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There are plenty of fish in the sea, so when we prospect, wedon't get too upset if someone can't be reached. We move onto thenext prospect. But what if it's a whale, that really great prospectwho could make your year? What if it's an influencer who couldconnect you with many, many prospects? You really want to get infront of them.
What does getting in front of them mean?
As agents and advisors, we often equate "Getting in front ofthem" with pitching. You want the opportunity to ask them forbusiness. Logical as it sounds, this can backfire because thishigh-profile person is everyone's favorite prospect. If you meetthem and pitch them, they will likely tune you out.
Even in the age of the Do Not Call list, you getsolicitation calls at home all the time. When you get one, do yousay: "I'm going to listen to your idea, then determine if we mightdo business?" No. You hang up.
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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.”
