You often meet people who are wealthy, well-traveled or better connected. You want them as friends. And they have the potential to be great clients too. Here's what you do. (Photo: Shutterstock)
You attend multiple events as part of your social prospecting initiative. It's good for business. It's also fun. You often meet people who are wealthy, well-traveled or better connected. Wow! You want them as friends! They have the potential to be great clients too. What do I do next?
Cultivation 101
Your strategy is to draw them out, identify interests in common and use those shared interests as a reason to see them again. (And again.) How can you draw them out without seeming too inquisitive? FYI: A friend in the defense industry told me about a protocol. If they meet a stranger in a bar and that person starts asking certain questions, they need to report it as a possible approach by a foreign agent!
Let's consider eight easy topics that get people to open up, but remember the adage, “Give to get.” You need to share information.
1. Work and job-related questions. “What do you do?” is a standard icebreaker. You volunteer a brief description of your job. They might draw you out, but you take a keen interest in their profession and company. “It's a great firm!” “How long have you been there?”
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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.”
