Clients come from many places. What's worked for you previously? What are you doing now? (Image: Shutterstock)
Agents and advisors are hopeful. If asked, "Where do you get clients?" we hope they are office reassignments or walk ins. Reality is sobering. It's tough to get new clients, but there are lots of sources out there. You have your favorites. Have you considered other alternatives?
Let's start by taking a couple of options off the table. Office account reassignments are like finding a pearl in the plate of oysters you ordered. It happens, but not that often. Let's take "I bought someone else's book" off the table too.
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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.”
