It’s no secret I love wine. It’s a “crossover category” for getting your foot in the door with high-net-worth individuals. It can become an area of expertise that gets them calling you, drawing you into their orbit.
People with a passion love to share. Wealthy individuals have a sixth sense, knowing when they are being prospected or chatted up in social situations. When people have a passion, like a shared interest in wine, they are very welcoming to fellow enthusiasts and those with a sincere desire to learn.
A bonus for advisors: Barriers to entry are low. Joining a sports car club generally requires owning a sports car. Joining a country club involves initiation fees and monthly minimums. Becoming a wine fan involves studying, buying some bottles of wine, glasses and a corkscrew. Then check out the gallery above for some ways to bond with high-net-worth prospects over your new shared interest.
If you’re not a drinker, try prospecting over coffee instead.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” can be found on Amazon.