Your town might have its share of "invisible rich" — you just have to know where to find them. (Photo: Shutterstock)
Does everyone chase after the same prospects? Despite the Do Not Call list, live callers interrupt your dinner to pitch an electricity provider or let you know your computer is compromised. It gets worse when robo-calls tell you about lower credit card interest rates. We haven't even gotten to political calls as the 2020 election approaches. It drives you nuts. Now, imagine you are a business getting cold-called constantly every day! How can you find business prospects that aren't on everyone's radar?
|How successful are small businesses?
As a financial professional, you are looking for successful business owners. Getting a business owner talking opens the door to doing business with the firm or the individual.
It's been said in many communities the majority of the local wealth is in the hands of the owners of privately held businesses. This ties into the logic that it's easier to accumulate wealth when you own a business vs. collecting a paycheck and working for someone else.
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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.”
