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Does anyone think about joining a professional association that has nothing to do with their own field? Of course. Here is the logic for making the effort, spending time and money with the expectation of getting new business.
Why join someone else's group?
I think I first heard about this idea when Tom Stanley presented at my previous firm in the 1980's. We all know him as the author of "The Millionaire Next Door." His logic was simple: Financial advisors often join trade groups and attend industry conferences where they are surrounded by their peers. They will learn much in educational sessions, but if their objective is to get new clients, where is the opportunity? There isn't any if you are surrounded by people with the same objective.
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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.”
