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...
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?"...
PricewaterhouseCoopers predicts major changes coming to the financial services industry by 2020, especially in the makeup of a firm’s workforce and how it is recruited, organized and compensated. With automation replacing the bulk of transact...
