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Stephen Boswell

Helping Financial Professionals develop highly efficient practice management systems, a well-defined wealth management process, and a system for high level personal service.

Every program they conduct, every coaching session they hold, and every training tool they develop is:

Action Oriented: Every program, presentation and coaching session conducted Matt is driven by the principle, “activity drives the dream”. Why? Too many people get side-lined by preparation. The Oechsli Institute gets everyone learning through experience. Because everything is based on current research, The Oechsli Institute is able to identify the right sales and marketing actions, and make certain they are performed the right way. Much of their coaching involves mastering the art of selling to the affluent — skill development.

Research Based: This is what sets The Oechsli Institute apart from other research firms; their coaching and workshops enable them to apply their findings in the real world. Their research has become the foundation of every program; speaking about what the affluent want, and how the elite professionals are able to meet their expectations.

Street Tested: Because their research is ongoing and all their field work is action oriented, The Oechsli Institute is able to test every facet of their findings to ensure their methods are working in the current environment. Every tactic they promote has been proven successful by many hard-working professionals.

  • Becoming a Rainmaker
  • Best Practices of Elite Advisors
  • Elite Financial Teams
  • Social Media

A partial client list includes:

  • MSSB
  • Wells Fargo Advisors
  • UBS
  • Sotheby’s
  • ADT
  • Nationwide Financial
  • Caldwell Banker Real Estate
  • Metlife
  • Raymond James
  • Linsco/Private Ledger
  • The Hartford
  • ING
  • Waddell & Reed
  • Coldwell Banker
  • Pioneer Investments
  • BlackRock
  • IMCA
  • Securities of America
  • National Mutual
  • Prudential
  • Northwestern Mutual
  • Mass Mutual
  • Jackson National
  • ScotiaMcLeod
  • Royal Bank of Canada
Travels From:  North Carolina
City: Greensboro
$5,000 and Under

Biography

Stephen Boswell is the President of The Oechsli Institute and the author of Best Practices of Elite Advisors. In addition to overseeing The Oechsli Institute’s research on the affluent consumer and financial advisors, Stephen speaks across the country on client acquisition, practice management, and social media. He is also a columnist for wealthmanagement.com and the author of best-selling Best Practices of Elite Advisors.

About The Oechsli Institute

Founded in 1978, The Oechsli Institute is a research-based coaching organization specializing in affluent sales and marketing that combines the academic with practical application. For over three decades they have conducted ongoing studies on both the affluent, in their decision making patterns, and elite advisors in their marketing and sales tactics. Through these parallel studies, The Oechsli Institute has found itself in a unique position; being able to field test the empirical data uncovered, with hands-on application through their coaching of sales and marketing professionals.

Much of their work focuses on the financial industry where they have researched wealth management teams, financial advisors, managers, wholesalers, and support personnel. From this work, The Oechsli Institute has been able to create models and templates, of both elite wealth management teams and elite advisors that have become industry standards. All of their training, workshops and coaching is based on these elite models developed through their research. The goal is to help advisors and teams improve their sales and marketing efforts, modernize their service models – all while strengthening the loyalty of their affluent clients. Their training programs and financial advisor coaching have been embraced by the biggest players in the financial services industry and beyond.

Presentations

The quickest way to become an Elite Advisor is to model the Best Practices of Elite Advisors – you want to learn from today’s best!  Top producers of yesteryear are not necessarily role models for acquiring and developing loyal affluent clients today.

This is a new world.  In today’s environment, relationship management and relationship marketing are inextricably linked.  Elite Advisors have discovered that by expanding relationships with their affluent clients, delivering an extremely high level of personal service, and engaging both husband and wife, they are able to strengthen these relationships while simultaneously penetrating spheres-of-influence.

Based on our latest advisor research, our seven-part Elite Advisor model includes everything from business development to practice management to affluent loyalty and more.  Join us and we will show you a roadmap for elite status.

You will learn how to…

  • Create service models that generate affluent buzz
  • Socially prospect without coming across salesy
  • Deliver Ritz-Carlton service with FedEx efficiency
  • Generate ongoing affluent introduction mechanisms
  • Exceed affluent client expectations
  • Incorporate high impact Rainmaking into a daily routine
  • Create a simple positioning statement
  • “Wow” affluent clients through systematic “surprise & delight”

Want more affluent clients?  Your course of action is clear –  mirror the marketing activities and sales skills of today’s Rainmakers.  Our research has uncovered specific Rainmaker marketing habits, exact scripting, and structure behind their repeatable marketing process.

Our objective is to use this information to help you create your own high-impact marketing system – all built on relationship-management.  Why?  Colder tactics simply don’t work.  Affluent clients rely on word of mouth to find advisors, which links hand-to-glove to the relationship building efforts of today’s Rainmakers.

You will learn how to…

  • Create win-win partnerships with other professionals
  • Turn your affluent clients into “connectors” for your business
  • Socially prospect without coming across salesy
  • Learn 5 affluent-tested introduction scripts
  • Uncover connections (source names) in every conversation
  • Host intimate events that attract prospects and generate buzz
  • Create a positioning statement that positions you properly

Elite Teams lead the field in client acquisition and client retention for a reason – they consistently engage in high-impact activities that most teams either will not or cannot do.  Through ten years of research on Elite Teams, The Oechsli Institute has uncovered these specific high impact activities and we look forward to sharing them with you.

We know, for example, that Elite Teams have service models that stimulate affluent buzz, marketing plans built around relationship management, and systems and procedures that treat their businesses like businesses.  Only 17% of teams are operating as Elite.  Why not learn from today’s best?

By combining The Oechsli Institute’s research on affluent investors with emerging technologies you will learn how to acquire more affluent clients and use technology to your advantage.

This is one of the only presentations that will show you specific tactics on how to leverage social networks like LinkedIn to actually bring in business!

You will learn how to…

  • Hand-select your prospects like never before by identifying your contact’s connections
  • Gather personal and professional information on clients and prospects in advance of face-to-face meetings
  • Develop a profile that mirrors your real-world brand and resonates with affluent investors
  • Build deeper, more meaningful relationships with your clients, prospects, COIs and referral sources
  • Develop content that people actually want to share online
  • Search for your niche on LinkedIn
  • Create more touch points with your top relationships
  • Get access directly to the decision makers, avoid the gatekeepers
  • Gain exposure and be found (optimize your profiles)

Areas of expertise

  • Practice Management
  • Building Your Brand
  • Business Development & Marketing
  • High Net-Worth Client Acquistion
  • Client Service & Asset Retention
  • Leadership
  • Wholesaler Development
© 2021 Ro Morrison & Assoc.