2. For the soon-to-retire client.  They are an individual client.  You have their retirement plan.  You played a big part in preparing them for a comfortable retirement.  "Who else is retiring at your firm in the next few months?  Would you introduce me to some of them?"

3. For the client whose firm announced layoffs.  It's another individual client.  Your first concern is "Are they alright?"  They said "Yes, the layoffs were in another division."  You ask: "Were any of your friends affected? When you leave a firm, there's lots you need to know about moving your retirement assets.  I've helped other people in similar circumstances.  I might be able to help them too."

4. For the new neighbor.  They need lots of local services.  The businesses that mail to them might not be the best or lower cost providers.  They need oil delivery, snow shoveling, lawn mowing.  Lots of services.  They logically need a face-to-face insurance relationship too.  "Welcome to the neighborhood!  When we moved in we needed to find a tree guy, an oil delivery service and a landscaping company.  I'm glad to fill you in on what we learned by trial and error.  By the way, my field is insurance.  I don't do any of those other things."

5. For the friend who lost a parent.  They often find themselves in the role of unofficial financial advisor and financial planner.  That might not be their area of expertise.  They don't know where to turn, and they might not see you in that light. "I'm sorry to hear you lost your father.  How is your mother doing?  I don't want to intrude, but if there are any questions about sorting through investments or insurance policies, that's my field.  Consider me a resource.  Call on me if you need me."

6. For your religious leader.  They get asked by members of the congregation for advice on many subjects.  For matters spiritual, they are in the right place.  For financial matters, they might need some trustworthy advisors, ideally fellow parishioners.  Let your pastor or religious leader know how you help people.  "You likely already have several other parishioners who can be resources.  Please add my name to that list."

7. For the client who thinks you are too busy.  If you are successful, some clients might think you have all the business you can handle.  Asking you to help a friend would be an imposition.  They don't ask.  Let them know you aren't too busy to help a friend.  "Here's something I would like you to know.  I may appear busy, but I'm never too busy to help a friend or relative of a client.  Even if it's just to talk and answer questions, I'm glad to make time."

8. For the client within your niche.  You might have developed a niche without telling your current clients!  Let them know when you conduct annual or periodic reviews.  "It's a pleasure working with you over the years.  Through our relationship I've learned about teachers and how the district's retirement plan works.  If your fellow teachers ever sound like they need investment advice, I would be glad to talk with them. I've been able to help quite a few."

In each example, your objectives have been to get them thinking and realize how the other person would benefit from an introduction to you.  People want to 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.

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