It's hard to believe, but there are agents and advisors who join an organization, rarely attend events and wonder why they aren't getting any business. That's not you. (Photo: Shutterstock)
Your social prospecting strategy has gotten you active in the community. OK, maybe you were active before, but now you are on the lookout for opportunities. So, where will this business be coming from?
What does “active in the community” actually mean?
It's hard to believe, but there are agents and advisors who join an organization, rarely attend meetings and wonder why they aren't getting any business. That's not you.
You've gotten involved at the local museum. You attended an opening or exhibition every month. It's something that draws a crowd. You meet six new people at each event and say hello to the people you met last month. You shell out cash and attend the black tie gala. You get invited to a pre-party at someone's home. Or say you are a weekend regular at religious services. You chat with people in the parking lot afterwards. You serve on a committee. You attend the summer picnic. Or maybe you are a regular face at the homeowner's association meetings. You arrive early and talk with your neighbors. You have several over for a summer BBQ. They invite you to their cookouts.
You get the idea.
Where does business come from?
You are patient. You know desperate people don't get dates. You've made sure people know Who You Are and What You do, and the reasons for Why You Are Good you deliver at a drip rather than blasting people. You are tactful: when invited to someone's palatial home, you don't look around and say: “What happens to all this when you are dead? I bet you are mortgaged to the hilt.”
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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.”
