Many clients don't fully understand the amount of work you do on their behalf behind the scenes. These are easy ways to pull the curtain away, showing you are providing great service. (Photo: Shutterstock)
“What have you done for me lately?” Once you've got the client, the challenge becomes keeping the client, especially when recurring revenue from fee-based income is involved.
Realtors understand this challenge. Historically, there's been a distinction between financial advisors and realtors. For an advisor, when the prospect says “Yes. I'll buy the stock,” the work is done. The trade settles three days later. For a realtor, when the prospect says “Yes. I'll buy the house” the work is just getting started. The realtor needs to keep the deal together through the mortgage and inspection processes and all the other bumps in the road before closing.
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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.”
