How many people do you know? Have you ever counted them up? Let's try. (Image: Thinkstock)
When I was an advisor, I had those "I have no business" moments. We all do. You feel like a fighter pilot with flame out, hitting the ignition button repeatedly while hoping the jet engine restarts before the plane hits the ground. Where will prospects come from?
OK, so this isn't a "business by the end of the week" strategy. It's longer term, but when you have lots of data points, they often arrange themselves in a bell shaped curve. Some prospects become clients almost immediately, others never do.
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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.”
