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Matt Oechsli, President of The Oechsli Institute, discusses how financial advisors can avoid a common HR issue.
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I know you've all been there. You've got things going on in your office, you've got someone on your team that just drives you crazy, there are mistakes, you feel like screaming, GRRRR, you're at your wits-end! This is what we call HR mayhem. In this edition of The Oechsli Insider, we're going to give you the solution. We call it HR Mayhem Avoidance.

Here's your HR mayhem avoidance, we call it "Hug, Smack, and Hug". Here's a real situation that happened to an advisor I spoke with: one of his two assistants is loved by his clients, but she'd driving him crazy. She keeps on making mistakes and has no attention to detail.

Here's the hug: "Sally, you do a wonderful job with our clients. Our clients love you." That's the hug.

Here's the smack: "But on top of that, we've got to stop these mistakes. There are too many errors going on and they're really going to start costing us money. We have to make a correction."

Here's the second hug: "Sally, let's redefine your role and focus on your strengths. We really want you servicing our clients. What if we have you proactively contacting our clients so they can really love both of us and we'll off-side some of the administrative tasks that really aren't in your wheel-house. We'll give it to June, our part-timer and that'll be her full-time assignment."

There you have it. We just avoided the HR mayhem because we hugged, we smacked and addressed the problem, and we hugged by focusing on strengths, but also a solution..

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Since 1978, The Oechsli Institute has helped financial advisors achieve their goal of reaching more affluent clients and building long-term personal relationships with those clients. For more than three decades, they have conducted ongoing studies on both the affluent, in their decision making patterns, and elite advisors in their marketing and sales tactics. The goal is to help advisors and teams improve their sales and marketing efforts, modernize their service models -- all while strengthening the loyalty of their affluent clients.

Books:

Best Practices of Elite Advisors (NEW book by Matt Oechsli & Stephen Boswell!)
https://www.oechsli.com/catalog/books...

The quickest way for a financial advisor to become an Elite Advisor is to model the Best Practices of Elite Advisors. This book is designed to serve that purpose; a road map for replicating the actions of the industry's elite.

Becoming a Rainmaker (by Matt Oechsli)
https://www.oechsli.com/catalog/books...

Simply put, Rainmakers are those financial professionals who consistently bring in new affluent relationships. They are the highest compensated financial professionals, they are the most sought after financial professionals, and they are not for hire. Rainmakers are self-made.

If you have not become a Rainmaker and want to, this book is an invitation directed personally to you. Buckle up your seatbelt, because "Becoming a Rainmaker" will teach you how to:

1) Develop the mindset of a Rainmaker
2) Execute the High-Impact activities of a Rainmaker
3) Master the affluent Sales Skills of a Rainmaker.