the oechsli institute: performance coaching

P E R F O R M A N C E C O A C H I N GA C C O U N T A B I L I T Y • F E E D B A C K • S U P P O R T

“Your actions over the next 12 months will define your career for the next 10 years.”

~ Matt Oechsli

Congratulations on your interest in Performance Coaching. It’s an investment that every

advisor should make in their business. Our objective is to help you maximize your potential.

Our expertise is in helping financial professionals attract, service, and cultivate loyal affluent

clients. We develop Rainmakers!

Performance Coaching is the most complete option from The Oechsli Institute. We have

been helping financial professionals develop and grow for over 27 years and look forward

to the opportunity of coaching you and your team.

This very detailed and personal (one-on-one) training includes mindset coaching, a strong

accountability mechanism (you will increase your activity levels), and skill development as

we will help you master the art of selling to the affluent.

Your success has always been our success.

To Rainmaking Always,

Matt Oechsli

President of The Oechsli Institute

Greetings,

P1 [email protected] 800.883.6582 www.oechsli.com © 2009 The Oechsli Institute. All Rights Reserved.

P E R F O R M A N C E C O A C H I N GL E T T E R F R O M T H E P R E S I D E N T

P E R F O R M A N C E C O A C H I N GTHE OECHSLI INSTITUTE ADVANTAGE - WHAT SETS US APART?

RESEARCH BASED

The Oechsli Institute conducts ongoing, independent research on:

• The Affluent: You will learn...

~ The 8 Criteria the affluent use to select a financial professional.

~ What impacts affluent loyalty and how to use it.

~ How the affluent will allow you to penetrate their centers-of-influence.

~ The significance of price to the affluent, and how to handle

the ‘fee’ question.

• Rainmakers: You will learn...

~ The specific marketing activities Rainmakers use to bring in

more affluent clients.

~ The art of selling to the affluent; developing the seamless sales

skills of a Rainmaker.

~ How to think and develop the mindset of a Rainmaker

(note: this can be taught).

~ How Rainmakers discuss their services in social settings.

• Elite Financial Teams: You will learn...

~ How your team stacks up against our benchmark of

15 Performance Factors of Elite Financial Teams.

~ How to close performance gaps specific to your team.

~ How to embrace the concept of Kaizan and continually improve

your Practice Management process.

~ How Elite Teams excel in client loyalty.

~ How financial teams progress through the four stages of team development .

~ How to refine the roles and responsibilities to mirror those of elite teams

(we can help you customize this for your practice).

ACTION ORIENTED

• Our performance coaching is driven by the principle, “activity drives the dream”.

• We make certain you are doing the ‘right’ activities, the ‘right’ way -

say goodbye to avoidance patterns.

• The Oechsli Institute gets you learning experientially (by doing).

• We hold you accountable for DOING the ‘right’ activities.

• You will learn the exact verbiage for virtually every affluent circumstance

(this is always personalized).

STREET TESTED

• We test every facet of our methodology to ensure it works

in today’s environment.

• Every tactic we teach, every tool used, has

proven successful by many financial

professionals.

• We combine affluent needs and

wants with Rainmakers.

“We’ve been doing this for 27 years and counting!”

~ Matt Oechsli


COACHING CLIENTS

We provide one-on-one performance coaching services to individuals

and teams who are....

• Interested in SERIOUS GROWTH!

• Eager to build a successful financial practice and support team.

• Wanting to improve their ability to attract, service, and retain affluent clients.

• Willing to change, committed to action, and accountability.

• Willing to do the “right” activities, the “right” way, to the “right”

clients and prospects.

• Eager to accelerate their progress.

WHAT’S INCLUDED?

Option A• Six Months of Coaching

• Weekly Sessions of 45-60 minutes each

• Review of promotional materials (brochures, websites, etc.)

• Written overviews and action steps following each session

• Comprehensive Performance Enhancement Toolkit (see pg. 5)

• Our Personal Financial Organizer

Option B• Twelve Months of Coaching

• Bi-weekly Sessions of 45-60 minutes each

• On demand access to your coach (as needed)

• Optional full-day kickoff session at your office or ours*

• Review of promotional materials (brochures, websites, etc.)

• Written overviews and action steps following each session

• Comprehensive Performance Enhancement Toolkit (see pg. 5)

• Our Personal Financial Organizer

*Daily in-person fee plus travel expenses apply.

P E R F O R M A N C E C O A C H I N GP R O G R A M O U T L I N E


MATERIALS ($495 VALUE)

• 21st Century Financial Practice In-a-Box (FOR SOLO PRODUCERS).

• Wealth Management Team In-a-Box (FOR TEAMS).

• Getting an introduction from a client

• Using a Financial Organizer to meet with a CPA

• Answering the fee question

• Turning a referral into an introduction

• Inviting a client to an intimate event

• Getting a client to bring a friend to an intimate event

• Following-up with a prospect from a social event

• How to start a conversation with an affluent prospect

• How to handle the fee question

• How to handle the “What do you do?” question

• How to use reverse psychology

• How to prospect socially

• Selecting the right civic organizations

• How to get involved in civic organizations

• How to profile affluent prospects

• How to Google search prospects and clients

• How to surprise & delight affluent clients

• How to surprise & delight affluent prospects

• Identifying and eliminating avoidance patterns

• Strengthening accountability

• Eliminating ineffective marketing activities

• Jettisoning smaller clients

• Servicing smaller clients

• Firing a client

• Hiring an assistant

• Getting the most out of an assistant

• Dealing with an ineffective assistant

• Hiring an intern and creating a winning working

relationship

• Delegating all administrative tasks

• Replacing your brochure with a Financial Organizer

• How to use a brochure

• How to handle a client problem and deal

with an irate client

• Asking a prospect for the business

• How to discuss business in a social setting

• Handling a “small” referral from a big client

• Creating an Investment Policy Statement

• Creating a Team Agreement

• Conducting an effective team meeting

• Creating a team meeting agenda

• Creating a client meeting agenda

• Using a cell phone for elevating your service

• Meeting client’s grown children

• Finding top estate planning attorneys

• Developing the right relationship with

estate planning attorneys

• Creating alliances with CPAs

• Penetrating a client’s family members

• Penetrating a client’s extended family members

• Setting goals that maximize your achievement drive

• How to define and develop two distinct levels of service

• Business planning 101

• How to dress for positioning and success

• How to make a good first impression

• How to activate and stay engaged in your

Achievement Cycle

• Creating Rainmaker Affirmations; making

your affirmation recording

• Getting the most out the Critical Path Organizer

• How to use business cards and social cards

P E R F O R M A N C E C O A C H I N GP E R F O R M A N C E C O A C H I N G T O P I C S

Coaching provides a delicate mix of content (research, sales skills, activity guidelines, etc.) and accountability (discipline linked toRainmaker activities and best practices of Elite Financial Teams). Our research-based content is mixed into each session as-needed by ourPerformance Coaches. Content sessions can also be prompted by our coaching clients. Each coaching client has access to a Coaching CallPrep website through which they can specify topics they’d like to cover on the upcoming session. Here’s a partial list of the topics:


P E R F O R M A N C E C O A C H I N GP E R F O R M A N C E C O A C H I N G M A T E R I A L S

WORKBOOKSYour materials package will contain six comprehensive workbooks. They cover

all aspects of an elite financial practice: Affluent Client Loyalty, Affluent Client

Acquisition, Business Planning, Practice Management, Wealth Management Process,

and more.

INSTRUCTIONAL CDSEach workbook in your In-a-Box package will contain a corresponding audio CD. These

audio CDs, read aloud by Matt Oechsli, are a great way to reinforce the topics.

FINANCIAL ORGANIZEROur research proves the affluent want someone to oversee and coordinate their

numerous financial documents. This Financial Organizer tool positions you as that

person.

PAPERBACK BOOK Depending on the In-a-Box package selected, you will receive either How to Build a 21st

Century Financial Practice or Mastering High Net Worth Selling, both by Matt Oechsli.

PRESENTATION FOLDER TEMPLATES We’ve put together templates for a presentation folder and accompanying

PowerPoints. You can use these in place of, or in addition to, a brochure.

CRITICAL PATH ORGANIZERThis is a simple, yet powerful system for improving your relationships with top clients,

prospects, referral sources and personal centers-of influence.



P E R F O R M A N C E C O A C H I N GH O W T O G E T S T A R T E D

COMPLETE OUR PRE-COACHING BUSINESS PROFILE AND COACHING READINESS ASSESSMENT - FREE

OUR PERFORMANCE COACHING LETTER OF AGREEMENT

COACHING CONSULTATION WITH AN OECHSLI INSTITUTE COACH - FREE

STEP ONE

STEP TWO

STEP THREE

Visit www.oechsli.com/coaching to get started.

[email protected] 800.883.6582 www.oechsli.com

the oechsli institute: performance coaching

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