For those financial advisors and planners who find selling to high net worth prospects especially challenging ... and those who need a refresher.

101 Serious Money Selling Tips

Matt Oechsli

The Oechsli Institute

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.

Elite Financial Teams

Business & Money

Wealth Management Press

Simply put, Rainmakers are those financial professionals who consistently bring in new affluent relationships. They are the highest compensated financial professionals, they are the most sought after financial professionals, and they are not for hire. Rainmakers are self-made. Becoming a Rainmaker shows how to develop the Mindset of a Rainmaker, execute the high-impact activities of a Rainmaker, and master the affluent Sales Skills of a Rainmaker. If you have not become a Rainmaker, and want to, this book is an invitation directed personally to you. If you are already a Rainmaker, congratulations. This book is a chance for you to fine-tune your Rainmaking skills. Be prepared, and you too will bring in 10 or more new affluent relationships over the next 12 months.

Becoming a Rainmaker: Creating a Downpour of Serious Money

101 Tips for Becoming a Rainmaker is specifically designed to help you acquire more affluent clients on an ongoing basis. Based on The Oechsli Institute's research on Rainmakers, and their Rainmaker Best Practices, mastery of these tips will help you acquire 10 or more $1 million plus new relationships year in and year out.

101 Tips for Becoming a Rainmaker

As baby-boomers age we are in the midst of and witnessing the wealthiest generation in history. With so much money in or about to be in transition, understanding the psychographic profile of today s affluent consumer is critical. Do you know their key motivators? Do you understand their idiosyncratic nature? Would you like to overcome their skepticism of salespeople? The Affluent Handbook provides answers to these questions and much more. 
 The affluent are an acre of diamonds for any company or service professional who invests the time to understand them. However, this opportunity is not for the unprepared. To fully capitalize on these favorable circumstances, it s essential that you become a student of the affluent this needs to be a life study. 
 The awareness provided by this practical book will serve as a blueprint for developing successful long-term affluent relationships; understanding how they think, how they select products and services, specific communication do s and don ts, what impacts their motivators, how they make purchase decisions, and more. Based on extensive research, this handbook provides you with a complete field guide for dealing with the affluent, including topics such as: 
 -The importance of psychographics on their motivation and purchase decisions; -Delivering Ritz-Carlton service with a FedEx efficiency. -The secrets to communication. -Understanding their idiosyncratic nature. -Overcoming their skepticism of sales people. -Activating the power of word-of-mouth influence. 
 The Affluent Handbook is a handy guide to assist you in your quest to attract, service, and develop loyal affluent clients. By providing a better understanding of how the affluent think, what motivates their decision making, and basic do's and don'ts -- this is an indispensible resource for anyone competing for the affluent consumer.

The Affluent Handbook:Understanding America's Top Income Quintile

The Art of Selling to the Affluent: How to Attract, Service, and Retain Wealthy Customers and Clients for Life

wiley

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