There's a guy in a suit sitting next to you, looking up at the TV news. You are tempted to introduce yourself and ask: "What do you do" but decide on a more tactful approach instead. You look at your glass and say: "At last, a chance to relax! It's been a tough day." You stop talking. Your glass isn't going to answer back. (Credit: Nitr/Shutterstock.com)
It's the holidays, so we can be lighthearted. If a business owner and an insurance agent walk in into a bar, what might happen next? Let's assume you are the insurance agent.
1. Be confident. No slouching. Straighten your clothing. You never know who you might meet.
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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.”
