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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. 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. 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. 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. 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 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. 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. 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. 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. 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. 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. 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. 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 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. 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. June 6, 2012 Matt Oechsli	Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand.
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.
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. 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. 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. 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. 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.
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 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. 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. 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. 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. August 10, 2011 Boswell & Nichols	Shaky Markets, Substantial Opportunities With memories of 2008 looming in the background, the Dow plunging in response to a AAA downgrade and media pundits fueling fear and uncertainty everywhere you turn, it's natural for investors and advisors to become a bit nervy.
Financial Advisor February 2004 Grove & Prince	Learning More About Clients With the Whole Client Model How to find out what you need to know about a financial planning client.
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. 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. 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.
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.
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.
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 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.
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. 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. January 1, 2005 Shaw Grove & Alan Prince	Does Branding Still Matter? Are today's high-net-worth clients attracted or, at best, ambivalent, to big name financial services firms?
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.
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.
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 August 1, 2009 John J. Bowen Jr.	Expert Positioning You must position yourself so that the clients you want to target see you as a true expert who can address their full range of problems, issues and opportunities.
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. November 5, 2012 Matt Oechsli	Speaking the Same Language For affluent women, communication with their financial advisor is key. Here's how to speak the same language.
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. 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. July 1, 2005 John Churchil	Millions to Choose From Advisors gunning for millionaire clients now have 1.3 million more prospects to choose from -- and a blueprint for what they're looking for, according to a new survey.