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.”...
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...
Mar 1, 2012
By Matt Oechsli
Two broad findings highlight how the economic challenges we’ve been experiencing over the past few years have fundamentally changed the relationship between the affluent investor and financial advisors. ...
Feb 16, 2012
By Matt Oechsli
Minneapolis—“We’ve got to make a change in our support personnel,” John explained with a rather painful expression. “My personal assistant just isn’t capable of communicating clearly with the other players on the team.”...
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.” ...
Jan 18, 2012
By Matt Oechsli
Dallas—“If we are going to develop the reputation we want within the affluent centers of influence, we need to raise our game,” Robert told me. “What do the elite teams you’ve coached do that sets them apart?”...
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. ...
Dec 14, 2011
By Matt Oechsli
The mantra for any type of social prospecting is strategic intent, and holiday schmoozing is tailored made for this. In simple terms, this means that you approach every social activity during the holidays with a game plan. You know who will be attending, whom you will know, whom you want to meet, and whom you’re targeting to romance into your pipeline....
Nov 30, 2011
By Matt Oechsli
Philadelphia—“I just spent an hour solving a problem for a very low-revenue client, embarrassingly low, especially when I discovered he no longer worked for the company whose owner is a good client,” mused Michael. He confessed, “I know what I should do, but these people need my help.”...
