Talking Point: What Do Clients Really Want?

March 2006
Journal of Financial Planning;Mar2006, Vol. 19 Issue 3, p19
Academic Journal
This article reports on an interview with Matt Oechsli, a trainer and coach of financial advisors, which appeared in "Investment News." Oechsli said that while the financial services industry is perceived as being highly effective at marketing, it is failing to effectively reach the affluent. Oechsli found that only seven percent of advisors who are marketing to the affluent actually gain ten or more clients a year who have $1 million or more in investable assets. He cited a mistrust of the industry as a main reason for this.


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