You're not bringing yourgreat skills to your friend's doorstep because you assume theywon't be interested. Shouldn't they at least have the opportunityto hear you out and decide for themselves? (Photo:Shutterstock)

Many agents and advisors are hesitant approachingfriends for business. They rationalize theirreluctance as: "They work with someone else already" or "They knowwhat I do.  If they were interested, they wouldask."  Let's not forget "I don't want to risk to thefriendship."  That logic is often wrong.

The $10 bottle of wine

Let's look at the first of two examples. Suppose you are a winefan. Your friends are too. You discover this great bottle ofCabernet from California.  It tasted just like that fiftydollar bottle someone served at dinner. It was delicious! Would youtell your wine-loving friends about it?

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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,, Advisorpedia and In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”