Rickson2

I mean, I was lucky enough to have a few high net worths through the cold market. So, I
mean, they are my clients really. But the problem with me is that I feel like I couldn't go back
for repeated business.

And, with that being said, they are always meeting me for meals, just that I don't know the
right things to say to open up to them about business again. So, we'll face this sort of
problem or like, what's your solution or and so on for repeated businesses. Do you enjoy
that high net worth market? Do you like being in that high net worth market? I think I enjoy
the conversation.

You enjoy the conversation. So, you've got to think about this. One question that was asked
to me a very long time ago is who do you want to be a hero to? Who do you want to be a
hero to? And what is the problem that you are going to solve for them? If you want to be in
the high net worth market, you need to know more about their problems.

There are three letters, D-O-S, DOS, dangers, opportunities, strengths. This is not me, this is
Dan Sullivan, strategic coach, Toronto, just FYI. I'm not smart enough to come up with this.

Dangers, opportunities, strengths. When you approach a new client or a new target market,
find out, write down what do you think are their dangers? What are their opportunities?
What are their strengths? What are their pitfalls? What could possibly go wrong? What are
the issues they potentially have? Could it be cash flow? Could it be liquidity? Do they have
problems with jurisdictional things? Are they tax related stuff? Do they have problems with
the second generation? With division of wealth? What are the problems? What are the
dangers that individual, that type of individual has? What are their opportunities? What is,
what works for them? And what are their strengths? Once you identify those things,
conversation will flow very easily with them. Because once you understand these four, these
three things with them, these three categories with them, all you need to do is educate
yourself on how to deal with these problems.

And there are case studies for that. You know, which company do you work for? Prudential.
So here's the thing, right? You may work for Prudential, but case studies are available across
insurance company platforms.

I can get into Manulife's website and I can search up case studies that they did on products,
on specific types of clients. And I'm not saying that because I think Prudential doesn't have
the case study. I'm saying you have numerous areas to get these case studies from.

If you get into my LinkedIn or my YouTube videos or Instagram, we've given our case studies
for so many different types of problems. They're out there for anybody to use. So you just
have to listen to the problem and then you've got to ask yourself, have you identified this
with that person's problem? Here's the solution.

Think about all the potential problems. So you can have a conversation. You just have to get
into a place where the conversation flows normally.
If he's a really big client of yours, if they're really big clients of yours, then don't attempt this
on them just now. Try it on somebody smaller. Grow with your confidence and then go
back.

Thank you.