Where are all those movers and shakers you had hoped to meet? They are behind the scenes, running the place. (Photo: Shutterstock)
"Yeah, I joined. I never got any business." Everyone knows an agent or advisor who said almost the exact same words. They joined an organization thinking the agent/advisor equivalent of "Is there a doctor in the house?" will happen and business will just come to them. However, it doesn't happen like that. A Chamber of Commerce professional once said: "You get out what you put in." But what does "putting in" mean?
6 levels of involvement
Many financial professionals join the Chamber of Commerce expecting to rub shoulders with car dealers, factory owners and accounting professionals. They are shocked when they attend a business card exchange and meet people similar to themselves looking for their business!
Where are all those movers and shakers? They are behind the scenes, running the place. If you're an agent or advisor who has joined or is considering joining a nonprofit, here are six levels of possible involvement:
1. Card carrying member. You are in the audience hoping to hear "Is there a financial professional in the house?" over the sound system. Seriously, you are attending events, mingling and meeting people. You are still raising your visibility, conversation by 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.”
