Steve Lockshin

Inquirer
DISC Type : cd

Founder at Vanilla

Los Cabos, Baja California Sur, Mexico

Overview

Steve Lockshin is a serial entrepreneur modernizing the wealth management industry. As the founder of Vanilla and AdvicePeriod, he focuses on leveraging technology for effective estate and investment planning for the ultra-affluent. He is a champion for the fiduciary standard and transparency, and holds a Bachelor of Science from the University of Maryland.

Outside of his entrepreneurial ventures, Steve is an enthusiastic lacrosse fan and supports Harlem Lacrosse, an organization that aids underprivileged youth. He is a member of the Young Presidents Organization and the Chief Executives Organization. He is also an accomplished pilot, having progressed from a private license to piloting corporate jets.

He has been repeatedly recognized by Barrons as a top financial advisor, including being ranked #1 nationally and #1 in California.

Personality Overview

Judgemental

Demanding

ROI Conscious

They can be nudged to make faster decisions by offering what they value.  They focus on objectivity in a pitch and pay little attention to bells and whistles. They respond well to confident salespeople.

Topics They Care About

Modernizing Estate Planning
Founder of Vanilla, a platform designed to simplify and automate estate planning for advisors. He frequently speaks on making this complex field more accessible and efficient through technology.
Fiduciary Standards
He is a vocal champion for the fiduciary standard and consumer education, writing the book "Get Wise to Your Advisor" to address conflicts of interest in the financial industry.
Fintech Innovation
An early investor in firms like Betterment, he believes technology is the future of financial services and will ultimately reduce conflicts of interest for consumers.

Media Appearances

Steve Lockshin, AdvicePeriod & Vanilla - The Fintech Series. Featured in The Fintech Series (Spotify)

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Setting the Standard with Steve Lockshin. Featured in Just Vanilla Blog

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Steve Lockshin's Vanilla Relaunches Vanilla Academy. Featured in WealthManagement.com

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Work History

4-2019
Founder at Vanilla
2-2014
Founder at AdvicePeriod
1-2020
Board Member at PATHWATER
7-2017
Member at Chief Executives Organization
Member at Young Presidents' Organization

Education

1985 - 1988
Bachelor of Science (BS) from University of Maryland

More Information

Social Presence :

Prographics :

Exp : 11 Location : Los Cabos, Baja California Sur, Mexico Job Level : Leadership Designation : Founder at Vanilla
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • Be crisp while making the pitch
  • Highlight the competitive differentiation of your product
  • Get to the point quickly instead of spending too much time on pleasantries

DONT's

  • Avoid repeating yourself or making generalizations
  • Do not give up if they are not convinced, try again with a different approach
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Steve

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • Their decision making speed is somewhere in the middle.
  • Can Steve take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Steve

Personality Compatibility


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