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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. 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. 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. 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. 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. 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. April 5, 2012 Matt Oechsli	Enhancing the Affluent Client Experience Everything is important when you're dealing with the affluent. Here is a checklist that can help you have more consistency with what may be referred to as the client experience.
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. 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 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 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 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. 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.
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 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. 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.
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.
Financial Planning October 1, 2012 John J. Bowen, Jr.	Elite Advisors' Best Practices: What Makes for a Successful Planner How do the best financial planners become successful? Developing a vision and a plan for your business takes focus, collaboration and consistency. And it s how the best performers enhance their success.
Registered Rep. September 14, 2011 Matt Oechsli	Financial Advisors: 7 Steps for Replacing Distractions with Goals Here are seven suggestions on how financial advisors can shut out distractions.
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 31, 2012 Matt Oechsli	Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls.
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 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 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.
On Wall Street July 1, 2011 Todd Colbeck	How to Avoid 12 Big Marketing Mistakes The primary principle of building a marketing plan is to use a comprehensive and strategic approach. Here are mistakes to avoid and advice on how to do it right.
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 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.
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.
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. 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.
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. 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 July 1, 2007 John J. Bowen	Deep Listening Research shows that financial advisors often don't understand the needs of their affluent clients. Here's how to clear up the misconceptions.
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.
Investment Advisor August 2007 Maya Ivanova	A Victim of Success? A recent survey of registered investment advisors reports that while advisors recognize that marketing is a key component of their business, few devote enough time to this vital activity.
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. March 1, 2006 Matt Oechsli	Positioning Power Here is a sales strategy for getting affluent investors to turn to you first for their financial needs. It involves taking eight steps -- three of which are of particular importance -- that will produce the best results.
Registered Rep. November 30, 2011 Matt Oechsli	It's Time for Inventory: Annual Client Re-Engineering Every businessperson should conduct inventory at least once a year. For advisors, this inventory is the client.
Registered Rep. July 1, 2006 Matt Oechsli	The Mindset of a Rainmaker A rainmaker in the financial advisory profession has the mindset of a fearless achiever who is determined to win. Here is a quick assessment you can use to determine how close you are to adapting a rainmaker's mindset.
Financial Planning May 1, 2013 John J. Bowen, Jr.	How to Choose a Great Coach If your practice needs a push, it may be time to get professional help. Just make sure you find the right partner.
Financial Planning January 1, 2013 John J. Bowen, Jr.	How to Increase Client Satisfaction It s not about your skills, it turns out - other factors are more important in maintaining happiness and loyalty.
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 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 Advisor May 2012 Joni Youngwirth	Two Hats How can you manage your roles as business owner and financial advisor simultaneously?
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. June 6, 2012 Matt Oechsli	Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand.
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.