People with lots of money worry about many of the same things as people with less money. Although you may not share the exact same problem, you are caring and considerate. You are also positioning yourself as a resource. (Photo: iStock)
So far, so good. You've networked your way into the right circles. You are on friendly terms with the movers and shakers in town. You see them at events. They are normal people, often philanthropic, enthusiastic boosters of the local community. They aren't minor royalty, celebrities or obnoxious people. What do they fret about?
When friends get together, they often share what's on their mind. Although you might think world events, the current administration or upcoming elections are big topics, that's often not the case. They are often older, or have lived through a few economic cycles. They are concerned about other things.
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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.”
