Advisors are usually friendly, gregarious people, making an effort to put themselves in social situations. Opportunity might knock, but you need to open the door. The unspoken preface is, "Doors do not come to you; you must walk up to the door." One situation that advisors encounter is a person giving them a compliment. You need to graciously accept the pat on the back, not diminish the reason you were praised. Another time is when general talk about the economy or the stock market comes up. You want to show you are knowledgeable but not come across as trying to sell them something. Another instance is a throwaway question, the type where the first answer that comes to mind is "fine," followed by "thanks for asking." Some expressions are useful in social situations. Others are meant for conversations you have with yourself in the mirror. Others are philosophies you should consider. Here are nine useful sentiments to handle a variety of occasions. |
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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.”
