You'veseen the guy in the real estate blazer always handing out cards ortalking about listings. People tend to avoid him. Can't think why.(Photo: Shutterstock)
You've bought into social prospecting, but find yourself in aroomful of strangers on a regular basis. It might be anonprofit with local individuals or the Chamber of Commerce withlocal business owners and staff members. How can youraise your visibility and be the first personthey think of when they have a need?
The first thing you need to do is have lots of prospects. Years ago, I spoke with anoffice manager on the West Coast. She said the troublewith her newer folks is they had only one big prospect. If they came through, they had a great month. If not,they had no business for the month.
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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.”
