Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing and developing loyalty with affluent clients. Matt is one of the most sought after speakers in the financial services industry, delivering over 200 speeches per year. His 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. Matt’s experience and skills enable him to deliver a powerful message that is both motivating and practical. He knows what is required for marketing a financial services practice.
Matt has authored eleven books, a number of industry best sellers and his latest book on teams, Elite Financial Teams, is quickly becoming another industry best seller. From Sydney to Wall Street Matt has presented and brought his dynamic message to executives, managers, sales people and teams.
Beside 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.
Becoming a Rainmaker
How do Rainmakers think? What specific marketing activities do they engage in? What level of sales skills do they possess? Participants will learn the answers to these questions and more. Using a three-legged stool as the model for a Rainmaker the presentation comes to life through its simplicity.
Everyone will be able to understand the mindset of these superior marketers, how they set goals, how they are able to expand their comfort zones, and execute. Participants will have an “Ah-ha” moment when they discover the hierarchy of marketing activities; from the high-impact marketing activities used by Rainmakers to the lower impact activities. The finale is recognizing the specific skill level, the “do’s and don’ts” required to be successful with today’s affluent — who don’t like sales people.
Because this presentation was based on over a decade of research on Rainmaking (affluent client acquisition), the message is real but highly motivating. It is also extremely practical in such a manner that everyone will depart this presentation with two to three take-aways that can be immediately put into action.
- How to think big and set goals like a Rainmaker.
- How to activate your “Achievement Cycle”.
- How to penetrate your affluent client’s centers-of-influence
- How to develop referral alliance partnerships that work
- How to get personally introduced to an affluent prospect
- How to communicate, demonstrate, and quantify your value
- How to master the art of affluent sales
Best Practices of Elite Advisors
What are the qualities that set elite advisors apart? How do they manage their practice? How do they market their practice? You will discover the answers to these questions and much more as the elite advisor model, developed from our latest advisor research, will walk you through the seven components of today’s elite advisor profile. Using this elite model as a prototype, you will see the contrast between the “old world” advisor and today’s elite advisor within each of the seven components.
- Learn how to re-position your services to clients and prospects.
- How to bring clarity to roles and responsibilities.
- Socially prospect without coming across salesy
- How to wow affluent clients through a simple “surprise & delight” campaign
- How to handle tough times with a sense of calm confidence.
- How to elite advisors are grow during challenging times.
- Build effective strategic partnerships with other professionals.
- Penetrate your clients’ 7 spheres of influence.
- Discover how elite advisors are able to exceed their affluent client’s expectations.
- How to become magnetic, just like elite advisors
Building a 21st Century Financial Practice
Our recent financial crisis was a wakeup call for many advisors to start treating their business like a business. Segmenting clients, creating service models, developing systems and procedures are a few of the many practice management topics that must be addressed.
Building a financial practice to successfully attract and retain affluent clients requires nothing less than Ritz-Carlton level service and FedEx efficiency. This means offering solutions for the full range of financial needs and earning the long-term loyalty of clients – the heart and soul of managing a 21st century financial practice.
- Transform unproductive activity into a productive process
- Attract, service, and retain affluent clients
- Develop service models for Platinum and Gold clients
- Deliver Ritz-Carlton service with FedEx efficiency
- Become a multidimensional solutions provider
- Discover the power of a Metrics Scorecard System
- Clearly define roles and responsibilities
- Incorporate a Financial Organizer with your affluent clients
- Create a Working Business Plan
Elite Financial Teams
Based on The Oechsli Institute’s comprehensive research that explored the mindset and practices of approximately 1,300 teams, Elite Financial Teams examines the 17% of teams considered to be Elite.
We have been able to determine that financial teams do not achieve elite status quickly or by accident, they work their way through predictable stages of development. Mirrored on the best practices of the industry’s top teams, we’ve outlined 15 Performance Factors to guide teams in their efforts to achieve elite status.
- The 15 Performance Factors that impact team performance
- Develop clear roles and responsibilities
- Learn the traits of an effective team leader
- Develop a Rainmaker role complete with performance metrics
- Create a compensation structure that is fair and motivating
- Empower every team member to provide high-level service
- Conduct productive team meetings
- Focus on big money tasks and delegate the rest
- Strengthen your Team’s positioning
Social Media Marketing
By combining The Oechsli Institute’s research on affluent investors with emerging technologies you will learn how to acquire more affluent clients and use technology to your advantage.
This is one of the only webinars that will show you how to leverage social networks like LinkedIn to actually bring in business!
- Increase your number of prospects by creating an ongoing stream of connections
- Hand-select your prospects like never before by identifying your contact’s connections
- Gather personal and professional information on clients and prospects in advance of face-to-face meetings from fully exposed profiles
- Develop a profile that mirrors your real world brand and resonates with affluent investors
- Build deeper, more meaningful relationships with your clients , prospects, COIs and referral sources
- Expand your network at the click of a mouse
- Create more touch points with your top relationships
- Get access directly to the decision makers, avoid the gatekeepers
- Gain exposure and be found
Other Topics Include:
- The Art of Selling to the Affluent
- Practice Management
- Building High Performance Wealth Management Teams
- Maximizing Your Value as a Preferred Wholesaler
- Fast Track Coaching for Sales Managers
Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing and developing loyalty with affluent clients. Matt is one of the most sought after speakers in the financial services industry, delivering over 200 speeches per year. His firm conducts ongoing 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 authored nine books, a number of industry best sellers. One of his recent books, The Art of Selling to the Affluent, published by John Wiley & Sons, has been adopted by Sotheby’s as part of the core curriculum for their graduate training program. His latest book on client acquisition, Becoming a Rainmaker, is quickly becoming an industry best seller. Matt’s works have received rave reviews and have landed him as a guest on Bloomberg television, ABC’s World News Now, as well as countless other interviews and reviews around the country.
Matt has presented to groups from Sydney to Wall Street – bringing his dynamic message to executives, managers, sales people and teams.
With an MBA in Marketing from Anna Maria College in Paxton, MA, a BS from the University of Arizona, certification in clinical hypnotherapy, and working as a counselor of emotionally disturbed youth in New York City – Matt’s background is unique, to say the least.
For the past 25 years, Matt has served as the President of the Oechsli Institute in Greensboro, North Carolina, a firm specializing in providing research-based performance improvement programs and tools. Matt lives in Greensboro, North Carolina with his wife and three children.