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Matt Oechsli, President of The Oechsli Institute, discusses two words and one phrase that you must avoid when speaking with today's affluent investor.

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.

Transcript:

There are two words and one phrase to avoid when socializing in affluent circles because they activate the highly sensitized sales alert antenna of today's affluent. In the edition of the Oechsli Insider we're going to teach you the rules of engagement.

Year after year our affluent research tells us that about 92%-93% of today's affluent come from the middle class. they're self made, they're not trust fund babies born on third base thinking they hit a triple. They haven't been raised by nannies or educated in boarding schools; because they come from some version of the middle class they have middle class values indited in their subconscious mind. They don't think of themselves as affluent, word to avoid; affluent. They don't consider themselves high net worth; Phrase to avoid. They do not see themselves as wealthy; word to avoid. So the two words to avoid are affluent and wealthy and the phrase to avoid is "high net worth". Again because when they're socializing with their friends and colleagues they're going to the ball game, they're at the gold course, they're at the nice restaurant they don't use that language themselves. Whenever that language is used in their social circle it activates a sales alert antenna so avoid using the word affluent, wealthy, or the phrase "high net worth" when socializing in affluent circles.

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