Gain an instant connection with your affluent client

One of the more common challenges many of us face, is how to establish a connection with an affluent client.

This is important since the more they connect with us, the greater the trust, and the higher the likelihood that they’ll do business with us.

But if the prospective client is considerably older or wealthier than you-can you still make a connection?

You betcha.

Here’s how.

First, keep in mind that concerns about not being as wealthy as your prospects are an issue that’s mostly in your head.

Case in point.

I’ve been fortunate that I’m not only an advisor about how to market to the wealthy, but also a member of the affluent class.

I tell you that not to brag, but to illustrate the fact that there are only 2 people I do business with who are wealthier than I am.

The relative net worth of someone I’m considering hiring never comes to mind.

I was wondering if that was just me, so I decided to ask my poker group, which consists of some pretty wealthy dudes. They all agreed that how rich or not someone is has no bearing on whether they’d get hired.

So you need to get over that if it’s a concern for you.

Which brings us back to developing a connection.

I want you to think about 2 things…affinity and problems.

Affinity simply means that you share some of the same interests or passions.

If you rewind how my super wealthy friend Stan wound up working with his financial advisor, it was through a mutual interest in exotic cars.

“Every third Saturday of the month, during the Spring and Summer, all of us who have an exotic car bring it to the airfield outside of town. It draws a small but sophisticated group of aficionados.

That’s how I met him. He didn’t have a car at the show, but he knew a lot about vintage Corvettes and loved to talk about them.

As I do.

I guess you could say we made an instant connection, that eventually led to us doing business together.?

Although there isn’t a particularly logical reason why I should trust someone, just because we shared an in interest, it provided a foundation for what eventually became a mutually beneficial business relationship.”

You can also build connection through shared problems.?

Here’s what I mean

The more you can discuss and share how you also were afflicted by the problem you now help others solve, you will build an almost instant bond and connection with people.

You can communicate this by using the classic “Feel, Felt, Found” process.

“I understand how you feel.”

“I suffered from the same issues” (Felt)

“”What worked for me was…” (Found)

Again, developing a connection with the wealthy has nothing to do with your income. It has a lot to do with leveraging affinity and shared problems into a connection.

Food for thought

Mark

PS: I want these emails to be super helpful but you should know…this ain’t my best stuff. You can get the Glengarry Content by subscribing to my Whales Not Minnows Video Newsletter.?

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PPS: If my PS didn’t make sense to you, shame on you…ABC

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