Becoming A
Rainmaker
“We brought in $29 million last year thanks to your Rainmaking tactics.” ~ Jeff Fong, San Jose, CA
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 totalling $37.7 million. This could be you!
LEARN HOW TO: •
Identify and find affluent prospects that are “in transition.”
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Get face-to-face with affluent prospects
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Articulate your Value Statement with clarity and conviction
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Know exactly what to do during your face-to-face encounter
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Position yourself as the “Go-To” Financial Coordinator to the affluent
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Build the Big 3: trust, value and respect
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Seamlessly sell your services
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Master the mini-close
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Generate ongoing affluent introductions and referrals.
CONTACT US:
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Skillfully use reverse Psychology
The Oechsli Institute offers a wide
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Clinch long-term relationships with affluent clients Keep your affluent prospect pipeline full
range of performance enhancement services including:
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Bring in 15 ideal affluent clients or more in the next 12 months
• Coaching
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Learn the Best Practices of Rainmakers
• Customized Seminars • Keynote Speeches • Customized Research Projects
“$77 million in new assets with $40 million in the pipeline is a testimony to your Rainmaking tactics.” ~ Glen Strauss and Jonathan Lewis, Los Angeles, CA
4 WAYS TO BECOMING A RAINMAKER: BRING IN 15 NEW AFFLUENT CLIENTS THIS YEAR •
Keynote Speeches
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Seminars and Workshops
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Rainmaker Achiever Groups
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Becoming a Rainmaker: Creating a Downpour of Serious Money
• Wealth Management Team Coaching To learn more about the services we provide call The Oechsli Institute or visit us on the web.
1-800-883-6582 www.oechsli.com
THE
OECHSLI INSTITUTE
Art of Selling to the Affluent
The
“In my first 60 days, after doing this for 22 years, the process has captured $19mm in new assets!” ~ Todd Ellentuck, West Patterson, NJ
Learn the Rainmaker’s Critical Path Method of High Net Worth Prospecting A Dramatically Different Approach for a Dynamically Different Market
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Learn how the affluent respond to advertising; brochures, etc. Identify and find affluent prospects who 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
Keynote: The Art of Selling to the Affluent • Overcome affluent sales resistance • Learn about the opportunity created by affluent investor dissatisfaction • Use the research based 8 Criteria to bring in 15 new affluent clients every year.
Seminar & Workshop Topics (half day, full day, multiple day): • • • •
Mastering the Art of Selling to the Affluent How to Keep Your Pipeline “Full” of Affluent Prospects How to Position Yourself as a “Go-To” Financial Coordinator Winning the Inner Game of Affluent Selling
• Always customized to your organization’s unique culture and the specific needs of your audience. • Supported with PowerPoint slides and handouts. • Workbooks are provided for seminars and workshops. • Follow-up telephone coaching and consultation are also available.
CONTACT US: The Oechsli Institute offers a wide range of performance enhancement tools: • Rainmaker Weekends • Coaching • Wealth Management Assessments • Books, CDs, and DVDs To learn more about the services we provide call The Oechsli Institute or visit us on the web.
1-800-883-6582 www.oechsli.com info@oechsli.com
Building a
High Performance Wealth Management Team
“Matt Oechsli has marched through the battlefields, developing a creative and disciplineprocess for building and managing highly functioning wealth management teams.” ~Charles Andriole, Branford, CT
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.
Keynote: Leading a Wealth Management Team: Raising The Bar • The 15 Performance Factors that impact Team Performance • Guide your Team through 4 stages of development • Conduct productive Team meetings • Guide the right people to do the right things • Become a skilled Team Leader • Develop a Team Rainmaker
Seminar & Workshop Topics (half day, full day, multiple day): • Leading a Wealth Management Team to High Performance: A to Z • Becoming the Team Leader Your Team Members Need You to Be • Building the 15 Qualities That Set High Performance Teams Apart
• Always customized to your organization’s unique culture and the specific needs of your audience. • Supported with PowerPoint slides and handouts. • Workbooks are provided for seminars and workshops. • Follow-up telephone coaching and consultation are also available.
CONTACT US: The Oechsli Institute offers a wide range of performance enhancement services including: • Coaching • Customized Workshops • Keynote Speeches • Rainmaker Weekends • Wealth Management Team Coaching To learn more about the services we provide call The Oechsli Institute or visit us on the web.
1-800-883-6582 www.oechsli.com info@oechsli.com
FastTrack Coaching For Branch Managers
“Matt Oechsli has marched through the battlefields, developing a creative and disciplined process for building and managing highly functioning wealth management teams.” ~Charles Andriole, Branford, CT
High net worth investors are looking for a solutions provider, and many financial professionals are struggling to transform their practice to meet those needs. Those who receive effective performance coaching are making that transition within 12 to 18 months. Branch managers who can learn FastTrack Coaching are desperately needed and those who master it are proving to be indispensable.
Keynote: FastTrack Coaching Financial Advisors to Higher Performance • Understand the Psychology of Achievement • Coach FAs into Their Achievement Cycle • Master the Art of Accountability, Feedback, and Support
CONTACT US:
• Turn Your FAs Into a Dynamic Achiever Group
The Oechsli Institute offers a wide range of performance enhancement services including: • Coaching • Customized Workshops • Keynote Speeches • Rainmaker Weekends • Wealth Management Team Coaching
Seminar & Workshop Topics (half day, full day, multiple day): • How to Master the Art of FastTrack Coaching: A to Z • How to Organize and Facilitate an Achiever Group: The Ultimate Leverage
• Always customized to your organization’s unique culture and the specific needs of your audience. • Supported with PowerPoint slides and handouts. • Workbooks are provided for seminars and workshops. • Follow-up telephone coaching and consultation are also available.
To learn more about the services we provide call The Oechsli Institute or visit us on the web.
1-800-883-6582 www.oechsli.com info@oechsli.com
Practice Management Building a 21st Century Financial Practice
“I can’t tell you how much we appreciate the work you have done for us. Not only in revenue growth, but in helping us become a highly functional unit that is capable of dynamic growth over the long haul.” ~ Kenneth Reeves, Beachwood, OH
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.
Keynote: How to Build a 21st Century Financial Practice • Transform unproductive activity into a productive process • Attract, service, and retain high net worth clients • Create Ritz-Carlton level service and FedEx efficiency • Become a multidimensional financial solutions provider • Discover the power of a Metrics Scorecard System • Delegate roles and responsibilities
Seminar & Workshop Topics (half day, full day, multiple day): • How to Build a 21st Century Financial Practice: A to Z • How to Design a Financial Advisory Process for Affluent Clients
CONTACT US: The Oechsli Institute offers a wide range of performance enhancement services including: • Coaching • Customized Workshops • Keynote Speeches • Rainmaker Weekends • Wealth Management Team Coaching
• How to Create Ritz-Carlton Level Service and FedEx Efficiency • How to Create a Working Business Plan and Metrics Scorecard System
• Always customized to your organization’s unique culture and the specific needs of your audience. • Supported with PowerPoint slides and handouts. • Workbooks are provided for seminars and workshops. • Follow-up telephone coaching and consultation are also available.
To learn more about the services we provide call The Oechsli Institute or visit us on the web.
1-800-883-6582 www.oechsli.com info@oechsli.com
Maximizing Your Value as a
Preferred Wholesaler
For a Wholesaler to be different and succeed in the long run, they must understand what FAs need to be successful and help them achieve their goals. Matt’s Wholesaler training can get you there. I totally recommend this program.” ~Rich Jiminez
Our survey of over 1,000 Financial Advisors revealed serious gaps between what FAs want and what their preferred Wholesalers deliver. To get a leg up on competitors, Wholesalers must learn to add value through leveraging their resources. Our research identifies 14 critical factors that our research identified as being most important to FAs who consistently use mutual funds and annuities as part of their retail product mix.
Keynote: Building a 21st Century Wholesaler Practice • Leverage your resources to add value at minimal cost • Learn about 14 criteria that have the greatest impact on the Wholesaler-FA relationship • Improve territory management through optimizing prime time
CONTACT US:
• Add value through leveraged growth partnerships with FAs
Seminar & Workshop Topics (half day, full day, multiple day): • Building a 21st Century Wholesaler Practice: A to Z • How to Analyze and Schedule Your Territory Around the Prime Time Concept
The Oechsli Institute offers a wide range of performance enhancement services including: • Coaching • Customized Workshops • Keynote Speeches • Rainmaker Weekends • Wealth Management Team Coaching
• How to Use 14 High Impact Criteria to Connect With Targeted FAs • How to Add Value Through Building Leveraged Growth Partnerships With FAs
• Always customized to your organization’s unique culture and the specific needs of your audience. • Supported with PowerPoint slides and handouts. • Workbooks are provided for seminars and workshops. • Follow-up telephone coaching and consultation are also available.
To learn more about the services we provide call The Oechsli Institute or visit us on the web.
1-800-883-6582 www.oechsli.com info@oechsli.com