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You're either into football or you are not. Our lunch guests this Sunday were football fans. They talked with great enthusiasm about the elaborate tailgating parties taking place before games. They remarked some people show up for tailgating and never enter the stadium. Others have such a good time partying, they have to almost be carried to their seats!
Jane and I are "Concert in the Park" fans. It's one big picnic. Same theme, no vehicles. These venues provide opportunities for financial advisors this summer.
4 Ways Tailgating Helps Make the Right Connections
If it's an outdoor symphony orchestra concert or the big game, people are setting out food, seating and drinks. It's like having your own pop-up restaurant!
1. You invite friends and clients. Let's assume these friends are also prospects. You've set up your food arrangements. At the concert in the park, Jane and I have collapsible tables that when assembled, seat 10. The plates, cutlery and stemware is all plastic. Very elegant. It's not over the top because the catered groups nearby put anyone to shame.
What happens: Your friends and clients get a great meal. They see people they know and wander off to say hello. People visit you.
Outcome: They had a great time. Your guest think: "Wow! This guy knows how to throw a party! He knows some heavy hitters, too.
2. You have extra seats. Your table is filled, but you have some extra seats, glasses and plates hidden away. As people you know wander by, you wave them over and pour them a drink. They mingle. You discover some people didn't bring food. You invite them to join you. The extra chairs come out, everyone scrunches together.
What happens: During the wandering/socializing phase, you are entertaining lots of friends with free drinks. You did your good deed for the day fitting in that extra couple.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, "
