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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. 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.  |
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.  |
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. 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. 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. 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. 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. 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 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 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. 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. 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 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 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 July 1, 2008 Stacy Schultz |
Get Fees? Young, high-net-worth investors care about the amount they are paying in fees and are only willing to cough up high costs in management fees if they are getting above-average performance in return.  |
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. 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 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 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. 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. 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 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.  |
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.  |
Financial Advisor May 2005 Shaw-Grove & Prince |
Taking the Pulse of Affluent Investors A recent survey reveals that millionaire investors have changed their thinking over the past four years and have lost faith in their financial advisors.  |
Registered Rep. June 1, 2005 Matt Oechsli |
The 12 Steps to Success Interviews with successful high-net-worth advisors has helped us to create this process of a dozen steps that, when properly applied, serve as a blueprint for acquiring and keeping wealthy clients.  |
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. 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.  |
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. 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. 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. 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.  |
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. 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.  |
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.  |
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. 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. July 31, 2012 Matt Oechsli |
Don't Fear the Wealthy Prospect Don't be afraid to sell, but mind these pitfalls.  |
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. 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. April 30, 2015 Matt Oechsli |
How LinkedIn Helped a Rookie Advisor Land a $35 Million Account The more you use LinkedIn, the better you'll understand it, and the more positive an impact it will have on your brand.  |
Trusts & Estates January 22, 2002 |
Face-to-face beats online for money advice to wealthy The affluent trust investment professionals, but still research their advice online.  |
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.  |
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.  |
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 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. 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.  |
Registered Rep. December 4, 2014 Diana Britton |
Investors Prefer Holistic Advice, CFP Board Says Contrary to the prevailing belief in this industry that it pays to focus on a niche market, investors actually prefer to work with an advisor who can discuss all areas of their life.  |
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.  |