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You've heard about the book "Who Moved my Cheese?" You know the concept: Suddenly things changed, and it's not for the better. If you are an agent or advisor, you have individual clients. They are concerned about their retirement assets, their taxable assets, interest rates, the economy, the stock market and inflation. They are thinking "This time it's different." You need to be in touch.
Consider something about how people think: When something bad happens, we often try to assign blame. Someone must be at fault. In James Bond films, there is a super villain in the background causing havoc. On a more localized level, you see plenty of ads for personal injury lawyers talking about slip and fall accidents on commercial property or why you need a lawyer when dealing with an insurance company after an accident. Unfortunately, when the stock market goes down and clients lose money, the advisor or agent is painted as the villain in the story.
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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.”
