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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. 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. 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. 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. 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. 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 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. July 31, 2012 Matt Oechsli |
Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls. |
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. 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. 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. March 31, 2015 Matt Oechsli |
Upping the Referral Game How do elite financial advisors develop effective referral alliances? |
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. 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. September 7, 2011 Boswell & Nichols |
5 'New Advisor' Networking Tips for Tough Times Networking in today's environment is more important than ever before. People are searching for answers, and your objective is to be front and center. |
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. June 6, 2012 Matt Oechsli |
Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand. |
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. 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. 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. 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. 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. 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 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. 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. 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 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 Advisor April 2006 Grove & Prince |
More Secrets Of The Elite 1200 In this third part in a series examining the characteristics of financial advisors who earned a minimum of $1 million per year in each of the past three years, these advisors show how using a basic process helps to capture additional assets from clients. |
Registered Rep. December 7, 2011 Boswell & Nichols |
Scheduling a Rainmaker's December Remember, December can be ideal for social prospecting. Stay busy, approach each interaction with strategic intent, an you'll go into January with a full head of steam. |
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. 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. 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. |
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. 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. February 1, 2005 Matt Oechsli |
What Color Are Your Glasses? Deciding to go forth with a positive attitude often must be a conscious decision, because every financial adviser encounters negative experiences. |
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. |
Financial Planning April 1, 2011 John J. Bowen, Jr. |
Listen Up! Want to build great long-term relationships with clients, professional partners and centers of influence in your market niche? Here's a secret: Do a lot less talking and lot more listening. |
Registered Rep. June 18, 2014 Matt Oechsli |
Building a Multigenerational Wealth Management Team The most common exit strategy for a veteran advisor getting ready to retire is to sell his or her book according to the guidelines established either by their firm or industry valuations standards. |
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. 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. 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. January 22, 2013 Matt Oechsli |
Creatures of Habit Here are some examples of how this habit loop worked for three elite advisors who were part of our coaching program. By sheer coincidence, each had set a personal goal of bringing in $25 million of new assets in 2012, and each advisor surpassed their goal. |
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. |
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 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. 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. 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. July 1, 2005 Matt Oechsli |
The Power of Dreams There's a reason that "dreamer" is a derisive term in the business world: Many people are unwilling to pay the price for turning their dreams into reality. Here is a quick guide to turning dreams into a positive force in your practice. |
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. |