Participants:
Steve Wershing
Julie Littlechild
Tim Welsh
Julie Littlechild: Julie Littlechild: Julie Littlechild: Tim Welsh: Julie Littlechild: Steve Wershing: Julie Littlechild: Steve Wershing: Julie Littlechild: Tim Welsh: Julie Littlechild: Steve Wershing: Tim Welsh: Julie Littlechild: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Steve Wershing: Tim Welsh: Tim Welsh: Julie Littlechild: Tim Welsh: Yeah. And I think that determinant everyone’s sort of landing on is called hyper personalization or personalization at scale. Advisers are great because they have a 100 clients and they know everyone really well and they can pretty much anticipate their needs. But as you grow and scale, that becomes more challenging. And that’s really where the technology can hopefully step in and help you to be able to do that through client portals and through other data processing systems around the CRM and so forth. Those are all great concerns and yeah, maybe we’re not there yet. But at the same time, there are other apps on the phone that investors are using and they’re getting more accustomed to that. I think that’s really where the opportunity lies for advisors is to really up to the game along those ways. Tim Welsh: Steve Wershing: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Tim Welsh: Steve Wershing: Tim Welsh: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Steve Wershing: Tim Welsh: Steve Wershing: Julie Littlechild: Steve Wershing: Tim Welsh: Tim Welsh: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Tim Welsh: Tim Welsh: Steve Wershing: Steve Wershing: Tim Welsh: Tim Welsh: Julie Littlechild: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Julie Littlechild: Tim Welsh: Tim Welsh: Julie Littlechild: Steve Wershing: Julie Littlechild: Tim Welsh: Steve Wershing: Tim Welsh: Julie Littlechild: Tim Welsh: Julie Littlechild: Tim Welsh: Steve Wershing: Julie Littlechild: Steve Wershing: Tim Welsh: Julie Littlechild: Steve Wershing:
Welcome to Becoming Referable, the podcast that helps you become the kind of advisor people can’t help talking about. I’m Julie Littlechild and today Steve and I are joined by Tim Welsh. Tim is the CEO and founder of Nexus Strategy, a firm that provides consulting as well as strategic marketing advice and guidance to a very wide range of firms across the wealth management industry. But, I really wanted to tap into Tim’s thinking on how digital strategy will impact client experience and the client journey. He has some great insights there.
We talked to Tim about how client expectations are changing, and how they’re being changed by behemoths like Amazon, but then we get really granular on how those changes impact things right down to processes such as onboarding. Tim shares some thoughts on how some firms are using technology particularly well, and where there’s room for improvement. Tim has held senior roles in this industry, and I think that in addition to all of his experience with Nexus, this gives him a really unique perspective. I know you’ll get a lot from the conversation today, and with that, let’s get straight to the discussion with Tim.
Hey Tim, welcome to the Becoming Referable podcast, how are you doing today?
Fantastic. Thanks Julie for having me. Look forward to our conversation today.
Absolutely.
Yeah, it’s great to have you Tim.
Absolutely.
And you too, Steve. Good to see you.
We have an opportunity to talk at different things, so it’s great to just have a focused conversation on some of the cool work that you’ve been doing. And I want to dig into, there’s a lot of things I want to talk to you about today, but do you mind just starting with a quick introduction to the work that you’re doing these days?
Yeah, thanks so much. Yes. Nexus Strategy is a consulting firm I founded, if you can believe it or not, about 14 years ago.
14 years?
Wow.
Yeah. That’s like a thousand in dog years, I think.
Well you look good.
Appreciate it. Thank you. It’s a consulting firm that really is focused on the ecosystem that surrounds advisers. We work with a lot of the vendors who create great products, services, technology to help advisors run a better business and meet their client’s needs through a variety of different platforms, products and services. It’s really focused consulting around those aspects. As part of that, we get involved in a lot of different areas. Most likely you’ll see us in the technology arena, have a dozen clients there as well as some of the larger custodians, wealth management platforms, tamps and associations. It’s been a great journey. Before that I was at Schwab on the RA custom business and before that I was at Merrill, so both sides of the street plus a consulting chapter of my career. It’s been a fantastic journey and I’m very excited to be here today.
Yeah, well you’ve seen it from all sides, that’s for sure, which gives you a really interesting perspective. One of the things that I’m really excited to talk about it because we’re going to focus a bit on client experience and client journey, but the way in which technology comes into that. And often we talk about those two things almost as completely separate areas. I love the idea of talking about them together. One of the things that I saw you quoted on was in regards to Amazon or firms like Amazon and the client experience and the expectations that they’re creating. How do you see all of that impacting our industry?
Well I love that example of Amazon, because if you can remember before they were around, if you wanted to book, you had to drive to the bookstore, find a spot to park your car at the mall. Hopefully they had it in stock and then you got it, you had to stand in line and then somebody writing a check and it just could take you an afternoon to get a book for your vacation coming up. And then of course they changed all that with their focus on instant gratification. You can literally be on the beach in Tahiti at 2:00 in the afternoon and hit your iPad, click on Amazon, have your book downloaded in about 45 seconds. What a dramatic difference that is.
In wealth management, I think we’re still in the old bookstore world where people were writing checks and filling out paperwork. That client experience is not so great. Yet we’re all being trained now by these internet giants to really want that experience. To have that ability to get it now on any device. I think, as we think about the digital journey of someone who’s looking to work with an advisor, where does it start? Where does that end? How can you make it enjoyable? Because again, the bar has been raised and I think that’s why I love that example of Amazon or Google or any of those, Netflix, they really innovated focusing on that client experience. I think that’s the opportunity for advisors today.
Well Tim, if we can dig into that a little bit. I can hear the objections from advisers coming and saying, “Look, people are just not going to respond to click on this and you’ll get your financial advice.” Do you mean the dispensing of the advice? Or are you talking about other aspects of the experience that should be more like an Amazon or a Netflix?
Well, I think that’s a great point. Yeah, people still want to have that in depth conversation with a human advisor, but at the same time, it’s really how is that delivered? Where are the touch points? Is that in office experience fantastic? Is it over video? Then ultimately, okay, how do I get going? Oh, I got to sign up with you. Oh, that sounds like a lot of work. You’re going to send me a phone book of papers to sign and I’m going to have to fill out forms. And it’s just very difficult to get started. I think that’s really where the technology can help. Sort of intersect and intercept that onboarding process is one example of that. Getting started. And then ongoing, if I want to call my advisor at 3:00 in the morning because I just read an article about the coronavirus and the markets are crashing, what am I going to do? Holy smokes, let me see that.
If I can’t get a hold of that or I can’t see my information, then I have even more angst than if I have to wait till Tuesday because Monday is a holiday, 9:00 to 5:00 business hours, to find out that is not the greatest experience. It really spans the gamut and we can talk about that client journey in a second as well, but really the process of interacting with your financial advice provider in the manner that you want. And again, it’s not always going to be in person. I think the digital transformation of every industry is really happening right now, alive and well in wealth management. Of course advice is going to come in many flavors and different delivery mechanisms, but ultimately, how am I going to interact with you as a business, interact with you as my advisor?
Well, I think it also, it’s easy to go down and ignore some of these firms because we all think, well we do something different. We don’t sell books. And yet when you think about it, Amazon or Netflix, it’s not just about the experience. The fact is they know who I am, they know my habits and they personalize what they deliver. That’s a fundamental shift in my mind. Now in the case of Netflix, because I share an account with my son, they think I want to watch Marvel movies and such, but so they can get it wrong every now and then. But, don’t you see the, that to me does impact, that’s something we need to think about I think in this industry.
And of course I love the idea of this personalization, the ability to really drill it down because you have that great data. If you’re an advisor, if you’ve done a financial plan, you know just about everything about your client and then how can you then translate that into recommendations and the next step? That really becomes sort of maybe the next bridge that we all need to cross.
Yeah. Tim, and in the research you’ve done with advisers, there are a few areas where those kinds of effects come out. Things like branding and advocacy and you mentioned onboarding and what are some of the areas that you see as the biggest opportunities?
Well, I think if you just go to there, to the client journey, and I know Julie, this is near and dear to your heart and you guys.
It is indeed.
We just can’t help ourselves going there. If you think about just from the technology stack, I think people love to say the word tech stack, but for most advisers is more of a tech pile. And how do I have to really navigate that? The journey starts when someone refers you, this is the Referable podcast or they’ve found you or they introduce you and somehow they’re going to Google your name. That’s what we all do. And that’s where it starts. Now what pops up? Is it your Twitter feed or your LinkedIn feed or your website? Great, fantastic. They at least have some background on you. They click on it and then boom, they land on your website.
And this is really where the process breaks down because most advisors’ websites are still from the early 2000s. They haven’t updated them. They just don’t have the ability to then understand the journey of the prospect as they land on your website and what they want to do. One, they’re going to probably look at your profile on the about tab. They’re going to go, “Oh sounds like somebody interesting, engaging my friend referred them to me. Okay, great.” Now then how do I contact you? Is it easy? Do I have to click around? Or what can I learn about you? Is there any videos I can watch? Is there any sort of aspect on your website that makes it interactive? Is there a calculator that I can type in to get a basic, general understanding of where I am? And then I can do the call to action and then contact you.
That’s step one is really in the prospect journey. Step two is great, okay, they contact you, then what happens? Do you have them fill out a form? Do you again make them fill out paperwork or whatever? What is that? Is it elegant? Can you do it on an iPad with your finger? Will you sit next to them to get started? That’s really where it’s all going. And I think that’s the opportunity for technology. That’s step one. I think it’s really just engaging after they’ve found you, what does that look like? Is it simple, easy? Is it hard to do? Do you put roadblocks in my way to get started? Then of course, let’s open the account. Okay.
Well yeah, hang on. Before you even get there Tim, just let’s talk about that for a minute. Just getting because you mentioned Amazon and the culture of immediacy, the instant gratification. If someone reads your website and it’s good enough that they get interested and they want to talk to you and the best you can do is fill out this form and at some point somebody in our office, I think we’ll get back to you. That’s one of those contact points, where you can have the immediacy. Because now we have things like Calendly and ScheduleOnce where people can just go in and schedule the appointments and now I know I’m going to go meet that person. Are there other opportunities like that at that stage in the client journey?
Yeah, those apps are fantastic and I think that’s a great trend. Advisors are taking advantage to make it one click, easy to get started to really open those conversations with the prospect and the advisor. Because again, these are complete strangers, they may have heard a little bit about you. The more you can remove some of that unknown from that process, I think the more valuable those interactions will be. Again, back to our overall concept here of the client experience and the client journey, getting to that point.
And then from there it really just becomes the onboarding process. Do you have one? Is it consistent? Is it different for every client? Does it depend on they come in? Being able to get scale in this business, you really need to be able to have a process mapped out and then use technology to automate as much of that as possible through digital signatures and document management systems. And also your client portal can be a very powerful tool to be able to start archiving documents, having the ability to showcase on a timeline who you’re talking to, who your service team is. Really makes that process much more personal. Again, at scale and that’s what we’re all trying to get to is personalization at scale.
It seems like there’s a couple of things that advisors can think about as well. One, just sort of, you already mentioned this, like what are the phases of the client journey? And then really tackling each one of those separately. One of the questions that is associated with journey mapping that I always like is to ask yourself, what’s the client thinking, feeling and doing at this stage? Truly put yourselves in the mind of the client. Even when it comes to websites, like you mentioned Tim, you come there and why are you coming there for the first time? It may not to be to read about the history of the firm. It might be to understand, do I need an advisor? Really trying to think through what are they seeing? And what’s really on their mind? It’s complex. But I think that messaging do you think comes in almost as much as the whole process does?
I would totally agree. And does any advisor on the website have a process map? Like say, “Okay, when you work with us, here’s what happens, here’s the five steps.” Really informing the prospect IN what to expect and then they know, and then IF there are delays or if there’s other aspects, at least they are understanding in terms of what the process is. And that’s just, in the bucket of over communicating, I think. I think we all tend to say, “Well that’s just too much.” But I think, particularly in those early stages, because that’s make or break, they have every intention of working with you and following through but then that’s really where it can slip through your fingers if you have some form of a friction aspects to it, making it hard to do business with you.
And so I think you’re right. If you put yourself in the prospect’s shoes, I think advisors would do a lot of things differently. It’s just that we just don’t think about that. As advisors you already have so many other things to think about. But if you really took the time, again I think back to our tech stack in terms of mapping it to the customer journey, I think advisors would do a lot of things differently if they looked at in that framework in terms of a technology strategy going forward.
Well you talk about friction, which I think is an interesting way to look at how we can, and we had this example of using Calendly or something to book a meeting. In fact it was, we’ve used that for a while. It was on a recent podcast that I was like, oh my goodness, that’s so true. The number of times we send out an email to say, “If you’d like to book a meeting, email it.” We’ve already created friction. Just right there. We just created friction. Can you just thinking about the firms that you’ve talked to who are doing things well, Tim, can you think of some, maybe it’s related to onboarding, things that they’re doing that is fundamentally changing that experience?
Yeah, absolutely. One is sort of getting back to the core document management. Again, these are all forms we have to fill out. Being able to get the data to the right place so you can open the accounts and you can get the right information to complete the financial plan. There’s some great workflow tools that exists either in the CRM or in the document management system that can use a form filling process. The Dexy Drive Workflows automate it, reach out. Very similar to when you want to get a ticket on United airlines, you just log in the website, and think about what you’re doing. You’re filling into a form but at the backend it’s checking inventory of seats to bring it back to you. You put in your credit card, it’s checking to see if it’s valid, brings it back to you. Then the confirmation, all that stuff is happening in real time. That is a workflow that’s automated and that technology is available today for advisors and from a number of providers.
Using that to automate that new account opening process, the onboarding process, again to your point, takes that friction away because it’s really simply automatically checking inventory, checking availability, checking if things are complete so you don’t have to keep going back and forth and it just delays the time to get started and that’s one, on the client experience side, but also on the adviser profitability side. The sooner you onboard that client, the sooner you can start billing on those assets. And that friction slows down your revenue opportunities as well. That I think is a great area where people can attack. The one thing they can do from this podcast today is to think about how can I automate any of that as part of that process that will pay back itself in many, many ways?
How does an advisor go out and start finding what the opportunities are? How would an advisor identify what parts of their process they could automate and what options might be open to them?
Well my first answer is always hire very expensive consultants.
That goes unsaid.
That’s obvious.
Right, exactly.
But, if you can’t find one, I think, there’s great firms like Laserfiche and Salesforce and CRMs and Redtail. They have these tools built in. I think most advisors probably already own these systems. That’s sort of the reality is that you actually already have this software in your business, you just haven’t looked at it or thought about it or tried to adopt it. I think step one is look internal to what you already have. And you probably have a lot of these components to get started with. But the other aspect and the great quote that I always refer back to, “Before you touch the software, be sure to map out your processes in excruciating detail.”
Nobody wants to do that. That sounds like a fun project on a Saturday afternoon. Not really. But, just through swim lanes and sticky notes, you can sit your team down and in a few hours say, “Okay, what happens step by step by step?” And map that out. And then once you know that process you can be consistent. Then you can attach the software to it and start to automate it and make it easy and integrate it going forward. But I think people just like me, I get the remote control and I started pointing buttons and I still don’t know what the thing does and I still have problems with it because we don’t want to take that time to learn it first.
I know that’s not a fun piece of advice, but actually, yeah, that is a core aspect and the best firms that we’ve talked to, that’s exactly what they did. They said, “We had one ginormous pile of stuff and we had no idea what to do with it all. And what we did was break it down into this very simple process steps that had add value, like a compliance review or new account opening or an onboarding or any little, and just start with one simple point.” And once you’ve done that one, then you can move on to the other ones. Because otherwise it’s overwhelming. It’s intimidating. And we just say business as usual and we end up with one ginormous pile of stuff.
I think that’s an important point though because you can and you get better at it and it becomes easier. Sometimes we like to think of it as if you identify, if you started with a laundry list of every function in the business, then you could also ask yourself, where do we think we deliver an incredible experience today? Or versus there’s opportunity to improve. And then which of these would have the most significant impact on the client experience or client engagement? And if you can find those where it has the biggest impact and you have the most room to improve, maybe that’s the place to start because there’s perhaps it would have the biggest impact on the business. But yeah, I’m a big fan of picking one and just digging in.
And for many advisors who are not in growth mode, we talk to them and they say, “Well, we open five accounts a year.” And one, I’m kind of scratching my head saying, “That’s not very good.” But maybe they don’t need to automate that process. If you’re only doing it five times a year, maybe the manual work around is okay and yeah the client experience will suffer a little bit, but you’re probably not that worried about it because you only do it five times a year. But for most firms who are actually in growth mode, that is really where they can move the needle. And I think you’re absolutely right. Where’s our biggest value and bang for the buck? And maybe it’s ongoing servicing as well. Having that client portal out there so clients can check in on their financial situation, they can get updates, they can access their documents, they can have a mobile app on their phone.
That’s really the convenience factor and the speed of response to questions, which is kind of code for service. And as you know, if you service as a client tremendously well, that does lead to them being advocates for you and offering referrals. Megan Carpenter, good friend of mine at Vicom, she says, “Marketing is not referrals, referrals come from client service. If you want to exceed and do well at referrals, that’s where that comes from. Marketing is going out and finding people who don’t know you yet and getting them into your sphere of influence.” I think most advisors think, well most of our source of new business is referrals and that’s why we’re talking today. But marketing is something else, a differently. If you really want to drive that referral, that service, making all those touch points, digital, exceeding expectations and that’s really in your world and your sweet spot and you know that really very well and you’ve got great stats to back that up.
But I think if you think in that mindset, you would invest I think differently in your technology to be able to really make it easy to do business, make it easy to get information, make it 24/7, put it on any device they have. And that capability exists today. The Black Diamond client portal does all of this and more as one example. Same thing with other portals like the eMoney or MoneyGuidePro. And again, most advisors already have these software platforms. I think they just need to really force adoption.
I know clients don’t always want to get your email and their password and it’s more work for you, but if you can have a concierge onboarding service somehow to help have your clients get into the nitty gritty details. Okay here’s where you login, here’s your password, here’s your username, here’s where you see this, and really give them a tutorial hands on, that’ll pay for itself over and over again because one, they won’t call you back. You’ll save time on service because they’ll be able to self service and most people do want to self service. They don’t want to bother their advisor with a minor request of did this thing go through or not? They just want to look and see themselves. That I think is a big opportunity.
Well especially with gen X and gen Y clients, the baby boomers, I still I think still often will want a phone call, but the gen X would much rather do it themselves. If you can do it. I’ll throw in something that’s close to Julie and my heart, which is also as you’re contemplating the client journey, involve them in the process too. Bring them into it. When we ask about things like client portals and automation and those kinds of things in advisory boards, we sometimes get surprising answers. And if the advisor is just trying to think it through them through the process themselves, they don’t know that stuff.
There was one advisory board I remembered where they were asking about the portal and usage and they were all excited because they were getting good engagement and they were getting at getting good usage. What turns out everybody around the table was saying, “Oh I got hung up but then I just called Barb in your office and she took care of it.” They had this one poor, frazzled Barb sitting there who was taking all those client calls. They weren’t as automated as they thought. They eventually got people there, but knowing that ahead of time could have enabled them to improve that journey. And so, like you’re saying, having that concierge, having training as a part of the implementation process, those kinds of things are all really critical to working out what that journey is going to actually look like.
Totally agree. Yep. And we want to be automated to the nth degree but ultimately yeah, you need that out or somebody, the Barbs of the world to be able to do that. But that doesn’t have to be a senior advisor level. That’s sort of where you can try to hopefully delegate that down to more of a junior person who can, that’s their job is to be the client service excellence manager or whatever it is. And that’s solving for those login problems and those access points that may or may not be intuitive to us. But to other people it’s like a deep dark black hole and they’re like, oh my God, I can’t fall into this.
But I think it’s imperative on advisers if they want to scale, if they want to grow, they have to do that. They have to be able to really leverage their platform and their systems and their people in any way possible to be able to continue to grow. And I think that’s sort of the hiccups. And Mark Tibergien always says, “The number one enemy of advisers is capacity.” There’s demand for your service, but if you can’t bring it on and do it well, you’ll always be stuck and if it doesn’t scale the same kind of issue. You really need to have the benefits of technology and really embrace it and run with it. And I think once they do that, there’s some good examples, get some wins on the board, it becomes much more of an intuitive process.
I think this, you’re using the term concierge service or training. I think that’s a really important one to underscore because too often I wonder if what we do is just, okay, I’ve got the technology in place, then nobody uses it. We say, “Well clearly they don’t want it.” It’s like we create this self perpetuating thing, whereas we’ve got to think about how is the client experiencing this? How would they view it? Where are they going to stumble? And yeah, so the idea of saying, “Look, before we do anything so and so in the office is going to take you through this and guide you through the process.” I think that would, that’s really powerful. Otherwise assumptions about our own assumptions about technology start to take hold. Nobody wants that.
Totally agree. Yeah. And that’s a sort of like I said, that concierge level, invested an hour in the onboarding process with the client and they’ll never come back for more. And you’ve leveraged your time tremendously. It’s just that people say, “Oh, another hour? Oh my God, who’s going to do that? Who wants to do that? Can’t they just figure it out themselves? We got other things to do.” It is, it’s a mindset. You have to take a step back and really handhold the client in the first part of the relationship. And it pays off in so many different ways. Totally agree with that.
And so you kind of referred to this, but let me ask it in case there’s anything that we missed about the connection between all of this and referrals. You mentioned that when you’re delivering great experience, great service that people will refer. Is there anything else that you think that connects to referrals from what we’re talking about?
Absolutely. The whole idea of making the technology simple and easy to use and delighting the client along their journey. Not only when they get started with you but also ongoing and helping them get access to other information when they want it at the time they need it. That is all part and parcel to, again, creating that advocacy for the client that they say, “You know what? I love working with my advisor because my old one, I could never get in to see them. They never talked to me.” It was all those pain points that we know are the sort of the bane of existence of advisors and clients that they can’t get what they want.
If you can smooth that out, that really becomes the opportunity to showcase. If you’ve got the mobile app on their phone and then the clients actually engaging with it and someone on the airplane next to you kind of peers over your shoulder say, “Hey, what’s that?” That’s my advisor. Oh my goodness, that sounds so cool. We don’t have that. All of those things are great opportunities to, again, not necessarily go into the ask for the referral mode, but just delight the client so that they do think of you in a different way than the typical financial services provider.
Yeah. Yeah. And do you think the biggest roadblocks for advisers are, is it some view that I’ve got a great relationship, therefore I don’t need to think about these things? Is it fear? Is it just not knowing that, is it a different world? What do you think gets in the way?
Well, I think you mentioned already it’s assumptions. You’re assuming the client is happy. You’re assuming the client enjoys coming to your office every other month to do something. But the reality is that, they’re seeing other parts of their lives being automated through technology and are delighted by it. Again, we’ve talked about the Amazons, Netflixes of the world and they’re like, why does it have to be so hard? Why do I have to come in to see you? Advisors are again, we’ve been in a great bull run, 12 years of a bull market until this week that the markets have dipped dramatically, that no one has really been able to get too excited about changing what they do.
And so I think now the call to action really is to go back, look at your process, what are your touch points? Map that out and then be able to point to the areas where technology can actually make that a better experience. That seems to be the opportunity. Again, client experience to me is sort of code for a digital touch point. Again, we’ve been trained for this by the Amazons of the world or any other app on our phone and advisors are just not there yet. That’s sort of the call to action. And again, the fantastic news is the tools are there. We don’t have to wait for Santa Claus to come and bring us the big bag of goodies. You already probably have these tools, you just need to use them.
Yeah, go ahead.
No, go ahead.
What I was thinking about as you were talking about assumption is that part of the problem is that we ask the wrong questions. If you were to say to your clients, for example, “How do you like our in person reviews?” They would say, “Well they’re great.” But the real question you need to ask is, “How would you feel if we could deliver the same quality of reviews but you didn’t need to leave your office or home for example?” We only ask half the question and so we walk away with these assumptions. Or, would you like to access all your accounts via a client portal? No. But what if you could access the information you needed 24, I’m convinced this is what drives people in the wrong direction is we just, we ask the questions that give us the answers we want to hear.
Exactly right. Yeah. Self introspection is always hard and I think you’re right. Rephrasing the question in terms of the client’s needs and objectives. It’s always all about us and that that makes sense. That’s how we’ve been trained. But the service leaders, the service giants, they do exactly what you just said. They really think through what is it really? What are we really getting at? What’s the whole point of this meeting? Are we just relaying information back and forth? Are we developing a relationship? Or is there another way for this to be done because the delivery mechanisms have changed and there’s so many other access points we have available. That I think you’re right, reframing the questions would go a long, long way.
Yeah. Well Tim, there’s been a lot of really good stuff in this conversation. Unfortunately, we’re coming up on time, but if people wanted to find out more about what you and what you do, where would they look?
Well, if you’re on the website and it’s, nexus-strategy.com. That’s where we live. On Twitter, love social media, love tweeting about stuff, and we will tweet about this podcast of course.
You do. You’re an excellent tweeter.
Well that is on my resume though.
Because it’s real. That’s what the thing is, it’s like a real conversation.
Yeah. it’s @NexusStrategy. Post a lot of different content, links to stuff, and it really is the opportunity I think for advisors. I know advisors are sort of hesitant sometimes to put themselves out there, but it’s a great platform because you can publish your own stuff. That’s the media part. But there’s also the social part, which is, okay, well you’re a professional. What else about you that people want to work with you? What is your interests? That’s fair game to share. Yeah, those would be probably the two best spots to learn more. We’re also probably at every single conference out there, so come find me in the exhibit hall. That’s where I hang out.
Well, that sounds great.
Thank you.
Well, Tim, thank you so much for joining us.
Oh my pleasure. Thanks guys.
Okay, thanks.
Hey folks, Steve again, thanks for joining us on Becoming Referable. If you like what you’ve been hearing, please do us a favor and rate us on iTunes. It really helps. You can get all the links, show notes, and other tidbits from these episodes at becomingreferable.com. You can also get our free report, Three Referral Myths That Limit Your Growth and connect with our blogs and other resources. Until next time, so long.