“Everyone knows him. He’s a great guy.” If you live in a smaller town or neighborhood, you will discover that a relatively small group of people — often high-net-worth individuals — sit on the boards of community organizations, write big checks and turn up everywhere.
These are the people you want as clients, prospects, COIs or friends. To make this happen, you need to know how to play “See and Be Seen.”
The Concept of ‘See and Be Seen’
Let’s make the following assumptions:
Prospecting is similar to dating. Desperate people don’t get dates. Once people see you in enough places, they figure out what you do for a living. They associate agents and advisors with prospecting. If they know what you do and don’t see you soliciting business, they assume you are successful. Successful people want to do business with other successful people.
Based on my experience, here are 11 ways to raise your visibility by playing “See and Be Seen.”
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,” is available on Amazon.