(Photo: Josep Suria/Adobe Stock)
Everyone has heard Linkedin might be the "new cold call." For decades, agents and advisors have searched for the "silver bullet," that magic strategy that gets people calling you to do business. There's no magic bullet yet. You've still got to make the effort to talk with them. Here are some suggestions on how to do it on LinkedIn.
|Before you start
Firms have rules for everything. This includes what you can and can't do on social media. Find out about the rules. Your Compliance manager should know. Try to find other agents or advisors who have developed best practices the firm has approved. No reason to reinvent the wheel.
|What's the logic?
We've all accepted invitations to connect when the other person immediately starts selling. It's annoying. We've also made connections and the other person immediately wants to set up a phone call – and they want you to use their scheduling tool to get onto their calendar. Also annoying.
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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.”
