Financial Advisor Success Ep 142: Creating A Structured Relationship-Building Calendar To Enhance Trust With Affluent Clients with Matt Oechsli
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Sep 17, 2019 Matt Oechsli, Founder and CEO of Oechsli Institute, delves into the art of building trust with affluent clients. He emphasizes the importance of personal details, like knowing clients' children's names, to strengthen relationships. Matt discusses the significance of structured relationship-building calendars over traditional client events, advocating for intimacy and personalization. He also shares strategies for new advisors, highlighting the need for genuine connections that enhance trust and drive referrals, transforming transactional interactions into lasting partnerships.
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Emotional Connection Builds Trust
- Affluent clients value advisors who mix personal and professional relationships for true emotional connection.
- This connection increases trust, promotes asset consolidation, and drives more referrals.
Use a Relationship Calendar
- Build a relationship calendar alongside your professional client touchpoints.
- Schedule non-business lunches and social events to deepen personal connections.
Social Lunches Are High Impact
- Prioritize social lunches as key trust-building activities; they're $1,000 per hour for deep relationship gains.
- Aim to hold at least one social lunch per week with top clients for optimal impact.
