It's a small world. This is true in industries, towns, neighborhoods and even big cities. Word gets around. People know the major players and the up-and-coming stars. They also know the people who are ethical and consider their job as a career. Hopefully this describes you and your business of providing benefits plans to businesses.
Agents and advisors often develop friendships with clients. Over the years this might have involved going out to ball games together or getting together over lunch. Today this might include having children the same age, social media connections or having the same taste in music.
Why would these relationships develop into friendships? Because you have positioned yourself as a trusted partner, someone who provides a good product their employees like. If there are issues, you step in to resolve them quickly. The bottom line is simple: They like you and want to help you succeed.
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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.”
