Writer's bio: Matt Oechsli is author of Building a Successful 21st Century Financial Practice: Attracting, Servicing & Retaining Affluent Clients. His website is oechsli.com.
May 17, 2012
By Matt Oechsli
Las Vegas—“How do advisors find the time to do all that your research is telling them to do? There seems to be a lot required to meet the expectations of today’s affluent investor,” asked an advisor during the Q&A following my presentation. “Your research can be quite intimidating.”...
May 3, 2012
By Matt Oechsli
The bad news is that most CPAs don’t trust the financial services industry and therefore don’t trust financial advisors. ...
Apr 24, 2012
By Matt Oechsli
Elite advisors are very serious about their profession and are always looking to improve....
Apr 19, 2012
By Matt Oechsli
Our recent research cites that socializing with affluent clients is important in meeting expectations and penetrating spheres of influence. ...
Apr 5, 2012
By Matt Oechsli
Many financial advisors fail to consistently provide their affluent clients with the high level of service that they claim to offer. Advisors who take the concept of “client experience” seriously develop what I refer to as a client-centric practice that always delivers. ...
Apr 1, 2012
By Matt Oechsli
These trends will affect an advisor's ability to meet investors' expectations....
Mar 15, 2012
By Matt Oechsli
In our latest affluent investor study we segmented the advisor-client relationship into two categories...
Feb 2, 2012
By Matt Oechsli
Detroit—“We’re in a growth mode, but I know we’re not close to reaching out potential,” Chris explained to me while his partner Dan shifted uncomfortably in his seat. “I think we need to reassess our entire operation, especially our junior advisors.” ...
Feb 1, 2012
By Matt Oechsli
A youngster's four techniques for closing the deal....
Jan 4, 2012
By Matt Oechsli
San Francisco—“We’ve been talking about making changes in how we manage our practice, but we never seem to execute,” said Jim, the leader of a very successful wealth management team. He then laid out a challenge to his team: “We need to make three New Year’s resolutions that will improve our practice—changes that we can execute. ...
Jan 1, 2012
By Matt Oechsli
Staying relevant involves a special combination of the professional and the personal....
Dec 1, 2011
By Matt Oechsli
The founder of Wal-Mart has ideas of value to advisors....
Nov 16, 2011
By Matt Oechsli
Chicago—“I just finished listening to a panel of our top producers talk about their service models, and it sounds wonderful. But then I find myself wondering, ‘Is this realistic?’ ” mused John. “I’m not even sure these advisors really do everything they’re saying.”
By the tone of John’s comments, it was obvious that he’d just exposed his Achilles’ heel—he wasn’t able to listen to this “best practices” discussion and make the connection between his professional world and these top producers. I got the sense that he’d rather complain than try to identify a handful of items applicable to his situation.
...
Aug 1, 2011
By Matt Oechsli
One goal is achieved, another is established, and the beat goes on....
Jul 1, 2011
By Matt Oechsli
This baker's dozen of tips offers insights into how wealthy investors think...
Jun 15, 2011
By Matt Oechsli
“I’m considering joining a team, but a bad experience a few years ago has me spooked. I had two partners, nobody was on the same page, and the break-up wasn’t pleasant,” Michael explained. “Do you have any suggestions?” ...
Jun 1, 2011
By Matt Oechsli
“My clients don’t seem to want to bring any of their friends to my client events,” Randy complained at our recent rainmaker retreat. He then proceeded to tell us about the series of small events he’s held that were great for entertaining existing clients, but not for meeting new prospects...
May 18, 2011
By Matt Oechsli
Apr 1, 2011
By Matt Oechsli
Because so much of our coaching involves helping advisors acquire more affluent clients, we're constantly asked the question, What does it take to become...
Mar 1, 2011
By Matt Oechsli
Rainmakers take these steps seriously and don't wing it....
Jan 1, 2011
By Matt Oechsli
Feeling burned out? Consider a new approach to your career....
Dec 1, 2010
By Matt Oechsli
Is a decline across society in manners having an impact on your team? Consider the
possibility of team differentiation through a commitment to high-level business etiquette.
Obviously, each team has different issues, but every team leader recognizes the importance of revisiting business etiquette in today’s hostile environment. They also agree that civility should begin both at home and within their own team.
...
Dec 1, 2010
By Matt Oechsli
Let's debunk that ridiculous myth about clients not wanting to meet with their advisors during the holiday season....
Nov 1, 2010
By Matt Oechsli
Social media will change your future just as the Internet did 15 years ago....
Oct 1, 2010
By Matt Oechsli
Get uncomfortable, and make your goals a reality....
