Patrick Gawrych

All Prospects Were Not Created Equally All potential clients are different. While high net worth prospects may have similar concerns, they are unique in many ways. There is no one psychology or technique to mesmerize all types of high net worth prospects. View each prospect personally.

A personalized approach builds relationships. When a person has a relationship with you, they are more likely to do business with you. Research high net worth clients and know their concerns. Gather information to excite them and spark their interest in your seminar. Find out what content the wealthy want and give it to them.

If you offer exactly what they want, high net worth clients will be attracted to you. The key to successful seminars is making a connection with prospective clients. Appeal to their emotions.

 Answer their questions. Don't just recite useful information and give prospective clients a monologue. Be interactive, productive and informative. Talk about your own experiences, give examples and have a sense of humor. Show prospects they are important to you.

Offer useful brochures, newsletters and resources. Bait them with just enough information to make them hungry for more so you can maintain on ongoing connection and ultimately gain their business.

Network with others in different professions. Have them offer valuable content at your seminars. Pool resources with people who have different areas of expertise from your own.

Share contacts and build relationships with other professionals and new prospects. Word of mouth is a powerful way to attract high net worth prospects who value the advice of their associates.

You may want to use a CPA or Attorney or even a health care professional at your next seminar. Your seminar should attempt to resolve the current conflicts potential high net worth clients have. When you give the prospects answers they have trouble finding elsewhere, you make a valuable connection.

Another key point to remember is that people tend to refer others with a similar economic status as themselves. It makes sense because they probably have a lot of the same financial concerns. So once you get a large client, treat them like gold and they will bring you more and more referrals.