Your first day on the job,someone said: “Go after your natural market.” This often meansfamily and friends. Presto. You've got the former in one room!(Photo: Shutterstock)
Thanksgiving presents a seasonal opportunity along with the risk of becoming thefamily's least-liked relative if you go overboard.
It's one of the few holidays where the extended clan gathers in onehouse to enjoy each other's company and be thankful. Youget the entire age spectrum, from newborns throughgreat-grandparents. Some, but not all, are probablyclients.
Your natural market, delivered
Your first day on the job, someone said: “Go after your naturalmarket.” This often means family and friends. Presto. You've got the former in one room! Youask clients and friends about their Thanksgivingplans. You've probably heard: “We're having 26 peoplethis year!”
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
