Articles

LinkedIn + Facebook = Introductions²

Thu, 27 Oct 2016 15:49:00 +0000

How to leverage the power of social media to boost your prospects.

Stephen and Kevin Show Episode 41: Getting the Most Out of a Coaching Relationship

Thu, 27 Oct 2016 15:00:00 +0000

Most successful professionals, regardless of their profession, use a coach. In Episode 41 of the Stephen and Kevin show, the guys offer some valuable tips for getting the most out of these types of relationships.

Stephen and Kevin Show Episode 40: Psychology in Sales

Thu, 13 Oct 2016 15:00:00 +0000

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.

Seven Tips for Building the Perfect Day

Thu, 13 Oct 2016 13:03:00 +0000

There are some commonalities in how the industry’s most productive people manage their days. The following are a few worth mentioning.

Stephen and Kevin Show Episode 39: What Are Your Success Limiters?

Wed, 05 Oct 2016 15:00:00 +0000

Success Limiters™are mental hang-ups that have limited your success in the past. They distract us. They stop us in our tracks. They take us off course. Ultimately, they hold us back from reaching our potential.

Stephen and Kevin Show Episode 38: Six Times You Should Ask for Feedback

Thu, 22 Sep 2016 15:00:00 +0000

Most financial professionals we know don’t ask for feedback. Why? They’re afraid of what they might hear or they assume they won’t receive honest feedback anyway.

Remove Your Earmuffs and Ask for Feedback

Thu, 22 Sep 2016 14:36:00 +0000

Six instances where asking for feedback can be invaluable.

Stephen and Kevin Show Episode 37: Five Proven Ways to Get More Unsolicited Referrals

Thu, 15 Sep 2016 15:00:00 +0000

Five proven strategies to increase the flow of unsolicited referrals.

Avoid Advisor Burnout

Wed, 07 Sep 2016 18:19:00 +0000

The effort that it takes to be helpful to coworkers and clients should not be taken lightly.

Smooth Sailing Through the Fee Conversation

Thu, 25 Aug 2016 15:27:00 +0000

The following are preventative measures you can take to minimize fee concerns and ultimately sail through the fee conversation.

Stephen and Kevin Show Episode 36: 10 Signs Your Clients May Be Seeing Someone Else

Thu, 18 Aug 2016 18:00:00 +0000

It’s hard to bring in new clients—it’s even harder to lose them (emotionally at least).

Ten Signs Your Client May Be Jumping Ship

Thu, 11 Aug 2016 16:25:00 +0000

Tips on how to identify clients with "one foot out the door."

Stephen and Kevin Show Episode 35: Behavioral Finance with Dr. Daniel Crosby

Thu, 04 Aug 2016 15:30:00 +0000

Recent research has shown that financial advisors do more than portfolio construction and wealth management.

Stephen and Kevin Show Episode 34: Why You Should Watch the Olympics with Clients and Prospects

Thu, 28 Jul 2016 15:30:00 +0000

The Olympics in Rio are right around the corner. In our latest episode, we offer some clever ideas to maximize these historic games with both clients and prospects.

Putting Some “Drama” in Your Social Prospecting

Wed, 27 Jul 2016 17:38:00 +0000

There is a natural, yet powerful, way of broaching a business conversation with a social prospect. It's called "the dramatic approach."

Patience + Urgency = Magic Formula

Thu, 14 Jul 2016 12:42:00 +0000

You need urgency in day-to-day execution of activities. You need patience in seeing your hard work pay off.

Stephen and Kevin Show Episode 33: Telling Stories that Sell

Tue, 12 Jul 2016 15:30:00 +0000

When done correctly, story telling can be a highly effective way to connect with prospects.

Stephen and Kevin Show Episode 32: Maximizing Client and COI Birthdays

Thu, 23 Jun 2016 15:30:00 +0000

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.

One Big Thing to Acquire Affluent Clients, and More…

Thu, 23 Jun 2016 13:33:00 +0000

Questions and answers stemming from the podcast/YouTube Stephen and Kevin Show.

Stephen and Kevin Show Episode 31: 13 Differentiatiors for Financial Advisors, RocketReach

Wed, 15 Jun 2016 18:00:00 +0000

What makes you different? It's a question asked of nearly all service professionals. In this episode, we help you answer this question by determining you and your teams true differentiatiors. We also show you a nifty website to figure out prospect's email addresses.

Stephen and Kevin Show Episode 30: Transitioning from Cold to Warm Prospecting Methods

Thu, 09 Jun 2016 14:00:00 +0000

In episode 30 we tackle three questions from our audience regarding cold calling, LinkedIn Groups and robo advisors.

Sales Lessons From Trump University

Wed, 08 Jun 2016 14:56:00 +0000

From a sales perspective, we can all learn from the “playbook” recently released from Trump University.

Stephen and Kevin Show Episode 29: Common Sales Objections and Responses

Thu, 02 Jun 2016 14:00:00 +0000

In this episode we tackle 3 common sales objections and give you our best responses.

Eight Phrases Prospects and Clients Don’t Want to Hear

Thu, 26 May 2016 11:00:00 +0000

There are endless articles on what to say when meeting with clients and prospects. But just as important as what to say, is what not to say.

Stephen and Kevin Show Episode 28: Five Growth Tips for New Advisors

Wed, 25 May 2016 14:00:00 +0000

Are you a new advisor? Or, do you have a new advisor on your team? If so, don't miss this episode. We offer five growth tips for new financial advisors.

Your Team’s Most Critical One-Sheet

Thu, 12 May 2016 14:35:00 +0000

This may be the simplest, but most effective marketing tool you ever create.

Stephen and Kevin Show Episode 27: 10 Creative Ways to Touch Base With Prospects, iPhone Hack

Thu, 05 May 2016 14:00:00 +0000

In episode 27 we share an iPhone hack to free up space and 10 creative ways to touch-base with prospects.

Stephen and Kevin Show Episode 26: Surprise Special Guest, Winning the Mental Game

Fri, 29 Apr 2016 14:00:00 +0000

In episode 26 a surprise special guest pops in (literally), and we discuss the number one obstacle financial advisors face when it comes to growing their practice. Hint: It's totally within your control.

Ten Creative Ways to Keep Cold Prospects on Life Support

Thu, 28 Apr 2016 14:24:00 +0000

Here are some creative ways to stay in touch with prospects who have given you the Heisman.

Stephen and Kevin Show Episode 25: The Facebook Edition

Thu, 21 Apr 2016 14:00:00 +0000

In episode 25 we discuss how a personal Facebook account can help you deepen client relationships, find money-in-motion opportunities, and get targeted introductions to prospects.

Stephen and Kevin Show Episode 24: Bill Winterberg, YouTube Strategy, Cybersecurity, Pinball

Fri, 15 Apr 2016 14:00:00 +0000

We're back with special guest Bill Winterberg. We discuss YouTube strategy, Cybersecurity for yourself and clients, and pinball. Enjoy!

Earn the Right to Connect With Clients on Facebook

Thu, 14 Apr 2016 14:24:00 +0000

Our studies have shown through five years of evidence that getting social improves the business relationship.

Stephen and Kevin Show Episode 23: Firing Clients, Best Client Gift Ideas, Crowdsourcing Gone Wrong

Mon, 28 Mar 2016 14:00:00 +0000

In our latest episode we discuss how to fire clients, extremely creative surprise and delight ideas, and instances where crowdsourcing goes terribly wrong.

How Advisors Can Leverage Facebook Graph Search for Business

Thu, 24 Mar 2016 15:04:00 +0000

The following are just a handful of ways financial advisors should leverage Facebook’s Graph Search feature.

Stephen and Kevin Show Episode 22: 10 Personal Details You Should Know About Your Best Clients

Mon, 21 Mar 2016 14:00:00 +0000

Business is about relationships - we all know it. Building deep relationships involves connecting with clients on a personal level.

Stephen and Kevin Show Episode 21: Tom Kimberly, Betterment Institutional, Robo-Advisors

Thu, 17 Mar 2016 14:00:00 +0000

When most advisors hear the words "robo-advisor" they cringe. They envision direct-to-consumer platforms that have been threatening to disrupt the financial services industry for the past few years.

Winners Make the Most Mistakes

Thu, 10 Mar 2016 16:36:00 +0000

Taking a look at lessons from John Wooden, legendary coach and 10-time NCAA champion.

Stephen and Kevin Show Episode 20: Rob Knapp, 12/4/2 for 2016, Mt. Kilimanjaro

Mon, 07 Mar 2016 15:00:00 +0000

In Episode 20 we interview industry legend Rob Knapp about the optimal frequency for client contact, developing rituals, and his overall concept of Supernova.

Stephen and Kevin Show Episode 19: Going 'Viral', Prospect Lead Times

Tue, 01 Mar 2016 15:00:00 +0000

Stephen and Kevin are "back at it again" with Episode 19. They discuss the virality of online video, prospect lead times, and hiding LinkedIn connections.

Why Facebook Activity Matters: From ‘Likes’ to New Clients

Wed, 24 Feb 2016 21:34:00 +0000

Advisors who use Facebook often, connect freely with their clients and engage regularly are more likely to have acquired new clients.

Stephen and Kevin Show Episode 18: Kevin Bacon, Being the Trusted Advisor

Wed, 24 Feb 2016 15:00:00 +0000

In the latest episode of the Stephen and Kevin Show, we discuss six degrees of Kevin Bacon, how to be the "trusted advisor" when your client already has a "trusted advisor", and the secret to getting prospects to your intimate client events.

Stephen and Kevin Show Episode 17: Interview with Tash Elwyn

Tue, 16 Feb 2016 15:00:00 +0000

In this episode we discuss robo-advisors, the future of the industry, and even homestyle BBQ with our special guest Tash Elwyn the President of the Private Client Group at Raymond James.

Ten Questions to Help Advisors Relate to NextGen Investors

Wed, 10 Feb 2016 18:00:00 +0000

Use the following NextGen checkup to assess where you stand.

Stephen and Kevin Show Episode 16: Face Swapping, One Key Affluent Marketing Idea

Tue, 09 Feb 2016 15:00:00 +0000

In this episode we swap faces (not a typo), share ideas for affluent marketing, and how to properly promote recognition - without bragging.

Stephen and Kevin Show Episode 15: COI Reciprocity, Social Lunches, Gym Selfies

Tue, 02 Feb 2016 16:00:00 +0000

In this episode we discuss COIs who don't reciprocate, the power of social lunches, and Stephen shows off a few gym selfies #welcometothegunshow.

A Facebook Lesson From My Grandmothers

Thu, 28 Jan 2016 15:49:00 +0000

Don’t get friend-axed. Use Facebook to build, not hurt your personal brand and to build key relationships.

Stephen and Kevin Show Episode 14: Free Biz. Dev. Plan, Creative Intimate Events Ideas

Tue, 26 Jan 2016 16:00:00 +0000

In this episode we giveaway a 2016 Business Development plan, share our favorite creative intimate event ideas, and discuss whether or not to reach out to clients in volatile markets.

Stephen and Kevin Show Episode 13: More Video Views, Thank You Notes

Tue, 19 Jan 2016 16:00:00 +0000

In this episode we tackle how to increase views on your videos, responding when someone asks 'How's Business?", and some best practices for writing good ol' fashion thank you notes.

Why “Great” is a Terrible Response to “How’s Business?”

Thu, 14 Jan 2016 14:04:00 +0000

Your objective is to position yourself as a financial advisor who is client-focused and proactive.

Stephen and Kevin Show Episode 12: Michael Kitces, The Best $200 You Can Spend for New Years

Wed, 30 Dec 2015 16:20:00 +0000

In episode 12 of The Stephen and Kevin show we interview Michael Kitces to get his thoughts on the future of paying for financial advice. Also, find out the best way to spend $200 for the New Year.