The economic uncertainty of the past several years has forced many affluent clients to consider changing financial advisors. However, advisor coaching expert Matt Oechsli believes that elite advisors should see this client dissatisfaction as an opportunity to capture new customers and assets.
"When should it be easier to bring in new business? When markets are going up for years and years and years and everybody is fat, dumb and happy; or when the proverbial you-know-what hits the fan and everything is turned topsy-turvy? When should it be easier to bring in new business?" Oechsli asked rhetorically during his presentation at RBC's Women's Association of Financial Advisors conference in Minneapolis. "NOW!" he roared back to the 100 audience members.
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