Prospecting has not gone away. As a benefits professional, you need to have a steady stream of leads and prospects headed in your direction. You need to keep the pipeline filled. Because prospecting is often our least favorite activity, when things get busy or you are ringing the cash register, prospecting often falls off the list entirely. Where will new clients come from?
There is an educational component to benefit plans. Many employees do not understand what their employer is making available. The employer is paying a cost to provide these benefits. If you can identify professional organizations or service clubs composed of business owners, explaining the basics and components of a good benefit plan can be an educational topic of interest.
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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.”
