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Captivating
the Wealthy Investor
When asked
"What topics regarding the marketing to HNW individuals would you like
to learn more about?" Financial Advisors across the country have frequently
requested two topics:
- How do
you talk with HNW individuals in social situations?
- What are
the best ways to transition social relationships to business relationships?
This series
of four topics (60 minutes in length) addresses these questions
in detail:
1. Identifying
the Invisible Rich and the People Who Influence Them
How
do you define your market? Can census and demographic information
identify pockets of wealth? Can you identify individuals within
the top 2 - 5% of your market by name and address? Who are local
influencers? How can they help?
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2. Where
to Meet and Socialize with Wealthy Individuals
Which
community organizations attract wealthy individuals? What
characteristics should they possess? What do you need to join?
How
much time does it take? What
do you do? What
does it cost? How can you raise your visibility?
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3. Talking
with Wealthy People and Getting Them To Like You
How to start a conversation when meeting a person for the first
time. Explaining
'what you do'. Learning
about their interests and passions. How
to discretely probe for information. Initiating
a second meeting and developing a social relationship. Why
wealthy people still make new friends
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4. Transforming
Wealthy Friends into Clients
Explaining
to social acquaintances 'What you do.' Asking
for referrals based on specific situations. Why
some HNW individuals will or won't do business with people they
know socially. What
are the obstacles and how can you overcome them?
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The series
is based on personal experience along with interviews with Financial Advisers
and other professionals who are successful at meeting HNW individuals
and developing social relationships. Interviews with HNW individuals who
are frequently asked for business examined different approaches and how
they choose with whom to do business.
Seminars
include presentations, Action Plans, 1:1's with individual Financial Advisors
or teams and follow-up conference calls. Please call
or e-mail for more information.
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