Here's how to get into the center of the action instead of standing on the sidelines wondering what you did wrong. (Photo: Shutterstock)
“Gosh, it's crowded in here. But why is that man standing all alone over there? He did what? No wonder no one is talking with him.” The holidays are a time when everyone loosens up a little. It's also a great time to make initial connections with people who have business potential. Or not. Here are five particularly big holiday social prospecting mistakes:
1. Logoed clothing. Nothing says “I'm here on business” than a bright sports jacket with the firm logo on the breast pocket. (Realtors have been known to do this.) You might get away with one item, like a lapel pin or cufflinks, but multiple items together scream “I'm a salesman!” People generally avoid salesmen.
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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.”
