Many financial advisors ask us whether or not you should even leave voicemails anymore. The answer, generally, is that you should. It’s one more chance to showcase professionalism as an advisor. Your

What makes an advisory practice elite?  We've just completed three years of research that sought to identify the traits of top performers.  We organized our findings into a seven part model that serve

Let's face it, you have a stressful job. After all, you're handling your clients' financial livelihood and that's a lot of pressure. But if you're stressed out, clients, prospects and COIs can tell. N

The Oechsli Institute has worked with thousands of financial professionals over the past 30 years. Some advisors are great with implementing structure and systems within their practice and others... n

“I didn’t have time to write a short letter, so I wrote a long one instead.”  -Mark Twain   Most financial advisors have gone through the tedious exercise of writing a robust business plan.  The probl

The Power of Questions with David Patchen

Do you feel stagnant with your sales process? Our research can help you understand how affluent prospects select an advisor.  In this episode, Stephen and Kevin explain our latest affluent research an

95% of affluent prospects will research you online at some point in the decision-making process. Your website will play a huge role in their first impression, so why wouldn't you make sure it represen

Many sales professionals are wary of social prospecting—mostly out of fear of alienating their friends. However, you can bridge the gap between personal and business discussions by asking the right qu

If you’ve held proposal meetings with more than one decision maker, then you understand that they have a completely different energy compared to 1-on-1 meetings. Not only do you have to cater to diffe