Many organizations have quite a few people who can spend money freely, but very few who know how to raise it. That's where you come in. (Photo: Shutterstock)
You are a good person. You got involved in the community for all the right reasons. You want to give back. However, you also want to be wired into the movers and shakers along with raising your visibility with the general membership. You want them to know what you do for a living. How can you make that happen?
What did you join?
There are many worthy causes. You might have joined the historical society, the museum or the symphony. Maybe your connection is business-related: You joined the Chamber of Commerce. Maybe it's entirely social: You joined the country club.
In most cases it's either a cross section of the community or skewed towards the HNW segment. There are a few hundred people involved. They have meetings. There might be some professional staff, but the vast majority of work is done by volunteers, people like you.
How to help, raise your visibility, get business
Most organizations have lots of committees. For an agent or advisor, at least three stand out:
1. Membership. The organization is constantly bringing in new members. It's trying to keep current members involved. New members either don't know anyone or only know the person who brought them into the group. When you are involved on the membership committee (or chairing it) you are a gatekeeper.
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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.”
