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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. 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. 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.
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. 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. 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. 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. 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. 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 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.
Financial Advisor November 2003 Leo Pusateri	Advanced Applications For The Value Ladder Use key questions directed at potential clients to connect back to your unique message.
Registered Rep. December 14, 2011 Matt Oechsli	How To Ask Probing Questions in Social Settings Social prospecting isn't a science because you're never absolutely certain of the opportunities you might or might not encounter.
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.
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. 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. 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 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.
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.
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.
Financial Planning August 1, 2008 Chris Radford	Choices in Bad Times While a recessionary market is a trying time for any advisor, it's also a great opportunity to preserve your current clients and grow your business.
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?
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.
Financial Advisor October 2010 Michael Patrick Jacobs	Investors Demand More This advisor provides highlights of what he's found clients today are looking for when they seek advice.
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.
Financial Planning September 1, 2009 Edmond Walters	Referral Time Regaining client trust is now the name of the game. Large financial institutions are trying to win back clients and attract new ones. Unless you have secured your client relationships, you may be vulnerable.
On Wall Street September 1, 2008 Alden Cass	Be Captain of Your Destiny In the current cruel and harsh market environment, many advisors can freeze up and feel as if they are losing control over their performance at work.
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?
Financial Planning July 1, 2008 John J Bowen	Can We Talk? Reaching out to clients and communicating with them during periods of intense market volatility is an absolutely essential-and effective-way to differentiate yourself from other advisors and win the loyalty of your clients.
Investment Advisor November 2006 Chris Blunt	Advisors: Natural Facilitators Generations welcome advisors' help in tackling wealth transfer talks.
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.
Financial Planning September 1, 2008 John J Bowen Jr	Time to Say Goodbye Today's most successful advisors recognize a simple but powerful fact of business: It's better to work with a small number of great clients than to serve a huge base of clients who are only mediocre.
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. 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 May 1, 2011 Karen C. Altfest	Presumed Guilty Even if we think we've been successful for a long time, we never can stop presenting our credentials and accomplishments, and demonstrating our stability to those who are new. As you sit in prison, Bernie Madoff, thanks for the reminder.
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.
Financial Planning August 1, 2013 Keith Johnson	How Advisors Can Rebuild Trust Five years after the meltdown, advisors still face a crisis of confidence.
On Wall Street November 1, 2008 Gerri Leder	Setting Yourself Apart Don't let the bear market scare you into playing dead. It's the wrong time to kill your advisor business marketing efforts.
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.
Registered Rep. November 27, 2014 Matt Oechsli	The New Cold Calling? The following is an excerpt from The Indispensable LinkedIn Sales Guide for Financial Advisors that I co-authored with Kevin Nichols.
Financial Advisor April 2005 Leo J. Pusateri	Responding To Value Challenges How well a financial advisor handles a value challenge will, in many cases, determine whether he or she earns the right to manage a client's or prospect's wealth.
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. June 17, 2013 Anne Field	First Timers Cold calling is out; networking is in. Here's how to jump start a practice -- from scratch.
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 Advisor March 2012 Joni Youngwirth	When To Prune One can find good reasons to cut clients and good reasons not to. Advisors who do are typically happy they took action.
Financial Advisor March 2011 Bill Bachrach	Success Leaves Clues A look inside the minds of the most successful advisors.
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. December 25, 2012 Lauren Barack	Playing The Digital Dating Game A client's onboarding experience can affect how wiling they are to make referrals, and the faster a rep can sign one client, the quicker they can find more. New digital onboarding tools can help.
On Wall Street January 1, 2009 Larry Silver	The Success Formula 2008 was a year we would all rather forget. Yet the lessons learned could direct both advisors and clients on new roads to successful investing this year.
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 April 2006 Grove & Prince	More Secrets Of The Elite 1200 In this third part in a series examining the characteristics of financial advisors who earned a minimum of $1 million per year in each of the past three years, these advisors show how using a basic process helps to capture additional assets from clients.