Financial professionals usually don’t have success with shotgun marketing. Their service is hyper-specialized, and ideal clients need to meet a long list of criteria, the most important being a high net worth. Investment bankers and others want to fall into the good graces of wealthy people, and spending time in the right places helps.

When financial professionals join certain clubs, organizations, and associations, they put themselves in an advantageous position. By belonging to these clubs, they communicate a shared interest with other members. Membership also allows them to avoid the hard sale, which rarely appeals to the rich. High-net-worth clients prefer to be wined and dined—they’re not looking to be cornered by an elevator pitch.

If your a financial professional, whether a financial advisor, wealth manager, or investment consultant, here are a list of clubs and groups that can help you be in proximity to potential clients.

Local country club

It might seem obvious, but wealthy people spend time at country clubs. The best part about belonging is that you can operate as an acquaintance and build rapport without the pressure of doing business. Spend time giving out free advice, and familiarizing fellow members with what you do. Then let the clients come to you.

Chamber of commerce

Community movers and shakers usually participate in the local chamber of commerce. You should feel free to be a bit more direct in your pitching (it is a business environment), but you should always lead with immediate value. Once you garner a reputation for good service, people will come to you.

Charitable causes

Wealthy people often enjoyed having a social component to their philanthropy. Events and dinners are fertile ground for elbow rubbing. When people see that you are sincerely passionate about a cause, it will positively reflect on your character and business. Also, charities offer tax incentives to those who donate, and if you can help participants navigate some of these complicated rules, it will trigger a cycle of reciprocity.

Hobbies

Whether it’s golf, classic cars, cycling, or running, nearly every hobby has a club of enthusiasts. The best part for a financial professional is the more passionate you are, the more likely it is that you will build connections with other members and build relationships where people with similar interests can get to know, like and trust you.

Financial professionals need to be mindful of how they hold their free time accountable. Some of these clubs can be costly, and you need to measure your expenses against profits. That said, if you can pursue your passions and leisure activities while building your book of business, everybody wins.