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Registered Rep. August 18, 2011 Matt Oechsli	Capitalizing on Crisis Four steps to get a handle on your practice and capitalize on this crisis.
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. June 23, 2010 Halah Touryalai	Too Much Client Hand-Holding, Not Enough Prospecting The nervous-client-syndrome has yet to wear off. That's according to a new survey that says most advisors are still spending the majority of their time with existing clients rather then generating new business.
Registered Rep. August 19, 2011 Kevin Nichols	Five Tactics for Leveraging Social Media in Volatile Markets The following are five social media tactics forcommunicating your calm presence, bolstering your brand and simultaneously finding new prospects in tough times.
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.
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 13, 2012 Matt Oechsli	Prospect Facetime: Five Affluent Faux Pas To Avoid Don't be afraid to sell, but mind these pitfalls.
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 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. 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?
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. July 31, 2012 Matt Oechsli	Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls.
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.
Financial Planning January 1, 2009 John J Bowen Jr	Interesting Times This interesting financial environment offers unparalleled opportunities for advisors to grow their businesses and come out of the current mess stronger than ever.
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 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. April 23, 2015 Anne Field	How Long Should You Take to Land a Prospect? Most advisors have a process for bringing in potential new accounts -- a certain number of meetings, a series of topics to cover -- but many find the trickiest part of the chain is the final close.
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.
Investment Advisor June 2010 John Sullivan	Grow and Learn A poll recently conducted by the SEI Advisor Network found that the top priority for advisors in 2010 is to "create new initiatives to increase sales and grow business."
Registered Rep. October 1, 2005 Mindy Diamond	What Size Pond? It is important for advisors to find a firm that is a good fit for their particular goals. In many cases, small firms work well. For advisors looking to expand their books aggressively, larger firms are often -- but not always -- a good option.
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. 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.
Financial Planning December 1, 2012 John J. Bowen, Jr.	Making Introductions Happen: Request and Receive Referrals From Existing Clients Use this 9-step process to request (and receive) referrals from your existing clients.
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 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.
Financial Advisor June 2005 Grove & Prince	Preserving Client Relationships In Down Markets What should financial advisors do when the stock market tanks? Communicate early and often to keep clients happy.
Financial Planning December 1, 2008 Scott Schutte	Setting Yourself Apart The wave of retiring baby boomers in the coming years will pave the way for advisors who wish to move away from traditional investment management and focus on specialized financial planning and wealth management services.
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. 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. February 1, 2010 Anne Field	Cold Calling Is Back Many prospects, recently savaged by the market's decline, are still disappointed by their current advisors' performance and more receptive than they might have been during better days to a well-timed approach from a friendly, confident professional.
Registered Rep. October 27, 2011 Kristen French	Momentum Building for Social Media Adoption in Financial Services Financial firms that are using social media are not talking about their products or engaging their customer base.
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. 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.
Registered Rep. March 22, 2012 Boswell & Nichols	10 Ways to Make Social Media Work for Advisors When it comes to social media, advisors have a resounding question, "How do we actually use it and how do we get value from it?" We decided to answer this question.
Financial Planning September 1, 2012 William Ainson	13 Steps to Avoid Fumbling Your First Meeting With A Prospect Whether you are relatively new to the planning business or have been in the profession for decades, odds are you have lost potential clients as a result of mistakes made at a first meeting.
Registered Rep. March 8, 2012 Boswell & Nichols	The 3-Step Process for Closing New Prospects Many advisors put a great deal of thought into how they'll find affluent prospects, but less on how they'll convert these prospects in to clients.
On Wall Street September 1, 2011 Lorie Konish	Pursuing Recovery and Profitability When volatility hit the markets in August following Standard & Poor's downgrade of U.S. debt, it left investors and their financial advisors scrambling. How ready are firms and advisors to apply the lessons learned in those dark days?
On Wall Street November 1, 2011 Elizabeth Wine	The Unfaithful Client Cheating on a financial advisor is a known, but frowned-upon client practice. But new research says that it has been gaining traction among high-net-worth households since the market turmoil began in 2008, with many clients bolstering their stable of 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 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. 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.
On Wall Street February 1, 2010 Matthew Leung	Improving Asset Retention- Keeping Open Dialogue Is Key The top piece of advice from branch managers: Know where all of the client's assets are located.
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. 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.
Financial Advisor May 2008 Kurt J. Rossi	Great Expectations Advisors must be cognizant of the fact that tuning into the emotional needs of clients is the key to helping them remain on the track to realizing their goals and dreams.
Financial Advisor June 2011 Timothy P. McGrath	Expect To Work Harder Advisors need to communicate with clients more and provide them with more active portfolio management.
Registered Rep. December 4, 2012 Megan Leonhardt	(No) Experience Necessary When it comes to being a financial advisor, the more experience -- the more years you have on you -- the better, right? Not quite. A new study shows that firms should be cautious when bringing aboard advisors heavy on experience.
Financial Planning May 1, 2012 John J. Bowen, Jr.	Borrow From the Best One of the best ways to learn what it takes to succeed in our business is to look at the best practices of elite financial advisors who are enjoying tremendous success in the marketplace.
Financial Advisor May 2012	Advisors, Clients See Portfolios Differently Advisors say their clients are fixated more on shorter-term concerns such as one-year returns (54%), their portfolio's absolute returns (49%) and portfolio volatility (41%).
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.