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"The key to success is sincerity. If you can fake that, you've got it made," comedian George Burns said. He was looking for a laugh. But as an agent or advisor, you want people to recognize that you are sincere, that your profession is a calling, not just a job. You care about your clients. How can you get that across?
Think about traits. What do people want in a financial professional? Knowledge and experience are high on the list. That's not too tough – you've got it. If you are new to the business, the team's got it. The firm certainly has it. But additionally, clients want the ideal agent to have honesty, integrity, to honor confidentiality and be a good communicator. Put another way, they want to be an important client.
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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.”
