Ep 142: Creating A Structured Relationship-Building Calendar To Enhance Trust With Affluent Clients with Matt Oechsli
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 17 September 2019
⏱️ 87 minutes
🧾️ Download transcript
Summary
Matt Oechsli is the founder and CEO of Oechsli Institute, which does primary research into affluent investors and how they select advisors. A marketing and sales consultant for financial advisors, Matt joins the show to share how you can connect with more affluent clients simply by building better relationships with them.
Listen in as we discuss the importance of paying attention to details—like the names of clients’ children and pets—during the relationship-building process, as well as what good client communication is all about. Matt shares what it takes to build trust, an effective practice for getting more referrals, and his advice for new advisors starting out in the business.
For show notes and more visit: https://www.kitces.com/142
Transcript
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| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with |
| 0:07.1 | financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading |
| 0:12.4 | financial advisors navigated the inevitable challenges that arise on the path to success |
| 0:17.4 | and get insight from leading industry consultants about how to break through to the next |
| 0:22.2 | level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. |
| 0:29.0 | Welcome to the 142nd episode of the Financial Advisor's Success Podcast. My guest on today's |
| 0:34.7 | podcast is Matt Oxley. Matt is the founder and CEO of the Oxley Institute, |
| 0:39.3 | which does primary research into affluent investors and how they select advisors, and then |
| 0:43.8 | provides financial advisor marketing and sales, consulting, and coaching on how to leverage those |
| 0:48.5 | research insights to grow their firms by reaching more affluent clients. In this episode, we talk in depth about how to reach and |
| 0:56.2 | connect with affluent clients by forming better relationships with them, from why knowing the names |
| 1:00.8 | of a client's children and pets really is so important in the relationship building process, |
| 1:05.2 | to the reason why having non-business social lunches with clients are what Matt calls a $1,000 per hour activity and are so |
| 1:13.0 | effective to deepen the relationship and get more referrals. The importance of doing intimate |
| 1:17.7 | events with a small number of key clients at a time, in addition to broad-based client appreciation |
| 1:22.2 | events, and how in the end the point isn't merely to become friends with clients, but that |
| 1:26.9 | social interactions with clients are really all about having opportunities to demonstrate that you're worthy of their trust to continue working with you and hopefully to refer you as well. |
| 1:37.3 | We also talk about how to bring better structure to your client relationship building efforts, from developing a relationship calendar of the key |
| 1:44.9 | activities you intend to engage in with your top clients throughout the year, why it's so crucial |
| 1:49.6 | to focus relationship building activities on a subset of your top clients instead of trying to reach |
| 1:54.9 | everyone at once, why you should target one surprise and delight opportunity with key clients every |
| 2:00.2 | week, the right way to |
... |
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