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MATT OECHSLI
SELLING TO THE AFFLUENT
Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing and developing loyalty with affluent clients. His firm has conducted numerous research projects on the affluent and has been able to determine (with statistical significance) how the affluent make major purchase decisions, the criteria they use in selecting a “go-to” financial advisor, what they look for in a personal banking relationship, and more. Matt knows what is required to become a “Rainmaker” within the world of the affluent.
Matt’s value as a consultant and coach is his more than 25 years of experience. All of Matt’s topics are research based, street tested, and action oriented – they include ‘gems’ that can be used today. Besides studying the affluent, his research has ranged from uncovering the 15 criteria that separate high performance Wealth Management teams from the rest, to discovering the criteria that differentiate preferred wholesalers from the rest, to identifying the high impact affluent sales and marketing activities that work in today’s world.
Matt has presented to groups from Sydney to Wall Street – bringing his dynamic and practical message to executives, managers, sales people and teams.
Becoming a Rainmaker
Learn the mindset, activities, and skills of real Rainmakers – BASED ON 7 YEARS OF COMPREHENSIVE RESEARCH. Our studies on Attracting Affluent Clients and Rainmaker Best Practices uncovered how elite advisors remain far ahead of the competition. On average, the subjects of our study brought in 17.7 new relationships last year totaling $37.7 million. This could be you!
Learn the Rainmaker’s Critical Path Method of High Net Worth Prospecting—A Dramatically Different Approach for a Dynamically Different Market.
- Learn how the affluent respond to advertising; brochures, etc.
- Identify and find affluent prospects that are “in transition.”
- Get face-to-face with the affluent and earn their trust.
- Seamlessly sell long-term financial advisory relationships.
- Manage that relationship and generate on-going referrals.
- Master the 8 Criteria the affluent use in selecting a “go-to” financial coordinator
Building High Performance Wealth Management Teams
The Oechsli Institute has conducted comprehensive research in 2003 and 2007 that explored the mindset and practices of approximately 1,000 Wealth Management Teams. From those studies we have been able to determine that wealth management teams do not achieve high performance quickly or by accident. To achieve high performance, they work their way through predictable stages of development. We recently compiled a set of 15 Performance Factors that can be used to guide Wealth Management Teams in their efforts to achieve high performance.
Practice Management
Building a practice to successfully attract and retain high net worth clients requires nothing less than Ritz- Carlton level service and FedEx efficiency. Creating a long-range business plan, segmenting clients, developing systems and procedures, prospecting for new clients, offering solutions for the full range of financial needs, earning the long-term loyalty of clients – this is the heart and soul of managing a 21st century practice. Let us help your financial advisors master these challenges.
- Customized to your organization’s unique culture and the specific needs of your audience.
- Supported with PowerPoint slides and handouts.
- Complete with workbooks for seminars and workshops.
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MATT’S INFO
PROGRAMS/TOPICS
- Becoming a Rainmaker
- The Art of Selling to the Affluent
- Building High Performance Wealth Management Teams
- Practice Management
