Perceptive Business Solutions has developed a series of incisive topics related to marketing to High Net Worth individuals. These topics have been grouped into the following categories:

Captivating the Wealthy Investor - This series of four Core seminars addresses two most frequently requested topics relating to HNW marketing; (1) How to talk with HNW individuals in social situations and (2) The best ways to transition social relationships to business relationships?

Each seminar topic is 60 minutes in length and addresses these issues in detail. (Click the title of each topic for a detailed description.) Seminars include Presentations. Action Plans, One-on-One sessions with individual Financial Advisors or teams, and follow-up conference calls. Please contact us for more information.



Related Resources

Specialized Seminars

Schedule a Seminar

Sample Seminar Agenda

  • 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?
  • 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.
  • 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?
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.


Additional Specialized Seminars

Why You? Establishing Your Value With HNW Prospect

Who Benefits Locally From Government Spending

Friends into Clients - Addressing Risk to Friendship

Friends into Clients - Customized Scenario Version

The Art of Attracting Other People's Clients
(and Retaining Current Clients)

Answering "How's the Market" and Other Cocktail Party Questions

Doing Business in a Difficult Market

Overcoming Recession Objections

Building Business By Doing the Things You Enjoy

Closing the Business - How to Ask For the Order

Beyond Referrals - How Do Large, Established Producers Add New Clients?

Do Not Call Prospecting - Effective Alternatives To Cold Calling

Successful Seminar Strategies

Perfecting Your Practice

Cultural Prospecting Strategies - The African American Market


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