You are not alone. As an agent or advisor in a metro market you are competing with plenty of other professionals seeking to add clients. How do you compete in an over-prospected market?
The landscape
Big cities have a tremendous amount of wealth. This generates a tidal wave of prospecting calls to business owners and professionals who appear on those lists that are easiest to find. They have established secure defenses through the use of voicemail and screeners. You turn to social prospecting and discover seven other financial professionals have already joined the group. Your competitors may have even deeper pockets where event sponsorship is concerned.
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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.”
