Are your prospecting efforts robust or do you need the defibrillator paddles and the paramedics? (Photo: Shutterstock)
Sales is a big part of your job description. You need to keep the pipeline filled. Not all financial professionals are alike. Some sell benefit plans to businesses, others insurance. Some work with mom-and-pop businesses. And almost everyone wants a piece of the wealth management pie. Everyone needs prospects. Where will you find them?
|Need a dozen ways to fill your pipeline?
Imagine your family doctor is giving your practice its annual physical. Do they pronounce your prospecting efforts as “robust” or do they run and get the defibrillator paddles and call for the paramedics?
If it’s the emergency situation described above, let’s look at 12 possible sources that offer something for almost everyone.
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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.”
