Wealthy prospects are still prospects, after all. The dollar amounts might be larger, but the signs expressing interest in doing business can be universal.   What are these signs? First, a story: Many years ago, I had clients with a weekend house in the country, about an hour outside New York City. They invited us to visit, and the itinerary included a tour of the area, a dinner party and other meals out. They also introduced me to their friends, and one shook hands and said, "I understand you are my new broker" and handed me a manila envelope filled with account statements. No, it is not going to be that easy. The situations in which a wealthy prospect is ready to commit can be broken down into three broader categories:
  • Social conversations with friends who want to work with you
  • Early stages of the prospecting relationship
  • Meeting with the prospective client
People give off signals. Often, they do not know it is happening, and you need to be alert and pick up on opportunities. See the accompanying slideshow for 14 signs along the way.  
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