Matt Oechsli, President of The Oechsli Institute, discusses how financial advisors can respond to the question, "What's your minimum?"

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Doesn't it drive you crazy when some suspect, some random affluent person, at an affluent event asks you "Whats your minimum?" They usually ask you with an audience. Well, in this edition of The Oechsli Insider, we're going to show you how to flip that and you're going to respond like the elite advisor you are.

So your suspect, with audience in hand, asks "whats your minimum?" Instead of responding with some figures, you simply say,
"Well we don't really approach it in that manner. For us, first we have to determine whether there's a need we can be of assistance with and get a sense of whether or not there's a fit. And secondly, equally important, we have to feel comfortable working with you and your family because we work closely with families. Now let me ask you, who's overseeing your family's financial affairs?

If they're unsure, you simply mini-close and invite them to your office.

If they have a financial advisor already overseeing their family's financial affairs, you simply ask them, "Have you had a risk analysis conducted over the past 12 months? And if they haven't, again, you mini-close and invite them to your office.

You see, what you're doing here is keeping your position, your flipping the question, you're grabbing control, just like an elite advisor.

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Since 1978, The Oechsli Institute has helped financial advisors achieve their goal of reaching more affluent clients and building long-term personal relationships with those clients. For more than three decades, they have conducted ongoing studies on both the affluent, in their decision making patterns, and elite advisors in their marketing and sales tactics. The goal is to help advisors and teams improve their sales and marketing efforts, modernize their service models -- all while strengthening the loyalty of their affluent clients.

Books:

Best Practices of Elite Advisors (NEW book by Matt Oechsli & Stephen Boswell!)
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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.

Becoming a Rainmaker (by Matt Oechsli)
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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.

If you have not become a Rainmaker and want to, this book is an invitation directed personally to you. Buckle up your seatbelt, because "Becoming a Rainmaker" will teach you how to:

1) Develop the mindset of a Rainmaker
2) Execute the High-Impact activities of a Rainmaker
3) Master the affluent Sales Skills of a Rainmaker.

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