Some people eat lunch at their desks. The rationale is "Clients might call because they need me." This is highly unlikely because they are out eating lunch themselves. Where you eat can actually lead to new business.
Do not take my word for it. When writing my book, Captivating the Wealthy Investor, I interviewed the president of a bank with about 32 branches. That was years ago. Today they have grown to 48 locations. The president explained he started eating lunch outside the office when he first joined as a loan officer and continued to the present day, unless he is needed at a meeting.
|Related: Are you missing new business opportunities around you?
Here is what he told me: Pick an area of town with the type of business owners you want as clients. Find a coffee shop or a luncheonette. It must have stools and counter service. This eliminates gourmet coffee shops where people line up, place orders, collect them and leave. You need a counter. Show up every day at the same time. You will become a regular and get to know the other regulars. These will be local business owners, people in service industries and municipal employees. Gradually you will get to know them and they will learn what you do. When they have a need, they will start to ask questions.
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
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.”
