Taking a COVID-19 Leadership Role
Amidst the stock market tanking, contradictory messaging from medical experts and politicians, and a 24/7 coronavirus drumbeat, confusion, fear, and panic reign. And referring to this as the “new normal” has an apocalyptic tone that isn’t helpful. Today’s environment is in desperate need of local leadership, at any level. But you don’t need to be […]
Ramp up Referrals
As you plan for 2020 marketing, remember this: some advisors get more referrals than others. The big question is why? It depends largely on the relationship they’ve forged with their clients. Think about why clients refer for a moment. It’s not because their friends cannot find a good financial advisor, no matter how hard they […]
The Science of Getting Agreement
Imagine improving your ability to persuade an affluent prospect to meet with you. How about convincing them to become a client? Or agree that your fees are fair? Well, you’re in luck. Two behavioral scientists, Matthew Feinberg and Robb Willer, have conducted numerous experiments with over 1,000 participants in the realm of settling the political […]
How to Develop a Stable of the Best CPAs in Town
I stumbled onto a terrific article that is perfect for tax season: How to Find the Best CPA or Tax Accountant Near You by Janet Berry-Johnson published in Wirecutter. Ms. Berry-Johnson’s audience was the general public, but I think it has some great implications for you as financial advisors. Your objective is two-fold: 1). Identify […]
Is it Time to Hire?
Over the past two decades, Oechsli has researched thousands of elite financial advisors. One of the consistent findings, year after year, is that elite financial advisors hire in advance of a need for personnel. In other words, they focus on capacity-leading-demand instead of capacity-lagging-demand. This is only applicable to teams who are in (or want […]
How 95% of Decisions Are Made
According to Harvard professor Gerald Zaltman, 95% of purchasing decisions are subconscious. Translation: affluent consumers aren’t as savvy as they’d like to think. Zaltman’s research highlights the fact that… People make major decisions based on emotion (subconscious feelings) and then attempt to support their decisions with logic (conscious thinking). This might be one of the […]
Quantity Leads to Quality
We recently launched a turn-key video solution for financial advisors called Oechsli Mobile. We always learn a lot from running a new program and one thing we’ve learned in this one is… nobody really likes the way they look on camera. This tends to fade over time, but at first, it’s hard to watch yourself. Remember, […]
Nicer Apparel, Instant Competence
When face-to-face in social settings, impressions of your competence are made within milliseconds, long before you’ve spoken your first word. According to a study published in Nature Human Behavior by Princeton University, authored by Donald Oh and Alexander Todorov, clothing perceived as “richer” by an observer – whether it was a t-shirt, sweater, or another […]
John Wooden’s Pyramid of Success & You
College basketball is already in full swing and conversations about March Madness (NCAA basketball tournament) are part of nearly every basketball conversation. Every year at tournament time, bracket sheets are filled out, money is involved, and even people who aren’t real fans find themselves following – hence the moniker March Madness. John Wooden, UCLA’s legendary […]
Succession Planning Essentials
The succession of your business is going to happen. Will it be orderly? Will it be positive for everyone involved? It’s never too early to start planning. Whether you’re the junior advisor, the senior, or somewhere in between, pause for a moment and think about the current state of succession in your practice. How are […]
