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
Scared and confused is how Americans feel about handling their personal finances, says a new report by SmartDollar and Ramsey Solutions. While 26 percent say they are scared and 25 percent feel confused about handling money, only 26 percent o...
Exactly six months from Monday, one of the most significant regulatory changes to impact the financial advice industry will take effect...
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?"...
Fear has played a big role in this year’s presidential election, just as it traditionally has with investing...
