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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.   |
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.
July 31, 2012
Matt Oechsli |
Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls. |
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.
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.
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.
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.
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.
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.
May 21, 2015
Matt Oechsli |
The Affluent Marketing Challenge Every activity in this 30-day, 100-point challenge could be classified as "relationship marketing," which is precisely how 80 percent of today's affluent discovered their advisor. |
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.
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. |
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.
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.
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.
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. |
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.
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.
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. |
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. |
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.
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. |
Financial Advisor
July 2009
Bill Bachrach |
The Ideal Client Community It's one that generates enough money to make your business work and has clients you enjoy. |
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.
May 18, 2011
Matt Oechsli |
How to Avoid 5 Common Practice Management Mistakes If you can avoid a handful of common mistakes, you can save an enormous amount of time; this time savings will allow you to spend more time on marketing and growth of your business. |
Registered Rep.
June 6, 2012
Matt Oechsli |
Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand. |
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.
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.
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.
September 1, 2005
Matt Oechsli |
Meet Your Greatest Sales Tool Whether you are professional golfer or a professional rainmaker, the power unleashed by visualizing your goals is indisputable. By also visualizing the successful completion of your fixed daily activities, you will be using your mind power to succeed. |
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.
October 5, 2011
Matt Oechsli |
Practice Management Reality Advisor realities regarding practice management can be segmented into four interconnected components, each systematized into a process; wealth management, client loyalty, business development, and operational efficiency. |
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
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. |
Financial Planning
March 1, 2012
John J. Bowen, Jr. |
Multiple Personality Syndrome The advisors who are most successful in finding, attracting and keeping affluent clients are those who get to know all different types and then build their service around specific subgroups. |
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.
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.
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. |
Financial Advisor
June 2008
Grove & Prince |
Survival Of The Fittest Whatever plateau your advisory business may have reached, whatever ceiling you might have bumped up against -- now is the time to blast off or blast through. |
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
October 2005
Grove & Prince |
Understanding The Middle-Class Millionaire Middle-class millionaires are the "ideal clients" for most financial advisors. They are wealthy enough to require the services of high-quality financial advisors, yet not so wealthy that most financial advisors end up in over their heads. |
Financial Planning
December 1, 2011
John J. Bowen, Jr. |
Strategies for 2012 and Beyond In these volatile times, you have an excellent opportunity to build relationships with high-net-worth investors who are actively looking for advisor alternatives. With that firmly in mind, here are some key strategies and tactics that will make a big difference over the next year and beyond. |
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. |
Investment Advisor
April 2009
Lewis Schiff |
Danger & Opportunity: Seling Wisdom Advisors with a wealth-management practice orientation can provide the kind of services affluent families need during difficult market times. |
Financial Planning
September 1, 2012
John J. Bowen, Jr. |
Planners: Reset Your Social Media Strategy to Attract Affluent Clients Improve your efforts to attract affluent clients through LinkedIn and Facebook (and not Twitter). |
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
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
July 1, 2007
John J. Bowen |
Deep Listening Research shows that financial advisors often don't understand the needs of their affluent clients. Here's how to clear up the misconceptions. |
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. |
Registered Rep.
May 1, 2005
Matt Oechsli |
Image Isn't Everything When it comes to selling to the affluent, the image an advisor projects is critical to success. Projecting the right image relates to physical appearance, and the key is to appear as those around you appear. Here are some important tips. |
