What you do for fun can be the source of your “natural market.” (Photo: Shutterstock)
“Go after your natural market.” Isn’t everyone told the same message on Day One? Yet as we become more and more successful, we sometimes forget how we became successful. We forget that clients often come from situations where the people you know already like and trust you.
When researching my book, “Captivating the Wealthy Investor” I surveyed financial advisors and asked ”What do you do for fun?” Here’s what they told me, starting with the most popular activities:
1. Family activities, specifically children’s sports. One of my gym buddies put it best: “If you have children involved in school sports, every season, your friends (parents) are chosen for you.” This includes soccer, swimming, Little League, basketball, football and gymnastics. In many cases, children participate, parents don’t. Think “soccer moms.” In other cases, children participate, parents coach.
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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.”
