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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 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. 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. 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.
On Wall Street July 1, 2013 Todd Colbeck	Mining Your Professional Network Customize your approach to other types of professionals to increase your chances of getting referrals.
Financial Planning May 1, 2008 John J. Bowen	The Right Ally Forming strategic alliances with the right professional advisors -- such as CPAs and attorneys -- is one of the best avenues for advisors to acquire additional high-net-worth investors.
Financial Advisor September 2008 Rebecca Pomering	Picking A CPA Mate The concept of financial advisors partnering with CPAs is not a new one. But if the strategic fit isn't good and if the partnership has not been forged with deliberate, thoughtful planning, the results won't be merely disappointing, but disastrous.
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. 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.
Financial Advisor May 2005 David J. Drucker	Accounting For CPA Referrals Why are CPAs selling client referrals to financial advisers, and should you be buying?
Financial Planning March 1, 2006 Marshall Eckblad	Bookshelf: Making Referral Relationships Pay Making Referral Relationships Pay: A Complete Guide to Revenue-Sharing Partnerships for Financial Advisers and CPAs by Thomas Grady details the more durable strategic alliances between financial planners and CPAs.
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 Planning April 1, 2006 Ryan Duey	The CPA Connection Financial planners and CPAs should work as a team of trustworthy and knowledgeable professionals who genuinely care about serving the best interest of their clients.
Financial Planning June 1, 2009 John J. Bowen Jr.	Culture Clash To create alliances with CPAs, you first have to understand the way most CPAs perceive most financial advisors and then do what's necessary to show that who you are, and what you offer their clients, is quite different from their expectations.
Financial Planning February 1, 2011 John J. Bowen, Jr.	What CPAs Want Almost 82% of wealth managers have told CEG Worldwide that referrals from other professionals, such as CPAs, are a very important source of new clients.
Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
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. June 1, 2012 Anne Field	Courting Centers of Influence Getting referrals from COIs requires some strategy. Here's what worked for a few advisors.
Registered Rep. June 6, 2012 Matt Oechsli	Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand.
Financial Advisor June 2005 David J. Drucker	The Ethics Of Paying CPAs For Referrals Sure, financial advisors can pay CPAs for referrals, but is it right?
Investment Advisor January 2006 Deborah Doyle McWhinney	The Growth Resolution Opportunities to attract affluent investors and grow your business have never been better. Here's how growing advisory firms can ring in the New Year.
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. 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.
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. 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.
Financial Planning April 1, 2013 John J. Bowen, Jr.	5 Success Tips From High-Performing Advisors A new study of high-earning advisors offers 5 clear success tips.
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. 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 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. 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 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. 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. 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. 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 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 June 1, 2012 Todd Colbeck	The Joint Venture Solution How do you create win/win relationships with other professionals who will go out of their way to refer you to great prospects and future clients?
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. June 17, 2013 Anne Field	First Timers Cold calling is out; networking is in. Here's how to jump start a practice -- from scratch.
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 1, 2012 Anne Field	Slow Growth Hustle Thomas Balcom wants to take his $50 million AUM practice in Boca Raton, Fla. to $100 million in five years.
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 Planning May 1, 2005 Vincent A. Schiavi	Trust for Sale When financial planners and CPAs work together, the client doesn't always win.
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.
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. 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.
Financial Advisor March 2006 Grove & Prince	The Secrets Of Million-Dollar Producers Here is how the role client loyalty plays in both the sustainability of the client/advisor relationship through difficult market conditions and poor performance and the client's willingness to provide more assets and referrals to the advisor.
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?
On Wall Street May 1, 2012 Todd Colbeck	The Reactivation Plan Every advisor has a few small clients that seem to have fallen by the wayside. They call you infrequently, or not at all, have few assets under management and often simply take up space on your client roster.
Registered Rep. December 9, 2010 Diana Britton	Clients Aren't Pulling Trigger On Referrals, Survey Says While most clients say they are ready and willing to provide a referral for their financial advisors, many of them are not actually following through on it.
Financial Planning March 1, 2011 Stephanie Bogan	Growth: Realizing Your Potential To build your advisory practice into what you dream it will be, you need to see it clearly and then think like a businessperson, streamline operations and market yourself.