What You Need to Know
- One way to attract the right people is to show up.
- When you show up, do useful things.
- If possible, help manage the money.
“More money means more problems.” You have decided to cultivate high-net-worth individuals in your local market.
You’ve joined at least one community organization. You are surrounded by ideal prospects. How do you raise your visibility?
You know what you don’t want to do. You don’t want to be one of those agents who can only talk about business.
You can see people veer away from them as they approach. It reminds you about that lesson about magnets in high school.
Opposite poles attract. These agents are being repelled and avoided.
Here are ways to get yourself know and noticed in a positive way.
1. Be a worker bee.
The HNW individuals surrounding you might attend meetings and write check, but they don’t do the grunt work that keeps the organization running. They aren’t setting up chairs, organizing events or raising money.
Pitch in and lend a hand. You will meet the movers and shakers. They will appreciate you are pulling your weight.
2. Become a center of influence.
You’ve heard the line, “I know a guy who knows a guy.” You might be that guy who knows everyone.
You know where to get the best deal buying wine or the lowest cruise fares. (HNW individuals can be cheap. That is one way they stay rich!)
This can lead into your area of professional expertise. You want to be the “go to” guy.
3. Be near the money.
Assuming it’s OK with your firm, you might serve as treasurer or chair of the finance committee. (Some firms have rules.)
Here’s the logic: “Our group trust him with our funds. He must be good. He must be honest. Therefore I should trust him with my money too.”