Before calling a wealthy prospect, research their industry, location, and interests. Mention a mutual connection or something specific about them in your opening line to build credibility and warmth instead of launching into your pitch.
Can you give me an example of something you might open a call with when you're calling one of these ultra-high-net-worth people?
Usually you want to try to research if it's somebody I never talked to before. You want to find out the industry they're in.
He based the company in Luxembourg.
Where they're based. You try to do a little bit of search or history about them. What kind of airplane they have, what kind of events they've been to, whom they might know in their industry or in their social circles. If there's somebody I want to get to, I can call somebody I know and say, do you know the person? Can you make an introduction? But that favor, you can't ask for it too many times. If you could say, "Hey, I see you visit this resort in the summer," that kind of stuff, just to sort of loosen it up and see that there's some familiarity in their lifestyle or their business, that helps sort of break the ice.
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