The Golden Rule Brings Affluent SuccessJun 1, 2007,By Matt Oechsli Treat your clients the way you’d want to be treated, and referrals and business growth will follow naturally. ... Women Ignored?Jun 1, 2007,Kevin Burke Forget shows like The View. An increasing number of women are handling their own finances and want to talk money, but many firms aren’t listening.... Credit and Banking: The New Frontier for Securities FirmsJun 1, 2007,By Andre Cappon, Guy Manuel, Stephan Mignot Broker/dealers are starting to market credit products through financial advisors, and it’s good for everyone: the firms, the advisors and the clients. ... The Acre of Diamonds in Your BackyardMay 17, 2007,By Matt Oechsli Let's explore how providing Ritz-Carlton service to your top clients can be a high-impact Rainmaking activity. Our research has informed us that each of your top clients, over the course of your professional relationship, should be responsible for bringing six clients with a similar profile into your practice. Here's the first step in that process:... Ritz-Carlton BasicsMay 3, 2007
Myrtle Beach: "Your research on the affluent cites personal service as one of the top criteria impacting client loyalty," said Holly, who then posed an excellent question, "but isn't this rather basic? You would think every advisor strives to provide personalized service to all of her clients." Holly's question sparked a discussion about what impact client loyalty can have on affluent word-of-mouth influence (a high-impact Rainmaking activitity). Well, just for the record, the impact is huge! In fact, you will struggle to penetrate your affluent clients' centers-of-influence if you do not excel in consistently delivering Ritz Carlton-quality service. ... TO PROSPECTOR NOT TO PROSPECT?May 1, 2007,By Anne Field Tracy Wallace, an advisor working for a small RIA, is seeking a way to rev up his marketing and expand his book of business. ... Are You Referrable?May 1, 2007,By Matt Oechsli Jack spent the last 45 minutes of his day watching someone from his home office around citing firm research that showed that 90 percent of the firm's clients would be happy to provide referrals if their advisors would only ask.... Affluent Call ReluctanceApr 19, 2007,By Matt Oechsli Las Vegas: "Is it possible to make a lot of money, run in affluent circles, and still be somewhat intimidated about approaching people for business?" asked Larry as we began our first break at one of our Rainmaker Weekends. Larry, a veteran $1 million plus advisor, then proceeded to give me a quick personal confession. He told me all about his new 7 series BMW, his $2,000 Italian suits and his $200 shirts. When I asked how he was marketing his practice to the affluent, he simply replied, "I've always been intimidated by people with power and money. I continue to find excuses to avoid affluent people. I don't socialize with them. I don't even belong to the country club where all the serious money plays golf, and I know that I should." ... Affluent Loyalty IndexApr 5, 2007,By Matt Oechsli Client loyalty has become a key issue within the financial services industry. Finally it appears to have replaced the tired old "client satisfaction" standard for measuring client relationships... Why It Takes a Wealth-Management TeamMar 1, 2007,By Matt Oechsli Phoenix: "I think it's time that we focus on growing the practice" stated Mark. "We do a great job for our clients, we have good policies and procedures, and last year we focused on upgrading and transitioning our clients to where we were truly the "go-to" financial coordinator -- and it was a good year. But this year we need to focus on more affluent clients."... Meet Your Future ClientsMar 1, 2007,By Anne Field Last November, Michael Domingo and his partner, John Hetzel, launched their own advisory firm in Dallas with their eyes on an unusual prize: 20-somethings... Business Goals: Motivators or Mirages?Mar 1, 2007,By Matt Oechsli As the first quarter of 2007 draws to a close, it's a good time to revisit your business plan: those goals you established at the end of last year, the... Bringing Up Baby: Advising the Rich on Their KidsFeb 28, 2007,By Kristen French Rich kids are a little bit smarter about money than you might think, a recent survey from PNC Wealth Management suggests. But they still have a long way to go in developing healthy earning, saving and investing habits, the survey showed. Often, their parents fail to take some basic steps to help them with this crucial task.... Affluent Client Acquisition—The Future is Now!Feb 15, 2007,By Matt Oechsli Phoenix: "I think it's time that we focus on growing the practice" stated Mark. "We do a great job for our clients, we have good policies and procedures, and last year we focused on upgrading and transitioning our clients to where we were truly the "go-to" financial coordinator -- and it was a good year. But this year we need to focus on more affluent clients."... The 12 Commandments of RainmakingFeb 1, 2007,By Matt Oechsli Not a day goes by without my office receiving multiple inquiries about or affluent client acquisition: What does it take to become a rainmaker? ... Warning or Opportunity?Nov 1, 2006,By Matt Oechsli The surprising success of Vanguard's new online financial planning service suggests advisors have some work to do... Your Opportunity AntennaOct 1, 2006,By Matt Oechsli You can find more opportunities - and affluent clients - by focusing on your goals... Protect Your Clients, Protect YourselfOct 1, 2006,By Janet Arrowood Reps say their clients don't want insurance but their clients say they do. If you want to hold onto these clients, you might want to consider their insurance needs more carefully... Summer SalesAug 1, 2006,By William J. Bongiorno The dog days of August may be the best time to promote your practice... The Mindset of a RainmakerJul 1, 2006,By Matt Oechsli Advisors need to be fearless if they want to sign up affluent clients... The Wealth Management QuestJun 1, 2006,By Kristen French Gary Rathburn's financial adivsory business is growing like weeds on steroids. His secret? A little thing called wealth management... Strategic IntentJun 1, 2006,By Matt Oechsli Rainmaking demands that you approach every activity with your 'serious money' antenna out. Pick up oppurtunities you are prepared to capitalize on.... News You Can UseApr 1, 2006,By Joseph Finora Advisors who hire media firms to get their names in the press may get a lot more than ego gratification... Making It PersonalApr 1, 2006,By Matt Oechsli At our last branch meeting, our manager took us all to the woodshed, complained Sal, a broker from Houston. It was over the complaints we were getting... The Full MontyFeb 1, 2006,By Matt Oechsli A Chicago financial advisor recently lamented to me: I feel like we're offering a complete array of wealth-management products and services, but we aren't... |
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