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Things are returning to normal. OK, it's two steps forward and one back, but we are making progress. Soon you will be attending events with the objective of networking with HNW individuals. Do you still remember how to do it?
You know many people who have joined an organization, not gotten any clients and felt it was a waste of money. They are often vocal about it. Unfortunately, they went in with the expectation membership was enough. Business would come to them. My favorite analogy about that thinking is the Broadway show when someone collapses, the curtain closes and you hear "Is there a doctor in the house?" Business doesn't come to you that way.
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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.”
