Matt Oechsli, a principal at the Oechsli Institute in Greensboro, N.C., who has been working on training advisors in “soft” skills for Cetera, recalls a role-playing exercise he ran with some financial advisors looking to learn those skills needed to be a successful financial planner. The advisors were told to imagine they were at a party attended by wealthy potential clients in their community. “I had them standing up, and they had to introduce themselves,” Oechsli recalls.
All On Wall Street articles are archived after 7 days. REGISTER NOW for unlimited access to all recently archived articles, as well as thousands of searchable stories. Registered Members also gain access to exclusive industry white paper downloads, web seminars, blog discussions, the iPad App, CE Exams, and conference discounts. Qualified members may also choose to receive our free monthly magazine and any of our daily or weekly e-newsletters covering the latest breaking news, opinions from industry leaders, developing trends and growth strategies.