By Bryce Sanders | June 02, 2020 at 02:48 AM
Knowing people is good. Knowing certain people may be better.
Centers of Influence.
We basically define them as people who can
send business to us. Accountants and lawyers come to mind.
Try a different mindset. Look for the people
who can connect you with other people — the ones everyone trusts. There’s a
story here.
The Established Local
We have a 50ish friend retired from the Air
Force. He and his wife are regulars at the local pub. He grew up in the area.
He’s a nice guy who seems to know everyone.
We needed an arborist (tree guy) for something
specialized. Our tree guy recommended someone. We got in touch. The arborist
said: “i think we know some of the same people. Do you know (local)?” I said
yes. “Does (local) know everyone around here?” The arborist said: “(Local) and
I were in kindergarten together!” I called (local). Mentioned the conversation.
He said “(the arborist’s) dad coached out Little League team.”
The moral: Some people, without great
wealth or official position, know everyone because they are “nice guys.”
Perfect for introductions.
The Professor
This is an Asian example. It works in other
cultures too. Education is often considered the ladder to
success. Parents skimp and save to give their children the best opportunities
in life. The children return the favor by studying hard. They are those kids in
the front row.
The students develop mentoring relationships
with professors, logically in the field of study aligned to their chosen
profession. They keep in touch with these professors years after graduation.
They consider them trusted advisors, placing great weight on their advice.
The moral: You likely have some college
professors as friends and clients. They probably have a circle of former
students who still keep in contact. Do these professors know how you help
people? As their former students become successful, they start needing advice
of how to handle money.
The Fund Raiser
At cultural institutions they are called
directors of development (or advancement.) Their role is to constantly
cultivate large donors for contributions to their charity. This is usually
“repeat business.” Donors give over and over.
Why? Because they like the development professional!
They consider them friends. They are invited to each other’s homes. Attend
parties together. They know they will be asked for money now and then, yet they
enjoy each other’s company.
The moral: These people know everybody.
They are in an ideal position to introduce you to people, especially if you
attend the same events. You are likely a donor to their charity your yourself.
Why? Because that’s how you met them. When you ask: “Do you know (X)?” or “How
can I get in front of (Y)?” They are in an ideal position to facilitate a
social introduction.
Expand your definition of what makes a person
“an influencer.”
Bryce Sanders is president of Perceptive
Business Solutions Inc. He provides high-net-worth client
acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor,” can be found on Amazon.
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