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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.
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 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.
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.
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. |
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.
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. |
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.
July 31, 2012
Matt Oechsli |
Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls. |
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 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? |
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.
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.
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, 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.
March 1, 2008
Stephen Gresham |
Looking Out For Numero Uno Many top-performing financial advisors are unable to balance work and "play." They suffer from information overload, boredom with the repetition that often is part of advising affluent families, getting bogged down in details and losing sight of the big picture, and so on. |
Registered Rep.
June 6, 2012
Matt Oechsli |
Debunking the Brochure Myth Promotional material doesn't influence prospects. Advisors are their own brand. |
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. |
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.
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. |
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. |
Bank Systems & Technology
March 11, 2004
Ivan Schneider |
In the Advice Game, Bankers Lag Behind Financial Planners Affluent investors seek out multiple sources of advice. But only 20% turn to banks for advice, and just a handful use bankers as their primary advisors, survey says. |
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 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
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. |
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. |
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. |
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.
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? |
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.
May 8, 2014
Matt Oechsli |
Working the Room As much as we tout financial advice as a relationship business, many advisors struggle with networking. Instead, they make it all about business. |
Investment Advisor
July 2008
Kara P. Stapleton |
Lone Investors Many affluent individuals still haven't grasped the benefits of having professional advisors. |
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
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.
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 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.
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.
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. |
Registered Rep.
January 1, 2007
Gresham & Gresham |
The Price Isn't Right Know Your Worth: Here are four ways financial advisors can improve their pricing models -- and boost their reputations. |
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 10, 2011
Boswell & Nichols |
Shaky Markets, Substantial Opportunities With memories of 2008 looming in the background, the Dow plunging in response to a AAA downgrade and media pundits fueling fear and uncertainty everywhere you turn, it's natural for investors and advisors to become a bit nervy. |
Registered Rep.
February 9, 2011
Diana Britton |
IMCA Helps Financial Advisors Pick Up Women Three out of four wealthy women are looking or thinking of looking for a better financial advisor. |
Registered Rep.
March 1, 2008
Matt Oechsli |
Ph.D. In Sales Required People often neglect to factor in the importance of sales skills to the financial advisory-job market. |
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.
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.
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.
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
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 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.
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. |
