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Professional associations are a great place for the insuranceprofessional to look for business. Why not join one? Insuranceprofessionals and financial advisors have a comeback: "Sure,doctors, manufacturers, engineers, accountants and otherprofessionals have associations.  But I'm not a doctor,manufacturer, engineer or accountant. They won't let me in."

That's not quite true. Many professional organizations have acategory for associate members.  These are for businessesand people not directly employed in the field, yet providing aservice used by those professionals.  Accounting services,banking, financial services, temporary employment agencies and(yes) insurance agencies fit into this category.

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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.”