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When agents and advisors meet people in social settings, others often ask: "What do you do?" Once you answer, they often counter with "I work with someone already" or "I already have an agent/advisor." It's often a conversation killer. But it doesn't have to be. Here are 6 ways to take the conversation.
1. The business-to-business conversation. At a Chamber meeting, you meet a business owner who, after learning you are in the benefit plan business says: "We already work with another firm."
Draw them out. How long have they worked with them? How is the relationship going? This gives you the opportunity to ask: "When do you conduct your annual review of the relationship?" You want to learn if they interview other companies at that time.
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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.”
