Providing Value to Your Top Clients Using 4 Key Psychographic Motivators
When was the last time you thought about your health? How about your family? Your finances? Your spiritual life? My guess is you’ve thought about all of this in some way shape or form within the past 24 hours. These questions pertain to 4 Key Psychographic Motivators impacting affluent decision making: personal health, financial health, […]
Client Gifts for Maximum Impact
Our data is clear on the power of relationship-building. When you humanize the advisor/client relationship, you tend to deepen loyalty and improve advocacy. We’ve talked a lot about activities like taking clients to lunch, hosting fun events, and other ways to get to know each other outside of investments. One of the simplest ways […]
4 Steps for Managing the Distractions of Summer
I don’t know about you, but I love summer. It’s an awesome time to chill, recharge and have fun in the sun with family and friends. And the greater the resources, the more opportunities for fun. All of this came to me after listening to an advisor tell me all about his new boat, the […]
Financial Advisor Referral Tips – The “Factor of Six” Rule
Here’s a provocative thought – it’s been said that every client has the network to introduce you to six similar profile people. In addition, our research over the past 10 years has also shown that the “personal introduction” ranks as the number one way today’s affluent first met their financial advisor. The question becomes, has […]
The Financial Advisor’s 20-Minute LinkedIn Routine
By Stephen Boswell and Kevin Nichols | @stephenboswell | @kevinanichols When it comes to using LinkedIn, you want to ensure you’re putting in enough effort to get results, but at the same time, you need a routine to make sure you’re not wandering aimlessly through the interwebs. We see two ends of the spectrum. Some advisors never log into […]
5 Habits for Developing Mental Toughness
“You’ve got to have crocodile skin to be the best,” explained Doug after landing a $20 million client, which put him over $100 million in new assets for the year. As I’ve always said, this game is won on a seven inch playing field between the ears – the mind. Doug had to learn […]
How to Make Marketing a Team Effort
We’re often asked how to incorporate non-producing team members into the team’s marketing efforts. It’s a great idea, but only if done the right way. We’ve seen countless examples of advisors attempting to delegate client acquisition responsibilities in full. Never, we repeat never, does this work. That said, we do see a lot of […]
4 Proven Financial Advisor Marketing Activities
At the Oechsli Institute we’ve been researching financial advisor marketing for the past 20 years from two perspectives: Financial Advisors Affluent Investors What we’ve found is that financial advisors who are successful in acquiring affluent clients ($1+ million) are employing the same marketing activities that affluent investors have told us that they respond favorably to. […]
Financial Advisor Marketing Lessons from Two Professionals
Sometimes as an advisor it helps to look at other sales roles for inspiration. I thought it might be helpful to share two stories with you, one good and one bad. First Professional’s Story Coming back from a speaking engagement, my first-class seatmate asked the proverbial question: “So, what do you do?” I briefly explained […]
Ask Your Prospect Questions that Make an Impact
Ask almost any financial advisor if questions are important in the sales process, and you’re guaranteed a resounding “yes.” But if you ask those same professionals if they have a strategy for asking questions, you will rarely get the same response. While there are infinite questions to ask, the way in which you frame your […]
