Affluent Call ReluctanceApr 19, 2007By 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, 2007By 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... Meet Your Future ClientsMar 1, 2007By 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, 2007By 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... Why It Takes a Wealth-Management TeamMar 1, 2007By 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."... Bringing Up Baby: Advising the Rich on Their KidsFeb 28, 2007By 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, 2007By 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, 2007By 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, 2006By Matt Oechsli The surprising success of Vanguard's new online financial planning service suggests advisors have some work to do... Your Opportunity AntennaOct 1, 2006By Matt Oechsli You can find more opportunities - and affluent clients - by focusing on your goals... Protect Your Clients, Protect YourselfOct 1, 2006By 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, 2006By William J. Bongiorno The dog days of August may be the best time to promote your practice... The Mindset of a RainmakerJul 1, 2006By Matt Oechsli Advisors need to be fearless if they want to sign up affluent clients... The Wealth Management QuestJun 1, 2006By 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, 2006By 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, 2006By 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, 2006By 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, 2006By 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... Developing Your Business ModeJan 1, 2006By Matt Oechsli The financial advisory world is in flux, and there's no doubt that you are fully aware of changes in the business. But with all the white noise from regulators,... Successful Prospecting HabitsNov 1, 2005By Matt Oechsli If your pipeline is full of affluent prospects, you can skip this month's column. If, however, you could use more affluent prospects and new affluent... Seven Steps to a Highly Successful PracticeOct 1, 2005By Matt Oechsli We are all familiar with Murphy's Law: A satirical proposition stating that if there is a possibility for something to go wrong, it will go wrong. But... Big Student Loan Debt, Big OpportunitySep 1, 2005By Kevin McKinley What advisor couldn't build a respectable practice just serving the needs of doctors, lawyers and MBAs? Six- (and even seven-) figure incomes, smart,... Meet Your Greatest Sales ToolSep 1, 2005By Matt Oechsli It would seem like a nice problem to have too many clients. Unfortunately many reps have too many of the wrong type of clients. It doesn't have to be... Vanguard to Advisors: Let's SnuggleSep 1, 2005BY KRISTEN FRENCH VANGUARD HAS LONG BEEN A RIVAL to advisors and brokers with its no-load, low-cost, direct-to-investors business strategy. Three decades ago, the firm's... Link Globally, Prospect LocallySep 1, 2005By Ruth Halcomb Advisors trolling for small business clients are discovering what mate-seeking singles have known for years: cyberspace is the place. The old methods... |
Financial Services Company Watch List
Market index values delayed 15 min advertisement Most Popular Storiesadvertisement Client Prospecting Snapshot
|
About UsRegistered Rep. is the most trusted digital and print source for the retail investment professional, serving brokers, financial advisors, RIA’s, IBD’s, insurance, financial planners, and financial product companies with award-winning insight coverage of the brokerage, wealth management, fund and financial product industry as well as breaking news, data, rankings, and profiles. |
Most Recent Blog Posts
Follow Us
In This Issue: May 2012
Back Issues
Registered Rep. eNewsletters
Subscribe today to get the news you need and information you want from our e-newsletters. To preview the current issue click on the newsletter below. Subscribe Today!
