Now, if you follow my suggestions for the article above, you will be rubbing elbows with lots of the right people. Here are some suggestions that will make sure that all that rubbing creates some positive electricity.
- Never use the phrases “high-net worth”, affluent or wealthy in front of them. They do not identify themselves with those words and it makes you sound like a salesperson.
- Understand that they have a strong aversion to salespeople, so let them bring up your business first. Never be the first to talk about your business, always talk about theirs first.
- They worry about health care costs. It is their number one worry. They are used to the best in health care and they know what it costs.
- They prefer to mix business with pleasure. They want to know their advisors on a personal level and the greater the trust the more likely they’ll be utilizing your services.
- They will most likely accept a 2nd opinion… from a person they trust (see previous)
- They seek out opinions from people they trust. Be prepared with an opinion… but wait for them to ask.
- They hate traditional sales methods. Leave the brochures at home. They are all about relationships.
- Even if they have multiple advisors (and most do) they still have a primary advisor they rely on most often.. They don’t like to be rushed. Let them make the decision to work with you on their own time. If you push… you’ll never get them.
- Hidden fees will kill not only that deal but your credibility with everyone that runs in that circle. Disclose, disclose, disclose!