You are a benefits professional. You need new clients. You have either a geographic territory or a market niche like manufacturing companies or medical practices. You have joined the professional organization populated by prospects. How do you get business from them or at least get appointments?
The logic of the professional organization
Many industry professionals overlook this marketing opportunity. They think of an association like an alumni club, perhaps for a university like Harvard. "If I didn't attend Harvard, they are not going to let me in as a member." That may be true for colleges, but not for professional groups. If you search in your market for manufacturing associations or medical associations, you will find them! Chambers of Commerce fit into this category too. That one is too obvious. You want the unlikely ones.
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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.”
