8. Who do you know that is downsizing? Many people choose to simplify their lives as they get older. When their children move out and settle down, they decide to travel more and spend less time on home maintenance. This often means buying a new place for less than the sale price of their current home. That extra money is likely expected to be an income producing asset. You can help.
9. Who do you know that is a new neighbor? Your client lives in a nice area. They remark they couldn’t afford to buy their own house if they had to start over again. This should mean the people who live around them are doing pretty well. Who has come from afar, not just trading up or down in the local area? Newcomers need local services. This includes you.
10. Who do you know that was recently downsized? This is a difficult situation, especially if the person is older. Your client might know them well and wishes they could help. Two heads are better than one. You and your client could meet them together. Once you have formed an opinion, you might have some contacts that could help. You would want the same support if the roles were reversed. If you are able to help them find a new position, they might bring up their need to find a home for their rollover assets. Do not be the one who brings it up.
Finally, there is always the question from the first paragraph, “Who do you know that won the lottery?” Someone does and someone knows who they are!
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.