Everyone should have theopportunity to say “No.” If you ask politely and they turn youdown, that's fine — just don't make the decision for them withoutconsulting them. (Photo: Shutterstock)
Here's an urban legend worth repeating: It's been said John D.Rockefeller, America's first billionaire, mentioned to his friendshe had just bought some insurance. One of his friends said: “Youknow I sell insurance! Why didn't you buy it fromme?” Rockefeller's reply was: “The other guyasked.”
The story may or may not be true, but the message is important:You have to ask.
Don't decide for others
Over the years, my wife and I have been involved as volunteersraising money for local non-profits. We would get together acommittee, build a list of prospects and discuss strategy. Here's an FYI: As an agent oradvisor, you have a skill few others possess – you havethe ability to look people in the eyes and ask them for money.
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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.”
