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

Matt Oechsli

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

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

A survival guide for lawyers specializing in trusts and estates. Bottom line? If lawyers want to earn the big bucks, most are going to have to change the way they think about their jobs, the way they are compensated, and the way they interact with clients. The goal is to be an entrepreneur, savvy in relationship building, on the cutting edge of legal strategizing, and flexible enough to adopt a host of alternative compensation models. Prince paints a complete portrait of the successful private client lawyers.

The Private Client Lawyer Now and in the Future

Russ Alan Prince

The quickest way for a financial advisor to become an Elite Advisor is to model the Best Practices of Elite Advisors. This book is designed to serve that purpose; a road map for replicating the actions of the industry s elite. In a way, this book will serve as your surrogate role model. Why is this necessary, you might ask? Because top producers of yesteryear are not necessarily role models for acquiring and developing loyal affluent clients today. This is a new world. In today s environment, relationship management and relationship marketing are inextricably linked. Elite Advisors have discovered that by expanding relationships with their affluent clients, getting more personal with husband and wife, they are able to strengthen these relationships while simultaneously penetrating spheres-of-influence. It s a beautiful process. This type of personal approach is built upon solid business practices. Elite Advisors have highly efficient practice management systems, a well-defined wealth management process, and a system for high level personal service. It s hard work, but very rewarding for everyone involved. From our 35 years of coaching and training, we know that Elite Advisor status is possible for every financial professional, regardless of background, personality type, or natural sales ability. With the right focus and dedication, BIG results are possible. Your journey begins today.

Best Practices of Elite Advisors

Matt Oechsli & Stephen Boswell

Would you like to acquire more affluent clients with the help of LinkedIn? If so, this book is for you. When used properly, LinkedIn is a tool that has enabled a small cadre of financial advisors, referred to throughout the book as Influencers, to make social selling a core part of your business development efforts. The Indispensable LinkedIn Sales Guide for Financial Advisors is a step-by-step guide that can transform a LinkedIn novice into a LinkedIn master, while at the same time help a LinkedIn master take their social selling skills to the next level. By combining research from three separate studies on affluent investors, elite financial advisors, and social media in the financial services industry (labeled as the Trifecta of Research), the authors create a financial advisor roadmap on how to use LinkedIn to help acquire more affluent clients. For instance, you will learn that the personal introduction is the #1 marketing tactic to which today s affluent respond and learn how to orchestrate these types of introductions using LinkedIn. The authors refer to this as the Online to Offline Conversion or the O-2-O ConversionTM. They will teach you financial advisor tested techniques on how to engage in advanced searches, join and form groups, properly engage with your connections, and brand yourself as a first class professional. Each chapter focuses on an area that is important to mastering LinkedIn social selling, and goes into granular how-to detail. For instance, the chapter on Advanced Searches covers everything from Finding Business Owners to understanding how to use Boolean Logic, to how to find Money in Motion, and much more. Social media has become an indispensable research tool for Influencers and the technology is only getting better. Welcome aboard our social media journey. The fun has just begun.

The Indispensable LinkedIn Sales Guide for Financial Advisors

Kevin Nichols and Matt Oechsli

This new book is a must-read for professional advisors who represent collectors of art and antiques and the charitable organizations they support. Michael Mendelsohn s innovative PowerGiftingTM strategies reduce federal tax liability, create philanthropic capital and optimize intergenerational wealth transfer. He provides specific solutions for collectors who want to free up cash for retirement, avoid the loss of value caused by a poorly planned auction sale, or create a fair distribution plan for their children. This book is the definitive resource for professional advisors planning for the disposition of art, antiques and collectibles assets. Michael Mendelsohn shows you innovative approaches that involve layering and phasing of conventional estate planning tools that offer advisors and collectors an array of creative alternatives to accomplish the collector s intentions. The strategies and techniques detailed in this book will show you how to optimize the value of art and antique assets reclaiming as much as 70% of the asset value over conventional planning approaches. Mendelsohn has assembled a team of expert contributors from the legal, financial, insurance, and art worlds who offer a broad range of lifetime and postmortem planning options using the techniques that professional advisors work with every day.

Life is short, art is long : maximizing estate planning strategies for collectors of art, antiques, and collectibles

Michael Mendelsohn

See the best price to sell, buy or rent books by the Wealth Management Press publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Wealth Management Press