We want to win prospects over. Let them know we understand their concerns. Position ourselves on the same side of the table. It's good to have handy expressions to make a point or prompt more questions, getting a conversation going. Here are a few that might help. 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:

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