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How Do You Maximize Relationships to Develop New High Net Worth Clients?

Question:

I have an opportunity to work with the founder of the Kauai Marathon and the Lanai Marathon to assist in the promotion of these events. I am looking for suggestions as to how I can maximize this relationship to develop new high net worth clients. Can you be of assistance?

Answer:

Begin with a servant leader mindset. Engage yourself heartily in the activities the founder and others will be working on alongside you. Avoid talking about what you do as a way of defining who you are. If they ask what you do, let them know you work as a wealth advisor with Name of Your Company) and immediately without pause or hesitation turn the conversation back to them in the form of a question unrelated to what they do for a living. Instead, ask them how they got involved in the Marathon. After you have had several opportunities to work alongside the same members of the marathon team, then you can individually ask them to have lunch/breakfast with you so you can introduce yourself professionally and after the conversation, you can mutually decide if you need to talk further.