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disappeared. They think all advisors are the same. Put another way, the “Old Guard” may not be that efficient at running the organization, but they are experts at freezing out someone they don’t like.

Phone a friend. Time has passed. You raise money. Everyone knows you. You don’t push business. Some people have approached you and become clients. You are irreplaceable. You have now ascended to a board position. During training they emphasize you can’t put your interest ahead of the organization. You think this is a little hypocritical because at the same time, they want you asking everyone you know for money! You’ve noticed fellow board members do business with each other.

Strategy: Someone chairs the board. Hopefully they like you. Approach them privately. Explain you understand the rules, but would like to increase your professional visibility. What can they recommend? They might suggest you sponsor an event. They might have a quiet word with the other high profile members, specifically those expressing a need to change consultants. You are bringing a lot of value to the organization. They might make a personal effort to help satisfy your request.

Getting involved in a community organization marks you as someone who gives back. Sometimes you wonder if the world is made of givers and takers. You are marked as a giver. The circle of wealthy leaders and donors in the community often see themselves as givers. You are considered one of them. They like you. People do business with people they like.

Bryce M. Sanders Bryce Sanders is President of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” is available on Amazon.

Contact: (215) 862-3607 brycesanders@msn.com www.perceptivebusiness.com

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