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is president of Perceptive Business Solutions in New Hope, PA. His book "Captivating the Wealthy Investor" is available on Amazon.com. He can be reached at
Articles by this author
How to throw a simple dinner party that will impress everyone.
September 2019 | BUSINESS | Read Article →
Keeping in contact with far-away friends and relatives requires some effort, but it’s worth it.
July 2019 | BUSINESS | Read Article →
Show them courtesy and respect, and you may be surprised at what you receive in return.
May 2019 | BUSINESS | Read Article →
Fine wine can be an expensive passion but there are ways to buy a quality vintage at a reasonable price.
April 2019 | BUSINESS | Read Article →
Nobody likes going through airport security. But there are a few things you can do to take some of the stress out of the process.
March 2019 | BUSINESS | Read Article →
Sending holiday cards and gifts can keep your name in front of clients. But you can’t send just anything.
February 2019 | BUSINESS | Read Article →
Want to make new friends? Cruise ships offer surprising opportunities to meet people with whom you share a common interest.
February 2019 | BUSINESS | Read Article →
Ever wonder how you can get into one of those airport clubs?
January 2019 | BUSINESS | Read Article →
Finding the “hidden” wealthy in your community might take some digging, but it could yield a rich reward.
November 2015 | FINANCIAL | Read Article →
Owning property has been a traditional path to wealth. But returns in real estate don’t happen overnight. Here is how you can keep your client from making a costly mistake.
October 2015 | FINANCIAL | Read Article →
Margin can be a lender of last resort when clients need money fast, but they need a plan to pay it back.
August 2015 | FINANCIAL | Read Article →
Even cautious investors might be thinking about getting into the market. Even if you are an equities expert, it’s helpful to know simple ways of answering basic questions clients might have.
April 2015 | FINANCIAL | Read Article →
Movies and TV romanticize the idea of owning fine art as an investment. Here is what your clients need to know before they hit the auction.
February 2015 | FINANCIAL | Read Article →
After hearing stories about record prices paid for fine wines, your clients may believe wines should be part of their investment mix. Here is what you need to know if your clients want to look into wine.
November 2014 | FINANCIAL | Read Article →
Sure, your time is limited, but you can make valuable connections while doing what you love.
October 2014 | BUSINESS | Read Article →
Hedge funds have a mystical quality to some investors. Here is the reality that you need to tell your clients.
August 2014 | FINANCIAL | Read Article →
Knowing the key facts and primary risks regarding bonds can help you serve your clients.
July 2014 | FINANCIAL | Read Article →
Choosing the right words can reassure your client, position you as an expert and close the sale.
May 2014 | BUSINESS | Read Article →
Here is a collection of short conversations to help you prospect for business in various social situations.
March 2014 | BUSINESS | Read Article →
Cruise season is an ideal way to mingle with high-net-worth prospects as equals.
November 2013 | BUSINESS | Read Article →
How to make a graceful exit while
leaving the door open for seeing the
other person again. (Yes, it’s a lot like
March 2013 | BUSINESS | Read Article →
Strategies for establishing rapport,
igniting the conversation and having a
meaningful exchange with just about
February 2013 | BUSINESS | Read Article →
Seven scenarios to help you start the
conversation and keep it going, while laying
the groundwork for a future meeting.
January 2013 | BUSINESS | Read Article →
Take a new view of your gym time and your
co-members and you could generate more than
November 2012 | BUSINESS | Read Article →
Relate to — and win over — your prospects
through personal anecdotes that portray your
knowledge and experience.
June 2012 | BUSINESS | Read Article →
Talking finances with friends can be complicated—
learn what to say in three unique scenarios.
April 2012 | BUSINESS | Read Article →
From background research strategies to
utilizing a mutual friend—here’s how
you can get the attention of a highprofile
prospect in your community.
January 2012 | BUSINESS | Read Article →
The holidays are just around the corner
– and producers can use these seasonal
social events for making positive
impressions on prospects.
November 2011 | BUSINESS | Read Article →
Everybody suffers from foot-in-mouth
disease from time to time. Here are some
guidelines to avoid the affliction.
October 2011 | BUSINESS | Read Article →
How do you build your business in a smalltown environment where everybody already knows everybody else?
May 2011 | BUSINESS | Read Article →
Learn the signs that your client is shopping
around and how to be pre-emptive.
December 2010 | BUSINESS | Read Article →
In the March issue, we covered
why your friends don''t want to do
business with you. This month we
look at techniques for doing business
with friends without appearing to take
advantage of your r
June 2010 | BUSINESS | Read Article →
In researching Transforming
Wealthy Friends Into Clients, I
asked high-net-worth individuals,
"What holds you back from
doing business with friends?" Advisors
weighed in with answers too.
March 2010 | BUSINESS | Read Article →
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