Powerful Goal Setting: Make Your Goals a Mental Compulsion 

By Matt Oechsli

Chicago - "I'm not as motivated as I used to be" said James. "I've completed my business plan -- an annual drill -- and I believe I'm putting my best efforts into the plan. We discuss the plan as a team, but something is missing. Maybe I've lost my inner fire."...

Affluent Call Reluctance 

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." ...

Job Satisfaction 

Our studies of wealth-management teams have provided clear empirical evidence that job satisfaction is directly tied to the team's effort to improve performance as the team progresses through stages of development....

Scheduling and Cross-Training - The Keys To A Smooth Summer And Beyond 

there is a tendency to approach June, July, and August as three months where we are more reactive, only to realize in the middle of August that there are real limitations to that approach. ...

Making Intimate Client Events Work 

Matt Oechsli

As with any client contact effort, the purpose needs to be clear. Intimate Client Events have a dual purpose -- to show genuine appreciation to your best clients, and to engage in high-impact Rainmaking activity....

Achieving Strategic Intent 

Matt Oechsli

A true Rainmaker approaches every activity and event with strategic intent -- no exception. In addition, a series of steps can be identified for each activity or event to deliberately guide your efforts to achieve your strategic intent....

Team Networking 

Matt Oechsli

Rainmakers, those who bring in 10 or more million-dollar clients each year, are masters at networking. Rainmakers learn to take networking to a higher level. They are admired for their ability to establish rapport, gain credibility, and earn trust...

Quarterly Team Performance Reviews 

Matt Oechsli

What made the team experience significantly rewarding for our survey respondents were six factors that produced high performance, not the factors related to team dynamics. It's a simple formula: improved team performance flows out of a hunger for high performance....

Team Member Performance Reviews 

Matt Oechsli

If I focus only on improving overall team performance, can I really expect every individual's performance to improve as well?...

Closing Performance Gaps 

Matt Oechsli

In it's basic form, improvement is the process by which we close performance gaps in order to achieve desired results. The "what" to be improved is performance. Improvement is a performance issue, not a results issue....

Process Overkill 

Matt Oechsli

Control is just one aspect of the performance equation; results centering around increasing assets revenue is another....

You Too Can Provide Personalized Service 

Matt Oechsli

there are very specific things you can do, and my purpose in this issue of Practice Management is to share three strategies our clients have related to us. ...