Advisor: “Is that Zelda wallpaper on your phone?”
Me: “It is. I’m a bit of a gamer nerd.”
Advisor: “Me too. And so are many of my clients, mostly tech executives. It’s a frequent topic of conversation.”
This was some casual banter before my recent presentation in Nova Scotia. As you can imagine, this advisor and I became fast friends and the conversation flowed easily.
But this was just one of many conversations I’ve had with advisors around seemingly obscure passions and how they used those passions to build deeper connections with prospects.
- I met an advisor whose love for comic books connected him with a prospect eager to showcase his $20k collection. Both personal and professional relationships were quickly established.
- I met another advisor whose love for retro pinball machines led him to a local tournament where he networked with enthusiasts, many of whom turned out to be potential clients.
- I met an advisor who collected vinyl records and built an online community of fellow vinyl enthusiasts. This not only expanded his network but also brought in several clients who were fellow audiophiles.
My point isn’t that you need to become more nerdy to bring in more business. It’s that affluent people have diverse interests beyond just golf. I’m no golf hater, I play occasionally. But there’s a world of hobbies out there. Whether it’s Star Wars, Legos, or equestrian sports, there’s a community waiting.
Connecting with prospects on more obscure interests builds rapport faster than talking about more common interests. So, the next time you’re networking, don’t just default to the usual topics. Dive deeper, share your hobbies or passions, and you might just find that these unique connections lead to the most fruitful professional relationships.