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 performs more independent research on high performance wealth management teams than anyone in the industry.

   Matt is the longest running columnist (15 years and counting) for Registered Rep. Magazine so he is intimately familiar with contemporary industry issues.  He has authored eight books, a number of industry best-sellers. His most recent book, The Art of Selling to the Affluent, published by John Wiley & Sons, based on The Oechsli Institute’s most recent research on how the affluent make purchasing decisions - has been selected by Sotheby’s as part of the core curriculum for all advanced training. This book received rave reviews and has landed Matt 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 and practical message to executives, managers, sales people and teams. His programs are customized to objectives. 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

   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 they 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. Matt recently compiled a set of 15 Performance Factors that can be used to guide Wealth Management Teams in their efforts to achieve high performance.

Keynotes (45-60 minutes)

1) 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

2) Building a 21st Century Wholesaler Practice

   Matt’s 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. Matt’s 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.

• 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

• Add value through leveraged growth partnerships with FAs

3) Winning in Tough Times

   There are a select few financial professionals who are truly Winning in Tough Times. We've identified the traits of those who are bringing in more affluent clients than ever before. This program is loaded with best practices - all proven in today's environment. Join us and set yourself apart! Learn why the actions taken over the next 12 months will define your career for the next ten years.

4) The Art of Selling to the Affluent

   Based on ongoing affluent investor research, this program shows you how the affluent make major purchase decisions, how they select service professionals, and what factors into their loyalty. Find out why affluent dissatisfaction, cynicism, and distrust towards the salespeople create a tremendous opportunity for those who are willing to work for it. The message is clear; to sell to the affluent, you must become a student of the affluent.

Workshops (1-3 hours):

1.     Leading a Wealth Management Team to High Performance: A to Z

2.     Becoming the Team Leader Your Team Members Need You to Be

3.     Building the 15 Qualities That Set High Performance Teams Apart

4.     Building a 21st Century Wholesaler Practice: A to Z

5.     How to Use 14 High Impact Criteria to Connect With Targeted FAs

6.     How to Add Value Through Building Leveraged Growth

7.     Partnerships With FAs

   Matt’s programs are always customized to your organization’s unique culture and the specific needs of your audience. They are supported with PowerPoint slides and handouts. Workbooks are provided for seminars and workshops. Follow-up telephone coaching and consultation are also available.