospects who show potential but aren’t ready to commit today.

Learn how to stay in front of these future clients using:

• Strategic email newsletters
• Social media engagement tactics
• Targeted remarketing ads
• Timely event invitations
• Well-timed calls during market shifts

We also explain our proven pipeline process: Potential → Prospect → Periodic, and how to keep your Periodic engaged without being pushy.

If you’re a financial advisor looking to improve your marketing follow-up strategy and build a strong long-term pipeline, this episode is a must-listen.

Don’t forget to subscribe for more financial advisor marketing strategies that work.

LEARN MORE: www.oechsli.com

OUR SERVICES:

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Oechsli Newsletters - https://bit.ly/3tHbTQY

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FOLLOW US ON:

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Table of Contents:

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0:00 - Personal Stories

6:05 - What are periodics?

10:45 - Organizing periodics

15:35 - Event marketing

18:30 - Personal touchpoints

Ready to hit record? In episode 118 of The Stephen and Kevin Show, we break down why financial advisors should be filming videos—and how to do it right. From prep tips to teleprompter tricks, editing hacks to essential gear, we’ve got you covered. This is your backstage pass to showing up with confidence on screen.

LEARN MORE: www.oechsli.com

OUR SERVICES:

Oechsli Coaching - https://bit.ly/3qJ8UWk

Oechsli Social Content - https://bit.ly/3qM2vd2

Oechsli Digital Ads - https://bit.ly/3AhXuvE

Oechsli Video - https://bit.ly/3GRsFAA

Oechsli Newsletters - https://bit.ly/3tHbTQY

Oechsli Websites- http://bit.ly/2KUw04w

Oechsli Podcasts - https://bit.ly/3NgddRm

FOLLOW US ON:

Instagram: https://bit.ly/3KtYvpi

Facebook: https://bit.ly/3GQ8rXT

LinkedIn: https://bit.ly/33C6e3Z

=============================

Table of Contents:

=============================

0:00 - Intro

06:18 - The preparation for the prepared messaging for your video

10:04 - Before filming, warm up

11:48 - Should I practice before?

12:20 - What to use when filming

16:36 - Complexity vs. Simplicity

17:56 - Getting into editing

Are you unknowingly turning away prospects with your website? In this video, we break down the 10 most common mistakes on financial advisor websites—and show you exactly how to fix them.

 Whether you're building a site from scratch or revamping your current one, this guide will help you avoid critical errors that hurt user experience, SEO, and lead generation.

 Failing the 5-Second Test? Remember, visitors form first impressions fast. If your homepage is cluttered, confusing, or generic, you're likely losing business before the conversation even starts.Here's what we cover:

1. Failing the 5-Second Test – First impressions count.

2. Relying on Stock Photography – Authenticity beats generic visuals.

3. Accepting Old Copywriting – Cut the jargon and connect.

4. No Advisor-Generated Content – Build trust and visibility.

5. Neglecting SEO – Help prospects find you on Google.

6. Inconsistent or Weak Branding – Your website should reflect your firm.

7. Underwhelming Bio Pages – Personal connection starts here.

8. Lack of Models – Make complex ideas easy to digest.

9. Weak CTAs – Motivate meaningful action.

10. Not Using Tracking & Analytics – Improve what you measure.

 This is a must-watch for any advisor looking to upgrade their digital presence. If you're serious about converting website traffic into real conversations, this is where you start.

 Like this video if it helped you

 Comment with your biggest website challenge

 Subscribe for more tips on advisor marketing and branding

#FinancialAdvisorWebsites #WebsiteMistakes #AdvisorMarketing #FinancialMarketing #FailingThe5SecondTest

Allianz Investment Management LLC is a registered investment adviser and wholly owned subsidiary of Allianz Life Insurance Company of North America. Investment involves risk including possible loss of principal. There is no guarantee the funds will achieve their investment objectives and may not be suitable for all investors.

Investors should consider the investment objectives, risks, charges, and expenses carefully before investing. For a prospectus with this and other information about the Fund, please call 877.429.3837 or visit www.allianzIMetfs.com and review the prospectus. Investors should read the prospectus carefully before investing.

Distributed by Foreside Fund Services, LLC. Foreside Fund Services, LLC is not affiliated with Allianz Investment Management LLC or Allianz Life Insurance Company of North America.

In Episode 116 of The Stephen and Kevin Show, we dive into 5 key marketing trends shaping the future for financial advisors. From the evolving power of referrals to the impact of friendships, teaming, and digital media—don’t miss these insights to stay ahead!

LEARN MORE: www.oechsli.com

OUR SERVICES:

Oechsli Coaching - https://bit.ly/3qJ8UWk

Oechsli Social Content - https://bit.ly/3qM2vd2

Oechsli Digital Ads - https://bit.ly/3AhXuvE

Oechsli Video - https://bit.ly/3GRsFAA

Oechsli Newsletters - https://bit.ly/3tHbTQY

Oechsli Websites- http://bit.ly/2KUw04w

Oechsli Podcasts - https://bit.ly/3NgddRm

FOLLOW US ON:

Instagram: https://bit.ly/3KtYvpi

Facebook: https://bit.ly/3GQ8rXT

LinkedIn: https://bit.ly/33C6e3Z

=============================

Table of Contents:

=============================

0:00 - Intro

03:21 - Referrals reign supreme

07:37 - Friendships between client and advisor

12:22 - Why teaming is so important

16:11 - Why your website shouldn't be neglected

21:35 - Digital media's significant marketing opportunity for financial advisors

Allianz Investment Management LLC is a registered investment adviser and wholly owned subsidiary of Allianz Life Insurance Company of North America.

Most buffered ETFs have a cap, which may limit the upside return potential relative to the index performance.

Investment involves risk including possible loss of principal. There is no guarantee the funds will achieve their investment objectives and may not be suitable for all investors.

Investors should consider the investment objectives, risks, charges, and expenses carefully before investing. For a prospectus with this and other information about the Fund, please call 877.429.3837 or visit www.allianzIMetfs.com and review the prospectus. Investors should read the prospectus carefully before investing.

Distributed by Foreside Fund Services, LLC. Foreside Fund Services, LLC is not affiliated with Allianz Investment Management LLC or Allianz Life Insurance Company of North America.

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.

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.

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 discuss 10 truths of building thought leadership. This episode is filled with actionable advice on your journey to building digital authority. Enjoy!

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!

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 and will be made.

Video for this episode can be found at https://bit.ly/SK-94 

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 financial advisors.

Originally Published on February 4, 2021

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, 2020

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 own podcast
• Measuring your podcast’s success and ROI
• The equipment needed to get started
• The value of guest interviews
• And more!

Also, please excuse any background noise for this episode as there was considerable road construction during recording. Yikes!

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 (author of The Indispensable LinkedIn Sales Guide) host a lively discussion around issues pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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 reciprocity. 

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boome

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 in investable assets use emerging technologies in their interactions with financial advisors. The findings are insightful in general, but even more so when viewed through a generational lens. In this study, we split participants into three age groups (Under 45, 45-65, and Over 65).

In this podcast, we'll share some of our most interesting findings. 

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boome

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. All of these perceptions matter.

Here they are…the words to avoid, an explanation of why they’ve made our list, and some things to say instead...

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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 different animal now. 

When it comes to outbound prospecting, it’s hard to find a better tool than the upgraded version of LinkedIn, which they call Sales Navigator. It provides better search functionality, helps you organize your contacts more effectively, and alerts you to life and business changes that could mean money in motion. All great stuff for financial advisors looking to proactively market themselves on LinkedIn. 

The problem? Sales Navigator is packed with features and can be confusing. It feels like a totally different social network, which means yet another learning curve for financial advisors. We’ve gotten so many questions recently on this topic, so we thought we’d share a few insights to help you get the most from this ever-evolving sales tool.  Here are the three tips we cover:

1. Save prospects, clients, COIs, and competitors as “leads.”
2. Reach out to prospects who’ve posted in the past 30 days
3. Once you find a good prospect, use the “find similar” tool to find even more.

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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 cover three ways to make that happen…

1 - Let go of always being right

2 - Let go of always being in the middle

3 - Let go of the status quo

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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 members involved in your marketing efforts. Think about your assistant, a junior advisor, or anyone else on the team with good organizational skills and creativity. If set up properly, they can be incredibly helpful in:

1. Marketing Planning

2. Activity Tracking

3. Sourcing Opportunities

The bottom line is that by involving your team, you’ll likely end up with more consistent and thoughtful marketing.

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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 Kevin Show, we'll tackle these 7 ways to improve your name memory:

1. Make a conscious effort to truly listen.

2. Associate their name with someone else you know.

3. Associate their name with a unique personal feature.

4. Ask them to spell it aloud.

5. Connect on social media.

6. Repeat their name back to them.

7. Just write it down.

Dale Carnegie once said, “Remember that a person’s name is to that person the sweetest and most important sound in any language.” Hopefully, with a few of these tricks up your sleeve, you’ll soon be impressing your new contacts and approaching your social networking with supreme confidence.

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. How do you find the right balance? You need structure. You need a routine.

We included a 10-minute LinkedIn routine in our release of The Indispensable LinkedIn Sales Guide for Financial Advisors. It’s been a few years, so we thought it would be a good time to give it an update.

At first, this routine may take a little longer than 20 minutes, but once you get into the rhythm of doing it regularly – it will be much quicker. This will put more structure around your usage and most importantly – it will ensure you are making the most of your time on the network.

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 ways to give a relationship a “boost” is through a small, thoughtful gift. It shows that you know them and that you care. Nearly every advisor does this, but some do it waaaay better than others. In this episode, we’ll share some best practices for improving gift-giving within your practice.

Most companies spend 80% of marketing dollars on finding new clients and 20% on current clients when they should be doing the exact opposite. Spending money on current clients through small thoughtful gifts will generate goodwill and stimulate positive word of mouth. What’s the next gift you’ll send?

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 every month. Consequently, we’ve learned a lot.

There is no perfect script. If you thought this video would give you a text you can copy and paste, think again. While some templates may work from time to time, an effective LinkedIn messaging strategy is much more involved. A great message is personalized and tailored for your ideal prospect.

Instead, we’re offering you a framework to help you craft a perfect script. It’s a formula we use when crafting messages and we often refer to it as the “7 C’s.” Hope you enjoy!

Also, if you'd like a deeper dive into our marketing strategies, the Oechsli Learning Center is loaded with premium courses. Check them out here: https://www.oechsli.com/financial-adv...

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 covers to central points:

1. Relationship Marketing - If you want results quickly, focus on smaller accounts. - If you want smaller accounts, go cold. - If you want affluent clients, focus on warmer strategies. - Warmer strategies include personal introductions, client events, strategic alliances, and social prospecting.

2. Consistency of Execution - It's true in financial advisor marketing that everything works and nothing works. It's all about consistency and routine. - Routines are a little different for everyone, but if you want big results you need a big routine.

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer

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 by financial advisors, so in Episode 74 of the Stephen and Kevin Show, we thought we’d offer some tips for proper voicemailing. We'll elaborate on the following in much more detail:

- If you’re calling a prospect, leave some intrigue.

- If you’re calling an accountant, give more detail.

- Try and match the style of the person’s prompt.

- Don’t leave voicemails for people who don’t do voicemails.

- When prospecting, don’t start with XYZ financial services.

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 pertinent to financial professionals. 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 marketing strategies - How affluent consumers conduct digital due diligence - Elite financial advisor client service models - Tips for getting referrals from clients and COIs - Online branding for elite financial advisors - How to use LinkedIn, Twitter, Facebook and Instagram for prospecting

Questions for our next episode? #AskStephenAndKevin www.oechsli.com 800-883-6582

Tags: financial advisor, financial planner, RIA, insurance agent, marketing, sales, social media, LinkedIn, Twitter, Facebook, Instagram, affluent, luxury, millennial, baby boomer