(Photo: Shutterstock)
Successful people want to do business with other successful people. If you list your house for sale, you want the realtor who sells the most houses. If you need surgery, you want the best doctor. When getting your hair cut, you want the best stylist. As a financial professional, how does the general public determine you are successful?
Perception is reality. Your objective is to be seen as successful. Oscar Wilde said: "There is only one thing in life worse than being talked about, and that is not being talked about." Of course, you want to be talked about in the right context.
1. Looking the part. If you were hiring a personal trainer, you want someone in good shape, not someone who looks like they need a trainer themselves. You are seen by many people in the community. Always dress well, leaning towards the conservative. I think it was GQ magazine that made a point years ago: "It's a lot easier to get to where you want to be if you dress like you are already there."
Continue Reading for Free
Register and gain access to:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
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.”
