You can learn a lot just by watching. Are they in the mood or just in the room? Are they here because their spouse dragged them? (Photo: Shutterstock)
“What do I do next?” You are at an event where you see a person you recognize. You’ve never met them, but they look just like their photo on the business pages of the paper or their annual report. This is a once-in-a-lifetime opportunity. You tell yourself “I’ve got to meet this guy!” How do you do it?
Social comes first
First of all, forget business. If you enter pitching, you might suffer the same fate you assign to those recorded calls you get saying: “There’s a problem with your computer…” At this moment, you are a normal person, they are a normal person and some shared interest put you under the same roof. Is it a wedding? College alumni event? Homeowner’s association meeting?
Look before you leap
You can learn a lot just by watching. Are they in the mood or just in the room? Are they here because they have to be here? Their spouse dragged them? They really want to be at a sports bar watching the game? You can spot the body language pretty easily. If they are in a foul mood, they probably won’t be receptive unless you say: “Want to get out of here and watch the game?”
How are they dressed? If everyone is in suits and they’re in a black tee shirt and jeans, they may not be concerned about fitting in. They play by their own rules. If everyone is in polo shirts and chinos and they look like they just stepped off their yacht, they may be formal, considering clothing like a suit of armor. Either way, they may look like the odd one out.
Who are they talking to? Are they making the rounds, acting as host, thanking people for coming? Meeting them won’t be tough. Are they standing off on the side with a few other people talking in hushed tones? It could be a legal problem they are addressing. You don’t interrupt that conversation.
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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.”
