Matt Oechsli

Columnist: The Inner Game

Matt Oechsli is author of Building a Successful 21st Century Financial Practice: Attracting, Servicing & Retaining Affluent Clients.

How Financial Advisors Handle Prospects Who Don’t Qualify Without Insulting Them
The short answer: very delicately, but firmly. However there are a handful of scenarios that an advisor should be prepared to address.
The Right Financial Advisor Questions - at the Right Time in Social Prospecting 1
Taking a look at three levels of questioning as a progression for your social prospecting.
Five Most Frequent Financial Industry Questions
Industry questions heard most frequently by Matt Oechsli of The Oechsli Institute.
What’s Your “Project $200 Million”?
Many financial advisors don’t know how good they can be, especially when it comes to client acquisition. Here are five steps to follow to help any advisor reach their goals.
5 Tips for Leading an Elite Wealth Management Team
Lead by example: Whether you’re a team of three or a baker’s dozen, all eyes are on you. You’re living in the proverbial fishbowl and these tips might serve as a gentle reminder.
Five Tips for Enhancing Financial Advisor Productivity
The day-to-day world of a financial advisor is full of distractions. The following tips will help improve the efficiency of any advisor.
Building a Multigenerational Wealth Management Team
Elite advisors kill two birds with one stone: succession planning and next gen wealth transfer.
Are You Doing $1,500 Per Hour Activities?
How do you delegate your tasks and responsibilities as an advisor? Here's an exercise to determine what your time is worth.
Crafting Your Story 2
Since financial advisors need to be able to connect with clients, prospects, and COIs, every financial advisor should be able to conversationally tell a Cliff-Note version of his or her story.
Working the Room
Some advisors come on too strong in social situations. But it’s not just about networking. Instead, it should be about building friendships.
The Financial Advisor Introduction Strategy
Personal introductions are the most powerful marketing force on the planet. The idea is to approach your initial meeting prepared, relaxed and brimming with confidence.
3 Phrases Most Likely to Get Affluent Introductions
Ask these questions - in this manner - to get your affluent clients to introduce you to their wealthy friends.
Are You Ready to Team with a Junior Financial Advisor?
Older advisors are often skeptical that hiring a junior partner can help them run their practice. The truth is they are reluctant to lose control.
A High-Touch Practice—Literally
Academic research suggests touching your clients—hugs, pats, a touch on the arm—is an effective way to strengthen personal bonds.
Five Financial Advisor Marketing Activities You Must Master
Get active in executing these 5 financial advisor marketing activities and their mastery will be a major component of your success formula.
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