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...
