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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 September 1, 2006 Elizabeth O'Brien	Clients: Fickle to Faithful A new survey shows just exactly what financial planning clients value -- and what it takes to earn their loyalty.
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.
Investment Advisor March 2008 Kara P. Stapleton	Web-Savvy Seniors A new study shows that affluent older Americans are taking more financial action online.
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. February 27, 2003 Will Leitch	Wealthy Clients Growing Disenchanted with Advisors A just-released report from the Spectrem Group, a Chicago-based consulting firm specializing in the affluent market, says only 59 percent of high net-worth clients are pleased with their advisors' performance. That's down from a 79 percent satisfaction rate just two years ago.
Financial Advisor July 2012	It's A Trust Thing People trust their financial advisor more than their primary doctor, according to a recent survey of investors by John Hancock Financial.
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.
Financial Planning December 1, 2009 Mitchell & Menchaca	Parity With Brokers For the first time ever, the number of mass-affluent investors who are taking advice from independent financial planners is the same as those who work with full-service brokers.
Registered Rep. May 6, 2007 Christina Mucciolo	More Millionaires Investing on Their Own, Study Says There are a lot of millionaires in the United States. More than ever, in fact, according to recent research. But are they turning to financial advisors for help? Well, yes, and no.
Financial Planning June 1, 2008 Elizabeth O'Brien	Millionaires Ahoy! Independent advisors who are looking to snag more millionaire clients should focus their efforts on prospects who do not already have a registered investment advisor, according to a new study by Fidelity Investments.
Financial Planning July 1, 2008 Stacy Schultz	Get Fees? Young, high-net-worth investors care about the amount they are paying in fees and are only willing to cough up high costs in management fees if they are getting above-average performance in return.
Registered Rep. January 1, 2003 Grove & Prince	Staying Connected If financial advisors need yet another reminder about the importance of contacting clients, here it is: In our study of affluent investors conducted in late October, almost half of the respondents said they had changed primary advisors in the last year, often citing lack of contact.
Registered Rep. September 10, 2003 David A. Gaffen	Existing Clients Want More Advice The good news for reps is that the world doesn't hate you. The bad news is that acquiring clients -- particularly affluent ones -- is getting a lot more tough.
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 John Churchill	Wealth + Apathy = Opportunity The good news for high-net-worth hunters: A large subset of affluent clients --- self-directed investors --- tend to be nonplussed by their current advisory relationship.
Investment Advisor July 2008 Kara P. Stapleton	Lone Investors Many affluent individuals still haven't grasped the benefits of having professional advisors.
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.
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 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. 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.
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. 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.
Financial Planning June 1, 2007 Kathy Gevlin	Advisor Pulse The happiest financial advisors really do put their clients first, asserts the first study of advisor satisfaction.
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 2009 Evan Simonoff	Innovation Forum Probes Investors' Psyches Advisors take note. While the psychological changes caused by last year's financial crisis are not as deep as the scars the Great Depression left in a previous generation, some changes could be permanent.
Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
Financial Advisor May 2005 Shaw-Grove & Prince	Taking the Pulse of Affluent Investors A recent survey reveals that millionaire investors have changed their thinking over the past four years and have lost faith in their financial advisors.
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. 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.
Financial Planning September 1, 2007 Elizabeth O'Brien	Advisor Pulse Advisor, advise thyself! A recent survey finds that most advisors did not understand the market value of their business or have a succession plan.
Financial Planning October 2, 2007 Elizabeth O'Brien	Advisor Pulse A new study reveals that while 95% of all financial advisors believe they've talked about fees with their clients, only 66% of customers say their advisor has initiated a fee discussion with them.
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. 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 March 2012 Joni Youngwirth	When To Prune One can find good reasons to cut clients and good reasons not to. Advisors who do are typically happy they took action.
Financial Planning August 1, 2007 Marshall Eckblad	Advisor Pulse If a new survey is to be believed, advisors who help their clients with retirement planning -- and that's most of you -- will soon face a difficult choice: Change the way you service clients or watch your profits shrink.
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 July 2007 Kara P. Stapleton	Moving On Up According to a new report, the number of U.S. households with a net worth of $5 million or more, not including a primary residence (NIPR), rose to a record 1.14 million in 2006. Financial advisors, take note.
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.
Registered Rep. December 4, 2014 Diana Britton	Investors Prefer Holistic Advice, CFP Board Says Contrary to the prevailing belief in this industry that it pays to focus on a niche market, investors actually prefer to work with an advisor who can discuss all areas of their life.
Registered Rep. December 25, 2012 Matt Oechsli	Getting Out of the Veteran Slump Many veteran advisors are stuck in the past. But here are some ways to get out of the slump and start building out a real twenty first century financial practice.
Investment Advisor May 2008 James J. Green	How's It Playing in Peoria? Several recent measures of advisor and client sentiments portray a significant lack of confidence in both the current state and the near-term outlook for the markets and the economy.
Financial Advisor November 2009 Evan Simonoff	The Client Paradox For advisors, it's one thing to sense an opportunity. But when you are going through as much emotional stress as most have, it requires a great deal of intestinal fortitude to go out and try to capitalize on it.
Registered Rep. August 25, 2010 Halah Touryalai	Better Economic Times Ahead? Your Clients Don't Think So. Advisors seem more optimistic about the economy than their own clients, according to a recent survey.
Registered Rep. January 28, 2014 Matt Oechsli	Where Have All the Role Models Gone? Why aren't financial advisors immersed in the power of role models? Why aren't they infatuated with the elite advisors and trying to model everything about them? I'm not sure I have an answer.
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. 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. 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. 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 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.