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PERFORMANCE COACHING AC C OU N TA B I L I T Y

FEEDBACK

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

SUPPORT


PERFORMANCE COACHING LETTER FROM THE PRESIDENT

Greetings, 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

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info@oechsli.com

800.883.6582

www.oechsli.com

Š 2009 The Oechsli Institute. All Rights Reserved.


PERFORMANCE COACHING THE OECHSLI INSTITUTE ADVANTAGE - WHAT SETS US APART?

RESEARCH BASED

ACTION ORIENTED

The Oechsli Institute conducts ongoing, independent research on: • The Affluent: You will learn...

• Our performance coaching is driven by the principle, “activity drives the dream”. • We make certain you are doing the ‘right’ activities, the ‘right’ way -

~ 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

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).

the ‘fee’ question. • Rainmakers: You will learn...

STREET TESTED

~ The specific marketing activities Rainmakers use to bring in more affluent clients.

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

in today’s environment.

~ The art of selling to the affluent; developing the seamless sales skills of a Rainmaker.

• Every tactic we teach, every tool used, has

proven successful by many financial

~ How to think and develop the mindset of a Rainmaker (note: this can be taught).

professionals. • We combine affluent needs and

~ How Rainmakers discuss their services in social settings.

wants with Rainmakers.

• 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.

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

~ 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). P2

info@oechsli.com

800.883.6582

www.oechsli.com

© 2009 The Oechsli Institute. All Rights Reserved.


PERFORMANCE COACHING PROGRAM OUTLINE

COACHING CLIENTS

WHAT’S INCLUDED?

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

Option A

and teams who are....

Six Months of Coaching

Interested in SERIOUS GROWTH!

Weekly Sessions of 45-60 minutes each

Eager to build a successful financial practice and support team.

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

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

Written overviews and action steps following each session

Willing to change, committed to action, and accountability.

Comprehensive Performance Enhancement Toolkit (see pg. 5)

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

Our Personal Financial Organizer

clients and prospects. •

Eager to accelerate their progress.

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.

MATERIALS ($495 VALUE)

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info@oechsli.com

800.883.6582

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

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

www.oechsli.com

© 2009 The Oechsli Institute. All Rights Reserved.


PERFORMANCE COACHING PERFORMANCE COACHING TOPICS

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

Getting an introduction from a client

Eliminating ineffective marketing activities

Creating a team meeting agenda

Using a Financial Organizer to meet with a CPA

Jettisoning smaller clients

Creating a client meeting agenda

Answering the fee question

Servicing smaller clients

Using a cell phone for elevating your service

Turning a referral into an introduction

Firing a client

Meeting client’s grown children

Inviting a client to an intimate event

Hiring an assistant

Finding top estate planning attorneys

Getting a client to bring a friend to an intimate event

Getting the most out of an assistant

Developing the right relationship with

Following-up with a prospect from a social event

Dealing with an ineffective assistant

How to start a conversation with an affluent prospect

Hiring an intern and creating a winning working

Creating alliances with CPAs

How to handle the fee question

relationship

Penetrating a client’s family members

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

Delegating all administrative tasks

Penetrating a client’s extended family members

How to use reverse psychology

Replacing your brochure with a Financial Organizer

Setting goals that maximize your achievement drive

How to prospect socially

How to use a brochure

How to define and develop two distinct levels of service

Selecting the right civic organizations

How to handle a client problem and deal

Business planning 101

How to get involved in civic organizations

with an irate client

How to dress for positioning and success

How to profile affluent prospects

Asking a prospect for the business

How to make a good first impression

How to Google search prospects and clients

How to discuss business in a social setting

How to activate and stay engaged in your

How to surprise & delight affluent clients

Handling a “small” referral from a big client

How to surprise & delight affluent prospects

Creating an Investment Policy Statement

Identifying and eliminating avoidance patterns

Creating a Team Agreement

Strengthening accountability

Conducting an effective team meeting

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info@oechsli.com

800.883.6582

estate planning attorneys

Achievement Cycle •

Creating Rainmaker Affirmations; making your affirmation recording

www.oechsli.com

Getting the most out the Critical Path Organizer

How to use business cards and social cards

© 2009 The Oechsli Institute. All Rights Reserved.


PERFORMANCE COACHING PERFORMANCE COACHING MATERIALS

WORKBOOKS

PRESENTATION FOLDER TEMPLATES

Your materials package will contain six comprehensive workbooks. They cover

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

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

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

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

CRITICAL PATH ORGANIZER

and more.

This is a simple, yet powerful system for improving your relationships with top clients,

INSTRUCTIONAL CDS

prospects, referral sources and personal centers-of influence.

Each 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 ORGANIZER Our 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.

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info@oechsli.com

800.883.6582

www.oechsli.com

© 2009 The Oechsli Institute. All Rights Reserved.


PERFORMANCE COACHING H OW TO G E T STA RT E D

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

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

STEP TWO COACHING CONSULTATION WITH AN OECHSLI INSTITUTE COACH - FREE

STEP THREE OUR PERFORMANCE COACHING LETTER OF AGREEMENT

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info@oechsli.com

800.883.6582

www.oechsli.com

© 2009 The Oechsli Institute. All Rights Reserved.


info@oechsli.com

800.883.6582

www.oechsli.com

The Oechsli Institute: Performance Coaching  

The Oechsli Institute Performance Coaching

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