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Oechsli Institute Research

Mastering Affluent Client Acquisition

The Affluent Mindset

Research from the Oechsli Institute found that advisors who successfully acquire affluent clients engage in similar activities. By learning these activities, you’ll develop the necessary skills to master the “art form” of affluent sales.



  • How to—and how not to—get a personal introduction to affluent clients
  • Find out why intimate client events are so effective for acquiring affluent clients, then learn a script that gets them to attend
  • Learn The Oechsli Institute proven mix of activities that bring in affluent clients

Next Steps

  1. Download The Affluent Mindset workbook
  2. Quantify how many affluent clients you acquired last year and compare your results to the research results on page 3 of the workbook
  3. Source 5 names for personal introductions as outlined on page 9 of the workbook


The Oechsli Institute is not an affiliate or subsidiary of Hartford Funds.