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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.
May 25, 2005
John Churchill |
Millions to Choose From Advisors gunning for millionaire clients now have more prospects to choose from -- and a blueprint for what they're looking for -- according to a new survey which says that 1.3 million new American households became millionaires in 2004. |
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.
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.
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
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. |
Registered Rep.
May 5, 2011
Matt Oechsli |
Build Trust, Win Affluent Clients, Become a Rainmaker Much is required of today's financial advisors in order to earn a recommendation. |
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? |
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.
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. |
Financial Planning
June 1, 2010
John J. Bowen, Jr. |
The Perfect Profile Looking for the ideal client? Write a detailed description of the top clients you have now, by answering eight simple questions. |
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. |
Financial Planning
May 1, 2008
Stacy Schultz |
Client Loyalty The most common reason affluent investors leave their financial advisors is because their advisor does not answer their calls, according to a new report. |
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.
November 1, 2006
Matt Oechsli |
Warning or Opportunity? Here are new affluent client issues that can be both warning shots and opportunities for financial advisors: Increasing Internet Savvy... Dissatisfaction with Financial Plans... Increased Competition... etc. |
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.
November 1, 2005
Grove & Prince |
Elusive Loyalty It's a serious conundrum for financial advisors: Their success hinges on their ability to cultivate loyalty in their most affluent clients, but many are having a tough time building that loyalty. But financial advisors can learn the skills that promote client loyalty. |
Registered Rep.
October 29, 2015
Matt Oechsli |
Financial Advisors Rock This doesn't diminish a CPA's or estate attorney's expertise, but it does provide a clear signal that the affluent perceive today's financial advisor as the quarterback out of all of these financial experts. |
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.
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? |
Registered Rep.
October 30, 2014
Matt Oechsli |
How to Build a Peer-to-Peer Sales Force Imagine if everyone who knew you promoted your services. This would be a financial advisor's dream. |
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.
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.
May 12, 2011
Matt Oechsli |
7 Key Attributes of Top Assistants The increasing importance that the advisor-assistant relationship plays in the loyalty of today's affluent client prompted the Oechsli Institute to conduct a study on advisors and assistants. Here are the findings. |
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. |
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
October 1, 2009
John J. Bowen Jr. |
Success on Purpose The right practice framework is essential to reaching success in the financial advisory industry, and the most important aspects of this framework fit into seven categories. |
Registered Rep.
February 1, 2006
Matt Oechsli |
The Full Monty Affluent clients want a clearly defined and structured process that will produce the right solutions for managing their financial affairs. For many financial advisors, this means coming up with a formal plan. Here's how. |
Investment Advisor
March 2008
Kara P. Stapleton |
Web-Savvy Seniors A new study shows that affluent older Americans are taking more financial action online. |
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. |
Financial Advisor
September 2004
Grove & Prince |
How U.S. Small Business Owners Find Their Advisors Referrals and trustworthiness are key elements for financial advisors in gaining this high-end business. |
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.
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. |
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. |
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. |
Investment Advisor
March 2006
Kathleen M. McBride |
Return of the Broker? Full-service brokers are regaining favor among affluent investors, according to recent study. However, it looks like they still have a way to go keep clients satisfied. |
Financial Planning
October 1, 2008
John J Bowen Jr |
Wealth Transfer It's important for financial advisors to understand the profound effects that inherited money has on inheritors when developing a strategy to work with them. |
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.
February 1, 2005 |
So Whose Fault Is That? In a survey of nearly 800 affluent investors by PNC Advisors, about half worry their children will grow up feeling entitled. |
Registered Rep.
June 9, 2011
Matt Oechsli |
The Opportunities of Guarded Optimism There is still work to be done amid this guarded optimism, but opportunity awaits those financial advisors who are able to shake free of any complacency and are willing to roll up their sleeves. |
Registered Rep.
July 23, 2003
Nigel Goodman |
Servicing Your HNWs A recent Fidelity Investments survey shows that affluent clients will still replace their advisors if they are not meeting portfolio goals. Predictably, the survey encourages advisors to become more attentive to the needs of their affluent clients. |
Registered Rep.
April 5, 2012
Matt Oechsli |
Enhancing the Affluent Client Experience Everything is important when you're dealing with the affluent. Here is a checklist that can help you have more consistency with what may be referred to as the client experience. |
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.
March 1, 2006
Matt Oechsli |
Positioning Power Here is a sales strategy for getting affluent investors to turn to you first for their financial needs. It involves taking eight steps -- three of which are of particular importance -- that will produce the best results. |
Financial Advisor
December 2003
Bill Bachrach |
The Undisputable Truth Your time is limited, so working with ideal clients is essential. |
Financial Advisor
December 2003
Grove & Prince |
The Financial Life Of Senior Executives Who do America's top executives favor as their primary financial advisor and how did they find that advisor? |
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. |
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. |
Financial Planning
July 1, 2008
Stacy Schultz |
Get Fees? Young, high-net-worth investors care about the amount they are paying in fees and are only willing to cough up high costs in management fees if they are getting above-average performance in return. |
Registered Rep.
April 1, 2005
John Churchill |
Wealth + Apathy = Opportunity The good news for high-net-worth hunters: A large subset of affluent clients --- self-directed investors --- tend to be nonplussed by their current advisory relationship. |
