Synopsis
Most of what we read about financial teams focuses on the success stories - the top performers, the paragons of leadership, business savvy, financial acumen and salesmanship. But according to our criteria, only 17% of financial teams fall into this category. That 17% attracts more new affluent clients every year (per senior partner) with at least $1,000,000 in investable assets than their counterparts, solo or team. In addition, the elite teams succeed at retaining and upgrading their existing affluent clients by delivering the full array of wealth management services the affluent want.
About the Author
Matt Oechsli is one of the leading authorities regarding marketing, selling, servicing and developing loyalty with affluent clients. 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.
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