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Does this describe you? Working at home. A good internet connection. Time on your hands. A desire to hit the ground running when you get back to the office. The ability to press-gang one of your brilliant children into service. You want more clients, with significant assets, to fully take advantage of your range of investment and insurance products. What can you do?
Let's assume you wanted to assemble lists of people with different types of wealth. Some people have it. Others earn it. Maybe they've got it but can't touch it. Let's look at how you can research these people in your local market. Ideally, you would like to know where they live. Why? Because your current clients might be neighbors. You might be their neighbor!
You are about to discover an interesting fact: If you are a normal, honest, upright person, it's amazing the amount of information about you that's available in the public domain! But it takes time and research to find it.
Whoa! Read this before you start
There's lots of information available on the Internet, but it isn't necessary all "free." It might be "entailed," meaning it officially belongs to someone else or can't be used for a specific purpose. Lists of donors to political campaigns are a great example. The information is made public, but it's illegal to use it for any commercial purposes! You might say "Who will know?" "They" will. "They" sometimes seed the list with dummy names, certain spellings or certain addresses to catch violators.
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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.”
