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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 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.
July 1, 2006
Matt Oechsli |
The Mindset of a Rainmaker A rainmaker in the financial advisory profession has the mindset of a fearless achiever who is determined to win. Here is a quick assessment you can use to determine how close you are to adapting a rainmaker's mindset. |
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.
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.
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.
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. |
Investment Advisor
December 2007
Susan L. Hirshman |
Referrals Revisited Start today on a better method to get better referrals. Often for financial advisors, your best sources of future clients are right in front of you. You just have to unleash them from your book. |
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.
June 17, 2013
Anne Field |
First Timers Cold calling is out; networking is in. Here's how to jump start a practice -- from scratch. |
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. |
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.
June 1, 2006
Matt Oechsli |
Strategic Intent To better understand the difference strategic intent makes, here are contrasting examples of two financial advisors who participated in similar high-impact rainmaking activities. |
Registered Rep.
June 1, 2011
Matt Oechsli |
The Secrets of Successful Intimate Client Events Many advisors, need to take a step back in order to build client receptiveness toward their events. This isn't a one-and-done effort, but rather an ongoing process. |
Registered Rep.
May 1, 2005
Anne Field |
Refer Madness When it comes to finding new business, referrals, of course, are the gold standard. What could be a more effective marketing tactic than having existing accounts or business associates urge their own network of friends, family and clients to seek you out? |
Registered Rep.
November 9, 2011
Boswell & Nichols |
Keys to Generating New Advisor Introductions Introductions are an extremely high impact activity when done correctly and they can be just as effective for someone who is brand new to the business as they are for a 30 year veteran. |
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. |
Investment Advisor
January 2010 |
Soapbox: Your Best Resolution for Growth in 2010 This year and in the years ahead, to be a successful advisor requires you to narrowcast. |
Registered Rep.
September 20, 2011
Boswell & Nichols |
Network Builders for New Advisors Social networks are big business for financial advisors. Your marketing efforts depend on the number and quality of connections you develop. |
Registered Rep.
November 30, 2011
Matt Oechsli |
It's Time for Inventory: Annual Client Re-Engineering Every businessperson should conduct inventory at least once a year. For advisors, this inventory is the client. |
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? |
Entrepreneur
August 2008
John Jantsch |
Do the Two-Step Forget cold calling -- now, getting leads is as simple as counting to two. |
Financial Advisor
October 2007
Grove & Prince |
7 Steps To An Affluent Client Referral It's common knowledge that referrals are the best way to build an advisory business, especially if you want more wealthy clients. Here are the steps that lead to a successful client referral. |
Registered Rep.
April 21, 2011
Matt Oechsli |
Developing Rainmaking Strategic Intent Typically advisors make one of two mistakes at social events: They can't help coming across like salespeople, or, they're so fearful of coming across as pushy that they have no rainmaker game plan for the event. |
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. |
On Wall Street
April 1, 2011
Todd Colbeck |
High-Net-Worth Marketing In Three Easy Steps High-net-worth clients are less likely to respond to direct mail seminars and advertising. Introductions are the preferred way for them to meet a new advisor. Try these techniques. |
Registered Rep.
May 19, 2010
Anne Field |
The Art Of The Referral Everyone wants to win new business through referrals from clients and other associates. And why not? It's considerably more efficient than, say, running seminars or dialing for dollars and it produces infinitely "warmer" prospects. |
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.
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.
August 24, 2011
Boswell & Nichols |
7 New Advisor "Musts" for Thriving in Crisis These seven tips are great for deepening relationships, initiating new relationships, and finding new business in a time when many of your competitors are missing the mark. |
PHONE+
January 12, 2010 |
Can An Agent Survive on Referrals Alone? Referrals can be a great way of building a business and should be a part of any sales process, but a business will not be able to grow on referrals alone. |
Entrepreneur
February 2008
John Jantsch |
Frame of Reference Referral-based business is good business, so why not put it front and center? |
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
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. |
Financial Advisor
December 2006
Pomering & Littlechild |
Using Client Feedback To Unlock Client Value How can you use client feedback to unlock client value in your financial advisory business? |
Registered Rep.
August 1, 2004
Matt Oechsli |
At Play on the Fields of the Rich For reps selling to the affluent, it is important to find out where affluent people gather and then meet them face to face. |
Registered Rep.
June 6, 2012
Matt Oechsli |
Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand. |
Registered Rep.
March 31, 2015
Matt Oechsli |
Upping the Referral Game How do elite financial advisors develop effective referral alliances? |
On Wall Street
April 1, 2013
Margarida Correia |
Referrals Aren't Enough to Lure Clients Contrary to what many advisors assume, referrals do not automatically create new 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. |
Investment Advisor
April 1, 2011
Joni Youngwirth |
To Ask or Not to Ask? Develop an Effective Referral Strategy in a World of Contradictory Advice It's not how, who, or when you ask -- it's if |
Financial Advisor
September 2012
David Lawrence |
Dare To Be Different It's the best way to attract new clients and build business. |
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. |
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.
October 1, 2012
Matt Oechsli |
Don't Sell Yourself Short Many advisors are going about selling their value all wrong. The old elevator speech may need some rejiggering. |
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.
July 24, 2013
Matt Oechsli |
The Generational Divide The next generation of investors is easily misunderstood. But if you want to hold onto their assets, you'd better get to know them. |
Registered Rep.
June 3, 2013
Abby Salameh |
The Anatomy of a Marketing Plan You can talk as much as you want to about a strategy for growth, but it's the execution that really matters. |
Financial Planning
May 1, 2006
John J. Bowen |
Where the Clients Are For financial planners, client referrals are the chief source of qualified prospects, right? Maybe not, according to the latest research. |
On Wall Street
January 1, 2012
Todd Colbeck |
Becoming A Lean, Mean Referral Machine Referrals are the best marketing system selected by advisors when surveyed -- particularly for the high-net-worth client. |
