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.
- How to think big and set goals like a Rainmaker.
- 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 elite advisors grow during challenging times.
- Build effective strategic partnerships with other professionals.
- Penetrate your clients’ 7 spheres of influence.
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.
- 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
Social Media for Financial Advisors:
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 seminars 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
About Matt Oechsli:
Matt Oechsli is a leading authority on attracting, servicing, and retaining affluent clients. He delivers over 200 presentations a year to groups from Sydney to Singapore to Wall Street – bringing his dynamic and practical message to financial professionals, support personnel, and sales management.
Matt has a tremendous media presence as he’s the longest tenured columnist for Registered Rep Magazine (20+ years) and is consistently quoted in the New York Times, Wall Street Journal, and other prominent media outlets. He is the author of 12 books including The Art of Selling to the Affluent and How to Build a 21st Century Financial Practice.
The Oechsli Institute has been able to determine (with statistical significance) what the affluent are looking for in a financial advisor, how elite advisors meet today’s affluent expectations, and what distinguishes elite teams from the rest.
With an MBA in Marketing from Anna Maria College in Paxton, MA, a BS from the University of Arizona, certification in clinical hypnotherapy, and worked as a counselor of emotionally disturbed youth in New York City, Matt’s background is unique, to say the least.
Matt Oechsli is also the longest standing columnist for WealthManagement.com.