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,” can be found on Amazon.

When you tell your friends what you do, you can find yourself wondering why they have not yet become your client, even long after your practice is secure. Bryce Sanders writes about reasons why a friend may not yet be a client, and what you can do to counter them.

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