You wish friends asked to be clients, but they have little or no idea where your clients come from, especially if you are on a team. Here's how to let them know they could be your client. (Photo: Shutterstock)
Do your friends think you have all the business you can handle, that your plate is overflowing? That might sound ridiculous, but they may truly think that. You need to let them know you are adding new clients, with the unspoken message they could be one of them.
Where did you get an idea like that?
You work hard. You prospect. Still, you wish friends asked to be clients. So what's the deal? Your friends have little or no idea where your clients come from, especially if you are on a team.
If any of your friends work for law firms, they know that work for smaller clients often gets dispersed by partners to junior people at the firm. They might think your team works the same way – clients are handed to you.
There's more to come. Suppose your friends say: “It's going to be a sunny day on Saturday. Let's play golf.”
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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.”
