SEMINAR TOPICS

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
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?
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