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Many people have forgotten how to talk with each other. During our stay-at-home sojourn, agents and advisors have been keeping in touch with clients. They have been active on social media. They are keeping in touch with friends and family. But what do you talk about when you run out of things to talk about?
You know how to have a business conversation. How to sell. How to learn about a client's problem. This is about a different subject: How do you learn about them as a person? How do you have a conversation?
This is a serious issue. It varies by culture, but generally speaking, people do business with others they know and like. I'm a big fan of LinkedIn. They prompt you on birthdays, job changes and work anniversaries among your connections. They also prompt you with text: "Happy Birthday." Messaging also prompts you with prepopulated responses, like "Thumbs up" and "Thanks." However, you need more than that.
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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.”
