4. Invite them to your home. You collect something. They do too. Collectors love to show off. Oops! Wrong word! They love to share their collection with their friends. Maybe you don’t collect anything. Maybe they are sports fans. You are going to the game in two weeks. Would they like to join you for tailgating?

5. Dinner with friends in common. Ever hear the expression: “Moving too fast?” They might feel you are trying too hard. Inviting them to your house for dinner might come across as pushy. “What does she want to sell me?” Invite them along with another couple known to you and the other couple. They will call the other couple to “check you out.” They will rationalize if the evening is a dud, they will at least be able to talk with their friends.

Cultivation is an ideal word for this process. You are nurturing something in hopes it will grow.

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.

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