woman at computer on the phone It's important to follow up when you are fresh in people's minds. (Photo: Shutterstock)

Many agents and advisors plan prospecting events such as seminars.  Maybe you attend trade shows and run workshops or breakout groups.  People register.  They do (or don't) show up.  How do you follow up?

A problem for many financial professionals is seeing the event as the culmination of the process.  "I planned a seminar.  I held it.  It was great!"  End of story.  Many people forget about 80% of the effort goes into assembling the audience and 15% into follow up.  The preparation, logistics and presentation delivery are a minor part.

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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.”