In a financial services career spanning 25 years, I’ve served as a Branch Manager for Legg Mason and Smith Barney. During my tenure at Legg Mason, I ran a regional training center that served as a model for expansion of firm-wide training methods. I also served on the Branch Managers Advisory organizations at both Smith Barney and Legg Mason, where I was selected as Chairman. I’ve been coaching successful teams, individual advisors, and new industry entrants for many years. When working with advisors, I help each coaching client identify their strengths and use those talents to apply the research-tested Oechsli approach in their own way. Once an advisor makes a portion of the Oechsli methodology their own, results begin to happen quickly. I coach each client through their successes and their challenges. The goal is for the advisor to see him or her self through the eyes of the affluent prospect.
Why do you coach?
I do it because it is fun! It is a big charge to help an advisor intelligently grow their business.
How would you describe your coaching style?
I am collaborative and realistic. I work with the advisor to find activities that will grow their business, and that they will actually implement. The advisor must be comfortable with the activities.
What are some of your personal interests and hobbies?
I read a lot of business and secular publications. In addition I travel a lot, lawn bowl, and spend a lot of time with my grandchildren who live close by.
What do your clients say about you?
They consistently tell me that I help them to see their business in a different way than they have before. Only when you understand yourself, your business, and how you want them to intersect can you move forward and grow.