Cathy G. | Troy, MI

What is the single, most important thing you’ve learned in coaching? To think big!
Describe a “win” you’ve had that can be attributed to your coaching experience.  Closing two large clients. One is the largest client at our firm!  In both cases the first meeting was positive, but it wasn’t a slam dunk.  My coach offered concrete suggestions on how to pursue in a non-pushy, professional manner.  Voila, it worked!
What activity have you mastered with your coach that brings in the most business? It’s all about the words and how you say it!
Describe your relationship with your coach. Collaborative and very good. She’s easy to talk to, has a great sense of humor, is filled with great ideas (big and small) and she pushes me.
What advice would you give to a fellow advisor considering various coaching programs? Choose a group that is focused on our industry and whose coaches have worked as a financial advisor. Make sure they offer a variety of services: web training, white papers, one on one coaching calls, research, in person training/networking events. Commit to at least one year. I have no plans to stop because it’s gotten better with time.

Steve H. | Overland Park, KS

What is the single, most important thing you’ve learned in coaching? I learned that personal relationships matter in acquiring clients.
Describe a “win” you’ve had that can be attributed to your coaching experience. I think that being able to use Linkedin to locate connections was invaluable.  In addition, Carl helped me tighten up my profile on Linkedin so that it is more powerful.
What activity have you mastered with your coach that brings in the most business? Looking for the connections between clients and prospective clients.
Describe your relationship with your coach. I had a very good relationship with Carl.  He was a good listener and an excellent problem solver.
What advice would you give to a fellow advisor considering various coaching programs? Be open minded on what strategies your coach gives you.

Carina B. | Phoenix, AZ

What is the single, most important thing you’ve learned in coaching? The single most important thing I’ve learned so far is me making the switch to being “activity driven” as opposed to being “results driven.” If I’m doing the right activities… the results will fall into place.
Describe a “win” you’ve had that can be attributed to your coaching experience. I’ve had a great social prospecting win. I was at a party… had a great conversation and won the prospect over. She brought me a large account from a competing firm.
What activity have you mastered with your coach that brings in the most business?  LinkedIn is by far the most successful activity I do. I have opened up about 17 households. I also have a new client onboarding next week that I got from LinkedIn.
Describe your relationship with your coach. I cannot imagine my life without my coach. She is hilarious, no nonsense, encouraging, and a wonderful mentor. I feel safe with her in being able to voice what I’m really feeling without any judgment on her part and she will help me craft a plan so that I can successfully reach my goals. I will be her client forever if she lets me!
What advice would you give to a fellow advisor considering various coaching programs? I never even considered another coaching program. I wanted to emulate some very successful advisors in my firm to reach their level of success and every single one of them is using The Oechsli Institute. I believe that says a lot.

Cameron E. | Greenville, NC

What is the single, most important thing you’ve learned in coaching? What works and what doesn’t. I no longer waste my time on methods and approaches that do not attract and retain affluent investors. Oechsli strategies are researched and proven effective.
Describe a “win” you’ve had that can be attributed to your coaching experience. Motivation. My win is holding myself accountable for results, because I know my coach is watching me. That motivation has resulted in a ton of new production in approx. 3 months.
What activity have you mastered with your coach that brings in the most business? Learning how to subtly convert friends into clients and/or influencers. I was always leery of being seen as a “salesman” to friends, many who were the parents of childhood friends. I knew who they were, had great personal relationships with them, but never approached them about what I do. I was fearful of that, but now I have a better understanding of how to do that in a non-threatening way.
Describe your relationship with your coach. Fantastic. Joe is a great motivator, without being a drill sergeant. He’s been very accessible, helpful, and insightful during every interaction. Our personalities are well matched and he understands and appreciates my contrarian focus. I appreciate his industry experience and learning from that.
What advice would you give to a fellow advisor considering various coaching programs? Investigate them and do your homework. You’ll not find a better coaching firm, anywhere, that has the team, resources, and tools to help you become a top producer.

Matt F. | Portland, OR

What is the single, most important thing you’ve learned in coaching? Spend every available second socializing with clients and prospects.
Describe a “win” you’ve had that can be attributed to your coaching experience. Going back to “stale” referrals and asking clients to plan a social event together.
What activity have you mastered with your coach that brings in the most business? Keeping my ears open for potential business opportunities.
Describe your relationship with your coach. We spoke with Debra bi-monthly with some in-between calls periodically and we still communicate, even though our coaching has ended.
What advice would you give to a fellow advisor considering various coaching programs? Our experience with Oechsli was fantastic and worth every penny. I wouldn’t shop other programs at all……  Call The Oechsli Institute and write the check.

Terry S. | Ponte Vedra Beach, FL

What is the single, most important thing you’ve learned in coaching? I have learned that being social/business is FAR more effective than just a business relationship. It cements current relationships, and my clients actually want to introduce me to their friends. That has never happened before and I have been in business for 15 years.
Describe a “win” you’ve had that can be attributed to your coaching experience.  I recently brought in a client with a great account.  Also, my asset level keeps increasing and I got several new clients in the past 6 months.  I really enjoy this new kind of client acquisition.
What activity have you mastered with your coach that brings in the most business? The ability to listen to clients and “source names” for possible future introductions.
Describe your relationship with your coach.  Uplifting, motivating and he has the ability to make me look at situations with clients and prospects in a different light. Many “ah-ha” moments.
What advice would you give to a fellow advisor considering various coaching programs? Start with this one. It is based on real research.

Ken B. | Detroit, MI

What is the single, most important thing you’ve learned in coaching? The single most important thing, for me, was how to change the way I had been doing things, for years, in order to make my business enjoyable again. Mission accomplished. This was a “quality of life” goal more than a financial one and the financial part of the equation has increased as a result.
Describe a “win” you’ve had that can be attributed to your coaching experience. We found significant assets held elsewhere by my existing clients and were able to bring much of it in to our practice.
What activity have you mastered with your coach that brings in the most business? Social lunches, etc. and asking appropriate questions to get to know clients on a more personal level.
Describe your relationship with your coach. Great! I cannot say enough positive things about working with Carl. It has been an extremely positive experience.
What advice would you give to a fellow advisor considering various coaching programs? I would urge him or her to check out Oechsli’s coaching program.

Steve C. | Albuquerque, NM

What is the single, most important thing you’ve learned in coaching? How to change the way I meet with clients and to always be listening for possible introductions to their friends and for surprise and delight opportunities. We also hired an Executive Assistant to further implement and administer the Oechsli program into our firm.
Describe a “win” you’ve had that can be attributed to your coaching experience. Using a client event, we had an existing client bring a friend. This will result in me gaining a huge account.
What activity have you mastered with your coach that brings in the most business? We use the The Oechsli Institute’s dashboard (Rainmaker Command Center) to track activity- to make sure we are making optimal use of time and effort to develop referrals, introductions and centers of influence.Describe your relationship with your coach.  Kevin brings us great ideas and keeps us on track.
What advice would you give to a fellow advisor considering various coaching programs? We always tell our peers how much we like the Oechsli Institute program – but it wasn’t until we really committed to it that it has brought the results we wanted.

Renee W. | Atlanta, GA

What is the single, most important thing you’ve learned in coaching? How to better relate to high net worth individuals on a personal level and to engage with them to build relationships.
Describe a “win” you’ve had that can be attributed to your coaching experience. I’ve begun developing a relationship with a senior executive of that I probably would have never started a conversation with, much less invite her to breakfast and a golf outing.
What activity have you mastered with your coach that brings in the most business? Still mastering it, but how to develop a productive prospecting list and to effectively work it to build personal relationships.
Describe your relationship with your coach. Open, affirming and productive. He helps me stretch outside my comfort zone to achieve growth in my skill set.
What advice would you give to a fellow advisor considering various coaching programs? Decide on the top three or so objectives you want to achieve and interview a number of potential coaches to determine their ability to help you before you make a decision. Make certain your philosophies and personalities are a good fit.

Joseph S. | Encino, CA

What is the single, most important thing you’ve learned in coaching? Patience and the value of networking.
Describe a “win” you’ve had that can be attributed to your coaching experience. I have added several million dollars to my book in the past 12 months from my renewed networking efforts.
What activity have you mastered with your coach that brings in the most business? Patience has had the effect of making me calm and that makes me appear more successful and confident. The net result is that prospects are attracted to me.
Describe your relationship with your coach. I enjoy our biweekly conversations. I can and do discuss my strategy with new prospects with him.
What advice would you give to a fellow advisor considering various coaching programs? Try it. You will learn something about yourself. The best advice I receive about prospecting for new client was “Everything works, but nothing works well.”  Coaching can help you find an approach to prospecting with which you are comfortable.

Erick S. | San Diego, CA

What is the single, most important thing you’ve learned in coaching? As with everything, the “second set” of eyes can only help. I am a practitioner, and I know how to practice and apply in the areas of advisory and asset management. Dave has given me the constant reminders, mentoring, and knowledge in a period of one year that would have taken me 5-10 years to learn. That’s what coaches and mentors do!
Describe a “win” you’ve had that can be attributed to your coaching experience.  Bumped into an old acquaintance at the grocery store–he lives in the neighborhood, and I have known him and his family for years. We talked about how his job was going, how he commutes all the time, and that he likes to brew his own beer as a hobby and a personal outlet. Step one, per coach: Build rapport, find a common ground and an excuse to call in the future. I am a “wine-guy” and I know nothing about beer. I truly want to learn, and I told him. He offered that we should get together sometime at the Stone facility and he would introduce me. Step two, per coach: get number and permission to call. Step three, per coach: pend in calendar, and call. Following that, we went out to Stone and two other microbreweries in the following 3 weeks. Lots of beer-talk, and lots of getting to know. Conversation went from tasting beer, making beer, his dream to open a small micro-brewery, and I asked if he knew what it took, financially. Step four per coach: “flip” the conversation to a point to offer a second opinion, risk analysis, etc. Convo flipped, second opinion set up. Just signed ACATs for a very large account two days ago. All over beer.
What activity have you mastered with your coach that brings in the most business? Asking to be introduced.
Describe your relationship with your coach. I consider him one of my biggest fans, and, for the short time that we have known each other, a friend.
What advice would you give to a fellow advisor considering various coaching programs? Nike. Michael Jordan. Just do it!

Fred H. | Detroit, Michigan

What is the single, most important thing you’ve learned in coaching? Strategies that allow me to approach high net worth individuals without their BS antenna going up. It has been an extremely effective way to get in front of great prospects.
Describe a “win” you’ve had that can be attributed to your coaching experience. Brought in a massive account. Say no more.
What activity have you mastered with your coach that brings in the most business? Making a prospect want more information instead of inundating them with it. I have actually put my coaching meetings on hold because I had so many qualified prospects, I couldn’t handle any more!
Describe your relationship with your coach. We have a great relationship. Kevin has been supportive of my need to over analyze some things, great with pointing me in the right direction and making sure I am on track.
What advice would you give to a fellow advisor considering various coaching programs? If you are at the top of your game, or if you want to be at the top of your game, you need to have someone to make sure you are on course. We are all overwhelmed with compliance, customer satisfaction, asset management , service issues, marketing etc. Its impossible to do it all by yourself. It is a must to have someone that you can confide in and to keep you on course. Kevin has been that support mechanism.

Fred G. | Ft. Worth, Texas

What is the single, most important thing you’ve learned in coaching? Social first with prospecting. It has been difficult to do because I have always been such a linear prospector. However, I am gaining access to larger prospects because of this method which I would never have gotten if I would have asked for the meeting first. 
Describe a “win” you’ve had that can be attributed to your coaching experience. David has really focused me on the social activities. I have joined a few organizations and social groups which have led to some business. I am in the process of closing a large deal from these activities.
What activity have you mastered with your coach that brings in the most business? Surprise and delight. No doubt about it. I, along with my wife, went out and delivered watermelons to my best clients and prospects the weekend before the 4th of July. By the end of the month, this will have helped me bring in a ton of new assets. I admit, I was dubious when David suggested various surprise and delight ideas. I am not dubious anymore.
Describe your relationship with your coach. Very good. David and I get along well. He keeps my feet to the fire and helps me stay focused and positive.
What advice would you give to a fellow advisor considering various coaching programs? Each Advisor must know what he/she wants out of the relationship. Is your practice new? Are you an established Advisor with a mature practice? Are you open to new ways of doing things or would you rather stay in your comfort zone?

Ann Marie B. | Redding, CA

I really loved the coach that I was paired with.  I felt like we were completely on the same page and his style worked very well with mine.  He pushed me just enough to go that “1/2” step and that’s what is important.  He also taught me many valuable things that go along with who I am as a person, which can result in business so it’s a win/win for me.  One of the best things he taught me is to always be open for business and be listening for opportunities to help people.  I also liked that he reassured me there’s no need to go after clients who are happy with their current advisers, that would be self serving.  Instead he let me know how many people truly need help or aren’t getting good service and guidance.  Those are the ideal clients we are looking for!

Thomas K. | Rancho Bernardo, CA

Out of all the coaching experiences and classes that we’ve been through, this was by far the best. The symposium was extremely helpful and detailed. We really enjoyed learning how to leverage LinkedIn more effectively as well as the importance of building more personal connections. The follow up calls with our coach for accountability was also very helpful. Thank you for your dedication to assisting our team in growing our business.