Attracting high-net-worth clients through hobbies

How did you secure high-net-worth clients?

Early in my career I tried to find people my age who were financially well-off, and I put a lot of energy into meeting them. Working as a wealth management specialist at my company also enabled me to meet high-income professionals and CEOs. I was able to qualify for MDRT after about five years, but seeing veteran colleagues close large contracts from wealthy clients motivated my desire for growth.

In the meantime, I also had been taking vocal music lessons as a hobby. My professor recommended that I attend an advanced cultural arts convergence program, and at the first meeting, I sang one verse of an Italian art song. My performance made a lasting impression, and I became known more for being a good singer than for being an insurance advisor. That reputation helped me build better relationships quickly with the excellent members of the program, some who have become clients, and others who are prospects.

How else are you connecting with wealthy clients?

I approach these encounters not purely for business but with the mindset of building long-term relationships without pressure. After completing the cultural arts program, an alumni association was formed, and I continue meeting regularly with close members. We perform charity concerts twice a year during the spring and winter. Each performance is meaningful and strengthens our bonds.

I’ve also been playing golf, another hobby, for about six years and joined my high school alumni association’s golf club, which holds monthly meetings as part of its regular schedule. Thanks to participation and volunteering in these activities, I’ve gained seven clients in the past two years, resulting in 15 contracts.

What is your advice to MDRT members for connecting with wealthy prospects?

Wealthy individuals are often humble and excellent judges of character. So, rather than approach with obvious intentions or pressure to do business, it’s better to create opportunities to show your human appeal and demonstrate genuine interest in them. That’s when they begin to open up. If you seriously think about what kind of help you can give and offer beneficial proposals, the probability of acceptance may increase. In the beginning, it is also good to become close with influential people who have a similar vibe to you and have frequent small gatherings with people who are friendly to you.