You have heard the expression, “Big fish in a small pond.” Many articles of social prospecting within community organizations assume the advisor is new in town, new to the organization and wants to raise their visibility on a shoestring budget. What if you are a successful advisor, already established as a longtime member in a community organization or nonprofit. How can you take the next steps to raising you profile and enhancing your professional visibility?

Big Fish Example: The Advisor At The Country Club
You are a successful financial advisor. You live in a large home in an exclusive neighborhood. You drive a luxury car and belong to one of the local country clubs. You have been a member for years and know most other members by sight. You dress well and play golf often. This might be your primary venue for connecting with current clients and prospects over rounds of golf you organize. How can you slightly adapt your regular routine to open up business opportunities?

1. Visit the club bar more often. You do not need to bring up business, let others do it for you. Find a seat near a member you don’t know. Order a drink, contemplate it for a moment, take a sip and remark: “I have been looking forward to this all day” or “At last, I can finally relax.” The other member might say: “Tough day?” You remark it’s your busy season or something similar.” They inquire if you are an accountant, or perhaps they name another profession like attorney. You have your opening.

2. Befriend the bartender or dining room manager. They tend to know everyone at the club. Let them know you are open to meeting new members and making them feel welcome. Your new friend knows what you do and can read between the lines. They can help in two ways: They can point out new members. They can tell new members you are an established, well-connected member. You are someone they want to know.

3. Attend many social events. Most private clubs have a full calendar of gala nights, themed dinners, wine tastings and holiday parties. Plan on attending as many as you can. The back of the invitation response card often asks your seating preferences. Write “Seat me with anyone.” Talk with people while standing on the buffet line.

4. Play golf regularly with different members. You have your regular group of friends. You play with clients and prospects too. Show up at the clubhouse and get included in a foursome of other members looking for a game. Play in the club tournaments. As one advisor explained, after playing a round of golf with someone, you have a pretty good idea if you would want them as a client. Sometimes the answer is no.

5. Write a column for the club newsletter. Yes, this requires compliance approval. I’ve come across a California advisor who wrote a column about the other clubs in different cities where club members enjoy reciprocal privileges. I’ve heard about the member interviewing other members for profile pieces. Your byline usually includes your contact information.

6. Serve on a committee. The membership, social and events committees are examples of groups that put you in touch with plenty of other members. These committees often have gatekeeper aspects.

7. Become assistant treasurer. Once again, talk with your compliance folks. A New York advisor said, “Get close to the money.” You stand up at meetings and talk about finances. Members realize this is your area of expertise. You are becoming an insider at the club. Members feel you have integrity because the organization trusts you with handling their money.

8. Sponsor a tournament trophy. It is almost too simple for words. Two people stand on stage at the dinner event. One succeeded in beating out all the other competitors. The other hands over the trophy. Both get photographed. Which sounds like the easier role?

These strategies involve time and money. You are already established as a big fish. Now take it to the next level.

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.