How wine tasting and clubs can get you into high-net-worth circles

By Bryce Sanders

You are a financial advisor in the United States, an insurance agent in Asia or an estate planner in Canada. You want new clients, ideally within the high-net-worth community. You want to rub shoulders and socialize. How are you going to do that?

There are several ways. You could join a yacht club. You’ll need a yacht. Join that very exclusive country club. There’s a long waiting list and high initiation fees.

Here’s another route. Become a wine enthusiast. Learn about wine. Join some clubs and tasting groups. Meet the right people. Share their passion.

Why should this work? Consider three reasons:

•       It’s a crossover area. Many wealthy people are wine collectors. You don’t have expensive gear to buy or big checks to write. Buy some wine. Drink it. Share it.
•       Big money is involved. Do you live in Asia? According to CNN, in 2010 Hong Kong surpassed London in the wine auction market. The three major world auction markets are New York, Hong Kong and London.
•       It’s hugely popular. Young people are learning about wine. Successful business owners are collectors. Interest bridges the generation gap.

In the November/December 2018 issue of Round the Table magazine, read “Prospecting using a new passion,”  to learn nine steps for breaking into the wine world.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides high-net-worth client acquisition training for financial services professionals.

For more ideas on working with high-net-worth clients

• Watch “How to go from dream prospect to dream client”
• Watch “Make more money with fewer clients”
• Read “Unique assets: The hidden half of your clients’ wealth”