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Financial Planning October 2, 2007 John J. Bowen |
Lucky Nines As a financial advisor, which of the nine high-net-worth personality types do you want to pursue? |
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. |
Financial Planning September 1, 2013 John J. Bowen, Jr. |
How to Reach Million-Dollar Clients To move your practice onward and upward, you may need to reconfigure the way you do business. Here s 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. |
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. 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. |
Financial Planning June 1, 2010 John J. Bowen, Jr. |
The Perfect Profile Looking for the ideal client? Write a detailed description of the top clients you have now, by answering eight simple questions. |
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. 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. 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. September 1, 2005 David A. Geracioti |
You Say, They Say In an industry survey that covered a range of issues, from estate planning to choice of investment products, the responses by wealthy clients and advisors showed a striking disconnect about the needs of high-net-worth individuals. |
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. |
Financial Planning March 1, 2011 John J. Bowen, Jr. |
Rediscovering Your Clients Think you know your clients inside and out? Chances are, you don't, and the gap between what you think your clients care about and what is actually on their minds could be costing you plenty. |
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. |
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. 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 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. 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 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. |
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 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. 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. 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. September 1, 2005 Grove & Prince |
Theory to Practice For many advisors, the evolution to wealth manager remains a matter of theory, not practice. Sure, they're calling themselves wealth managers, but they're still behaving like financial advisors. |
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. |
Investment Advisor March 2008 Lewis Schiff |
The Prospect Said What? When working with high-net-worth clients, you may need to dig and sift for the information you need; for many affluent and ultra-affluent clients, the initial impulse is to speak guardedly to protect their privacy. |
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. 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 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. 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 August 1, 2009 John J. Bowen Jr. |
Expert Positioning You must position yourself so that the clients you want to target see you as a true expert who can address their full range of problems, issues and opportunities. |
Financial Planning October 1, 2008 John J Bowen Jr |
Wealth Transfer It's important for financial advisors to understand the profound effects that inherited money has on inheritors when developing a strategy to work with them. |
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. |
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. |
Financial Planning July 1, 2011 John J. Bowen, Jr. |
Consultation, Not Just Advice Financial advisors offer advice, of course, but they'd be much better off if they thought of themselves as consultants. |
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. March 1, 2005 Matt Oechsli |
A Recipe for Failure Somewhere, somehow, some high-net-worth advisors are making serious, but easily remedied, missteps. Are you one of them? |
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 Advisor November 2003 Grove & Prince |
Products America's Senior Executives Use And Want The wealthier they are, the more they want financial products designed for them. |
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. 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. 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 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? |
Financial Planning October 1, 2009 Marc S. Freedman |
Get Serious Advisors have the ability to serve the mass affluent well, and earn money too. This is a segment of our population that is ready to get serious right now. |
Financial Planning October 1, 2009 John J. Bowen Jr. |
Success on Purpose The right practice framework is essential to reaching success in the financial advisory industry, and the most important aspects of this framework fit into seven categories. |
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. 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 June 1, 2007 John J. Bowen |
Living Dangerously In today's hazardous world, affluent clients are looking to financial advisors for help in protecting more than their financial assets. |
Financial Planning September 1, 2006 John J. Bowen |
Behind the Buzz Many advisors are "wealth managers" in name only. Here's how to implement the business model in your practice. |
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. |