MINNEAPOLIS — “Just my personal feeling, but I think we’re overloaded on practice management,” sighed John with a grimace, then added, “I feel we’re spending more time on policies and procedures than on finding...
Understanding human behavior, especially with the affluent, is critically important to high-level sales skills. By understanding some of the common psychological biases, you are able to better understand yourself, your clients, and your prospects...
Stephen Boswell and Kevin Nichols are thought leaders with The Oechsli Institute, a firm that specializes in research and training for the financial services industry. @StephenBoswell@KevinANichols www.oechsli.com
In the third quarter of this year, my colleagues and I visited with 20 teams, including both existing clients and prospects. During a review session, my boss asked a question I have grown accustomed to answering: "What did you learn?"...
Coach 'em up.
Fidelity Clearing & Custody Solutions is partnering with Ron Carson’s coaching firm, Peak Advisor Alliance, to provide coaching and peer learning opportunities to its advisors. Fidelity will introduce an eLearning Exchange, an on...
For some successful small business owners, retirement planning is simple (or so they believe): When they decide to stop working, they’ll merely sell their businesses to the highest bidders, experience huge economic windfalls and everything...
Success Limiters™ are mental hang-ups that have limited your success in the past. They distract us. They stop us in our tracks. They take us off course. Ultimately, they hold us back from reaching our potential. ...
Most successful wealth management practices have one thing in common: They sell service, not performance. There have been numerous industry studies on the topic, and for the most part, top quartile performance doesn’t rate in the top three...
Most financial professionals we know don’t ask for feedback. Why? They’re afraid of what they might hear or they assume they won’t receive honest feedback anyway. ...
Over the next five years, household assets are expected to increase by $89 trillion in the 25 top markets, pumping $50 trillion into the wealth industry, according to new research by Roubini ThoughtLab. But if wealth advisors and investment firms...
