Attend enough parties and events, meet enough people and the numbers should eventually work in your favor. (Photo: Shutterstock)
You are a true believer – attend enough parties and events, meet enough people and the numbers should eventually work in your favor. Picture this: You are at a wedding reception. You meet other guests. You go through “What do you do?” What now? You know talking business with people you just met is likely to make them feel awkward.
|9 safe conversation topics
Your objective is to find some interests in common. You want reasons to keep in touch and a rationale for seeing them again. Here are nine safe areas:
1. Where do they live? I've always liked “Where's home?” as a conversation starter. I heard it from someone who worked at a large financial services firm. It's a give-and-take conversation starter. They tell you and you tell them. You might be neighbors.
2. Travel. Most people do it. When talking destinations, you've either been there or you haven't. It gives plenty of opportunities to draw them out. Maybe they are enthusiastic cruisers. What's their favorite ship? River cruising has become very popular.
3. Event features. When attending a fundraiser or gala event, usually everyone has an opinion about the décor, music and food. While the hors d'oeuvres are being passed, you might ask a fellow guest what they have tried so far.
4. Recreation. This might be a big Chamber event. You might be talking to a senior executive. You are both human beings–ask what they do for fun. If they answer “I play golf,” you might counter, “What do you do when it rains?” I credit my first branch manager with that one. This conversation gets you into the areas of spectator sports, jogging and exercise too.
5. Gardening. Big box stores give it lots of space for a reason – it's very popular. If you feel awkward asking a total stranger if they grow vegetables or flowers, take the lawn route instead. If your area has been having a dry summer, you might bring up the drought conditions, asking what they are doing about their lawn.
6. House prices. Is there anyone who doesn't like talking real estate prices? If they own, they might complain about the high prices people want now, while being secretly gleeful they are living in an appreciating asset.
7. The compliment. When you look at people, you get lots of clues. Are they wearing a watch? Jewelry? Interesting tie? A lapel pin from some society? A school ring? A necklace or pendant? A compliment wouldn't be out of place. They might be a collector. It might have been an anniversary present.
8. Children. Ask about theirs. Tell them about yours. Maybe they are similar ages. Maybe they go to the same school. If you know them from play group or school sports, a compliment should make a good impression.
9. Golf. It's still popular. Where do they play? Have they traveled to famous courses to play a round? What was their favorite? Did they watch the Masters? What did they think?
All these questions draw a person out, giving them the opportunity to do the talking. People usually like to talk. You are learning things about them. You are starting to identify common interests.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” can be found on Amazon.
READ MORE:
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
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.”
