Mastering High Net Worth Selling creates the framework and provides the techniques and skills financial professionals need to keep their pipeline full of high net worth prospects. The book not only assists readers in mastering high net worth selling, but also guides them along their critical path of doing the right activities the right way, each and every day.
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Editorial Reviews
Review
One of the few books I have seen which presents a step-by-step approach to going up-market. -- Uwe E. Schweikert, Vice President, American Express
This book focuses on the issues that hold advisors back from success with HNW individuals. -- Michael A. Lynch, Managing Director, Merrill Lynch
What I like best about the book is its realistic approach to prospecting HNW investors. -- Patricia S. Otterson, Senior VP, Purdential Securities
This book focuses on the issues that hold advisors back from success with HNW individuals. -- Michael A. Lynch, Managing Director, Merrill Lynch
What I like best about the book is its realistic approach to prospecting HNW investors. -- Patricia S. Otterson, Senior VP, Purdential Securities
About the Author
Matt Oechsli is President of the Oechsli Institute, a firm specializing in servicing the financial services industry. For more than 20 years, Matt has coached financial advisors, wealth management teams, managers, and wholesalers to higher levels of performance.
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Most Helpful Customer Reviews
4.0 out of 5 stars
A Place to Start,
By Eugene H. Steele "daytradewithmecom" (Fort Lauderdale, Fl United States) - See all my reviews (REAL NAME)
Amazon Verified Purchase(What's this?)
This review is from: Mastering High Net Worth Selling: The Critical Path (Paperback)
If your marketing to the wealthy and you need a place to start and understand the difference this is a good begining.
2 of 5 people found the following review helpful:
5.0 out of 5 stars
A Must Read for Serious Financial Advisors,
By "stevene58" (MO, USA) - See all my reviews
This review is from: Mastering High Net Worth Selling: The Critical Path (Paperback)
Matt Oechsli's new book, "Mastering High Net Worth Selling" is so on target with what is needed to be successful in today's market place. I found it most useful in giving you very practical self evaluation skills with the appropriate applications and solutions to fix your weaknesses (or complete ommission of crucial steps). The book differs from so many books that are long on generalities, but short on substance.This book is easy to read and easy to apply in to your practice. Highly recommend.
3 of 7 people found the following review helpful:
5.0 out of 5 stars
Serious financial advisor guidebook,
By Nerine Day (Alexandria, LA United States) - See all my reviews
This review is from: Mastering High Net Worth Selling: The Critical Path (Paperback)
Each chapter is designed to help the experienced advisor think about his or her business, evaluate what to improve and then focus on doing it. Matt is combination professional coach, psychologist, researcher, teacher and motivationist. Matt's understanding of the high net worth market and marketing process makes this a must-read, as well a guidebook for continued reference.
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Inside This Book
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First Sentence:
The 21st century financial advisors who will earn the most money, provide the best lifestyles for their families, and enjoy th highest levels of career satisfaction are going to be an elite corps who will excel in doing three things very well: 1. Get face-to-face with High Net Worth (HNW) prospects. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
financial advisory process, high net worth selling, century financial practice, financial quarterback, clinch the relationship, fixed daily activities, wealth management team, financial advisory relationship, financial advisory team, sales reluctance, critical path concept, metrics scorecard, prospecting system, high net worth investors, investable assets, net worth clients, tentative agenda, prospecting efforts, affirmation statements, selling process, qualified prospects, client loyalty Key Phrases - Capitalized Phrases (CAPs): (learn more)
Critical Path, Financial Organizer, Century Financial Practice, Working Meeting, Behavioral Style, Promotional Piece, Master Dream List, Financial Plan, Weekly Metrics, Matt Oechsli, Programming Cycle, Eliminate Habit New!
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Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
The 21st century financial advisors who will earn the most money, provide the best lifestyles for their families, and enjoy th highest levels of career satisfaction are going to be an elite corps who will excel in doing three things very well: 1. Get face-to-face with High Net Worth (HNW) prospects. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
financial advisory process, high net worth selling, century financial practice, financial quarterback, clinch the relationship, fixed daily activities, wealth management team, financial advisory relationship, financial advisory team, sales reluctance, critical path concept, metrics scorecard, prospecting system, high net worth investors, investable assets, net worth clients, tentative agenda, prospecting efforts, affirmation statements, selling process, qualified prospects, client loyalty Key Phrases - Capitalized Phrases (CAPs): (learn more)
Critical Path, Financial Organizer, Century Financial Practice, Working Meeting, Behavioral Style, Promotional Piece, Master Dream List, Financial Plan, Weekly Metrics, Matt Oechsli, Programming Cycle, Eliminate Habit New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!
Citations (learn more)
This book cites 6
books:
See all 6 books this book cites
- How to Win Friends and Influence People by Dale Carnegie on page 91, and Back Matter
- Fooled by Randomness: the Hidden Role of Chance in the Markets and in Life by Taleb on page 150, and Back Matter
- Financial Services (Ferguson's Careers in Focus) by Ferguson Publishing in Back Matter
- Dress for Success by John T Molloy in Back Matter
- Financial Services (Aspects of Britain) by Central Office of Information in Back Matter
See all 6 books this book cites
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