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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 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. 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. 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. June 6, 2012 Matt Oechsli	Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand.
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 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. 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. 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. 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 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. 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.
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. 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 December 2004 Gregory Bresiger	Your Next Client May be a Child Financial relationships that took an advisor years to build can be quickly ruined by a young person's recklessness with money. That's why it is often critical for advisors to know the children of their clients.
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.
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. August 29, 2012 Matt Oechsli	Advising the Next Affluent Generation Reaching out to the children of clients pays off in big ways.
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.
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.
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 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.
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, 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. 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 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.
Financial Planning November 1, 2010 John J. Bowen, Jr.	Wow Right Now Starting now, you need to delight your clients if you want to keep their business and maintain their loyalty going forward.
Financial Advisor March 2005 Grove & Prince	Know Thy Clients This is the second in a series of articles about the risks, rewards and challenges of wealth management, as well as the ever-changing tools of the trade.
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. May 1, 2004 Anne Field	Role Reversal What happens when adult children take over part or all of their parents' finances - at the request of Mom or Dad? How should an advisor approach such situations?
Registered Rep. November 3, 2010 Diana Britton	Merrill Lynch: Affluent Investors Remain Conservative Despite Positive Outlook According to the latest Merrill Lynch Affluent Insights Quarterly, 39 percent of affluent Americans described themselves as having a low investment risk tolerance.
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.
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. 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.
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. 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.
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.
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. June 1, 2004 Anne Field	The Great Divorce Handled right, divorces can be a new positive for the advisor: In most of the cases one advisor has encountered, she's ended up keeping both exes in the fold after the split-up.
Investment Advisor October 2006 Chris Blunt	Advancing the Conversation Advisors' role in helping clients and heirs address end-of-life issues -- Behind the Numbers: 72% of parents said they would encourage their own financial advisor to discuss... etc.
Registered Rep. January 1, 2011 Jerry Gleeson	Getting the Boot Often after the inheritance of an estate advisors mishandle their relationship with the heirs, focusing on the clients at hand and neglecting the next generation.
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 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. January 1, 2005 Anne Field	Poor Little Rich Kids With a horde of competitors pursuing the same market, and with statistics showing that the highly affluent trust financial advisors less than ever before, winning and retaining wealthy accounts requires delicacy, savvy and, most of all, smart marketing.
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.
Investment Advisor April 2010 Lewis Schiff	The Affluentialist: The Challenges of Advising the Affluent Advisors need to focus on more than just assets with their very wealthy clients.
The Motley Fool August 31, 2006 Dan Caplinger	Managing Mom's Money: Part 3 You're in charge of a parent's finances. Now you need to talk with the financial advisors. We'll show you how.
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 Advisor September 2010 Caren Chesler	Going Dutch For Advisors? How do you merge finances in a marriage if both spouses already have separate advisors?
Financial Advisor January 2005 Steve Sanduski	Getting To The Heart Of The Matter Here's how to connect with your prospective financial advisory clients.