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Registered Rep.
March 1, 2013
Matt Oechsli |
Are You an Elite Advisor? The Oechsli Institute recently conducted its annual advisor survey to discover just that. The research shows what today's affluent clients expect from a financial advisor and what advisors are doing to meet these expectations.   |
Registered Rep.
October 14, 2013
Matt Oechsli |
Mastering the Personal Introduction An important point to remember is that by asking for an introduction, you are helping your client help you by identifying a specific person you'd like to meet. |
Registered Rep.
August 27, 2014
Matt Oechsli |
Seven Phrases Advisors Should Never Use Nobody likes to be sold to, especially today's affluent. Yet many people still try to sell their products and services to this lucrative consumer niche, including financial advisors. |
Registered Rep.
September 1, 2004
Matt Oechsli |
The Myth of Reluctance There are four important facts for advisors who struggle to get new client introductions from their current affluent clients. |
Registered Rep.
December 1, 2006
Matt Oechsli |
How to Talk to Wealthy Folks The rich are different, as they say. And that applies to how they talk -- and how they want to be talked to. Less jargon is better... More direct and straightforward is better... More rehearsed and practiced is better... etc. |
Registered Rep.
March 1, 2005
Matt Oechsli |
A Recipe for Failure Somewhere, somehow, some high-net-worth advisors are making serious, but easily remedied, missteps. Are you one of them? |
Financial Planning
November 1, 2006
John J. Bowen |
Women of Wealth Financial advisors can use their knowledge of affluent women to create a unique value proposition, and put themselves in a tremendous position to serve a group that's been too long ignored -- and capture more business than ever before. |
Financial Planning
September 1, 2013
John J. Bowen, Jr. |
How to Reach Million-Dollar Clients To move your practice onward and upward, you may need to reconfigure the way you do business. Here s how. |
Registered Rep.
February 9, 2012
Boswell & Nichols |
Fast Track: Less Verbiage -- Better Results Rainmakers win the confidence of affluent prospects by framing everything in direct and simple language. |
Registered Rep.
June 1, 2008
Matt Oechsli |
Mission Personal Potential Our research uncovered four key motivators that impact affluent decision-making: personal health, family health, financial health and spiritual health. |
Registered Rep.
September 8, 2014
Matt Oechsli |
You're Just Not That Interesting Even though you were asked a question about yourself, the less you talk about yourself, the more quickly you build rapport. |
Registered Rep.
January 1, 2006
Matt Oechsli |
Developing Your Business Mode Here are five key, but simple, questions to help financial advisors create their perfect business model. |
Financial Planning
April 1, 2008
John J Bowen |
Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients. |
Registered Rep.
June 1, 2005
Matt Oechsli |
The 12 Steps to Success Interviews with successful high-net-worth advisors has helped us to create this process of a dozen steps that, when properly applied, serve as a blueprint for acquiring and keeping wealthy clients. |
Registered Rep.
July 31, 2012
Matt Oechsli |
Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls. |
Registered Rep.
April 1, 2005
Matt Oechsli |
Appearances Matter Wealthy clients weigh a lot of factors when choosing a financial advisor --- cost of services is one of them, but it is far from the most important. |
Registered Rep.
May 8, 2014
Matt Oechsli |
Working the Room As much as we tout financial advice as a relationship business, many advisors struggle with networking. Instead, they make it all about business. |
Registered Rep.
November 1, 2005
Matt Oechsli |
Successful Prospecting Habits Current research clearly states that affluent Americans are searching for a trusted "go-to" financial coordinator, but they do not know where to look or whom to trust. Here's what advisers can do to win these sought-after clients over. |
Registered Rep.
January 29, 2015
Matt Oechsli |
The Elite Financial Advisor of 2015 Most advisors would love to call themselves "elite," placing them in the small cadre of advisors that do the right activities the right way and are seeing phenomenal results. What exactly does this exclusive group look like? |
Registered Rep.
October 19, 2011
Matt Oechsli |
Crafting Your Occupy Wall Street Message Occupy Wall Street is turning into a viral marketing campaign for elite advisors. |
Registered Rep.
June 6, 2012
Matt Oechsli |
Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand. |
Registered Rep.
April 25, 2013
Matt Oechsli |
Friend Me The Oechsli Institute's 2013 Affluent Investor Research paints a very clear picture: Today's affluent investor insists on having a business and personal relationship with their financial advisor. |
Registered Rep.
October 12, 2011
Boswell & Nichols |
You Seem Pretty New at This... There are a few areas that new advisors can control to help deemphasize their youth and inexperience. |
Registered Rep.
February 26, 2015
Matt Oechsli |
The Marketing Budget of An Elite Financial Advisor For the general population of advisors, the question is how to mirror the relationship marketing activities of an elite financial advisor with only a fraction of the resources. |
Registered Rep.
March 8, 2012
Boswell & Nichols |
The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients. |
Registered Rep.
March 31, 2015
Matt Oechsli |
Upping the Referral Game How do elite financial advisors develop effective referral alliances? |
Financial Advisor
November 2005
Grove & Prince |
A Dangerous Disconnect Many advisors don't understand what their wealthy clients want -- or need. By being able to deal with the planning concerns of the affluent by brining in the proper experts, the financial advisor will end up growing his or her business. |
Registered Rep.
August 1, 2006
Matt Oechsli |
Clone Your Clients Hang it up -- the phone that is. The way to get affluent financial advisory clients is through networking, referrals and introductions, not cold calling or direct mail. |
Financial Planning
January 1, 2009
Stacy Schultz |
Manage My Wealth Most affluent individuals do not like the term "wealth management," a new study by SpectremGroup reveals. |
Registered Rep.
April 1, 2007
Matt Oechsli |
Trust Me The affluent are looking for an unbiased professional -- someone they trust -- to guide them through the complexities of today's financial world. They want the financial services equivalent of a family doctor. |
Financial Planning
October 1, 2009
Marc S. Freedman |
Get Serious Advisors have the ability to serve the mass affluent well, and earn money too. This is a segment of our population that is ready to get serious right now. |
Investment Advisor
July 2009
James J. Green |
Numerology: Wealthy Remain Wary The wealthy are even more risk-averse than advisors might have thought. |
Registered Rep.
January 1, 2005
Matt Oechsli |
Your Year of the Affluent The coming year will bring forth unprecedented opportunities to attract wealthy clients. |
Financial Planning
June 1, 2006
John J. Bowen |
The 30-Day Plan Here are three steps you can take right now to jumpstart your financial advisory business. |
Registered Rep.
June 13, 2012
Matt Oechsli |
Prospect Facetime: Five Affluent Faux Pas To Avoid Don't be afraid to sell, but mind these pitfalls. |
Registered Rep.
November 3, 2010
Diana Britton |
Merrill Lynch: Affluent Investors Remain Conservative Despite Positive Outlook According to the latest Merrill Lynch Affluent Insights Quarterly, 39 percent of affluent Americans described themselves as having a low investment risk tolerance. |
Registered Rep.
March 1, 2005 |
The Women Are Getting Richer The number of women with at least $500,000 in assets grew 17% from 1996 to 2000. |
Financial Advisor
March 2012
Bernie Clark |
The Changing Affluent Investor Advisors must prepare for new affluent clients and the changes, attitudes and expectations they will bring with them. |
Financial Planning
May 1, 2011
John J. Bowen, Jr. |
Going Private Private client events can have a sizable impact on the success of your practice-helping you build credibility with existing clients and attract new business. Yet many advisors overlook these events or conduct them poorly. |
Registered Rep.
March 1, 2012
Matt Oechsli |
The Affluent Gender Shift A strong case can be made that it's becoming a woman's world. Today's affluent women are taking a much more active role in virtually every aspect of their family's finances. |
Registered Rep.
August 31, 2011
Matt Oechsli |
Modeling Elite Advisors in Crisis This crisis is an opportunity for every advisor to strengthen client loyalty and acquire affluent clients - to model elite advisors. This elite methodology revolves around being strategically proactive. |
Financial Planning
January 1, 2006
John J. Bowen |
Just Ask! Capturing more of your clients' assets is one of the most effective ways to grow your financial planning practice. Here's how to do it. |
Financial Advisor
February 2006
Grove & Prince |
Who Wants to Be a Millionaire? The top 1,200 U.S. financial advisors, who regularly earn more than $1 million on an annual basis, rely on characteristics and techniques that can be adopted and refined by a great number of advisors. |
Registered Rep.
December 18, 2014
Matt Oechsli |
The Year of Financial Advisor Transformation For advisors to capture more affluent business and demonstrate their value beyond performance, they'll have to transform their business. |
CRM
March 1, 2005
Colin Beasty |
Required Reading: The Rich Are Different The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life by Matt Oechsli... The Buzz by David Freemantle... Strategies That Win Sales: Best Practices of the World's Leading Organizations by Mark Marone and Seleste Lunsford... |
Registered Rep.
October 1, 2005
Matt Oechsli |
Seven Steps to a Highly Successful Practice As a financial professional focused on earning the loyalty of affluent clientele, you need to understand the distinction between satisfaction and loyalty. You want satisfied clients, but the hard reality is your loyal clients will not be satisfied by everything you try to do for them. |
Investment Advisor
May 2008 |
Whither Client Loyalty? Are you certain that your clients will follow you where'er you roam? According to new research by Spectrem Group, clients may not be as steadfast as Mary's little lamb. |
Registered Rep.
March 15, 2012
Matt Oechsli |
The Affluent Relationship Shift (2nd Macro Shift) How important do you think it is for support personnel to be involved in helping manage the business and social components of client relationships? |
Financial Planning
December 1, 2009
John J. Bowen Jr. |
Ten for 2010 Here are five steps that advisors can take right away, followed by five more that will help them position their practices for long-term success. |
Registered Rep.
March 22, 2013
Matt Oechsli |
What Women Want When Shopping for an Advisor Affluent women are now more involved in major purchase decisions than ever before. Here's what they're looking for in an advisor. |
