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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.   |
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, 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.
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.
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.
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.
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.
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.
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.
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.
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. |
Registered Rep.
June 6, 2012
Matt Oechsli |
Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand. |
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.
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. |
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.
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. |
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? |
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.
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.
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 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.
April 12, 2012
Boswell & Nichols |
Advisor-Client Communications Agreements We've found that affluent clients leave advisors far more frequently for poor service than for poor financial advice. |
Registered Rep.
December 1, 2006
Matt Oechsli |
How to Talk to Wealthy Folks The rich are different, as they say. And that applies to how they talk -- and how they want to be talked to. Less jargon is better... More direct and straightforward is better... More rehearsed and practiced is better... etc. |
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
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. |
Registered Rep.
November 26, 2015
Matt Oechsli |
Who Is the Lead Parent? Busy parents don't have the time or inclination to oversee the increasing complexity of their family's financial affairs. That's where an advisor can step in. |
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.
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
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.
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.
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.
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? |
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 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.
October 19, 2011
Matt Oechsli |
Crafting Your Occupy Wall Street Message Occupy Wall Street is turning into a viral marketing campaign for elite 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.
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. |
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. |
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.
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.
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. |
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.
January 1, 2006
Matt Oechsli |
Developing Your Business Mode Here are five key, but simple, questions to help financial advisors create their perfect business model. |
Registered Rep.
May 1, 2005
Matt Oechsli |
Image Isn't Everything When it comes to selling to the affluent, the image an advisor projects is critical to success. Projecting the right image relates to physical appearance, and the key is to appear as those around you appear. Here are some important tips. |
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. |
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.
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. |
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. |
Investment Advisor
July 2008
Kara P. Stapleton |
Lone Investors Many affluent individuals still haven't grasped the benefits of having professional advisors. |
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. |
