Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Life Health > Running Your Business

Selling To The Moderately Rich

Your article was successfully shared with the contacts you provided.

Broker-dealer home offices should try to help advisors with the drudgework involved with serving “emerging affluent” investors.

Researchers at Cerulli Associates Inc., Boston, present that conclusion in a new report on strategies for serving individuals with net worth between $1 million and $25 million, who now control about $8 trillion in investable assets.

Those individuals are popular prospects because they hold a large amount of wealth and are relatively common, but one problem with serving them is that they are extremely diverse, the Cerulli analysts write.

The analysts have classified emerging affluent investors in 7 segments: business owners; established retirees; real estate wealthy; spenders; up-and-coming professionals; inheritors; and the suddenly affluent.

Broker-dealers that want to reach this market should free advisors’ time to deal with emerging affluent clients’ more complicated problems, such as small business planning issues, by coming up with standardized modules to help with the clients’ simpler concerns, such as college planning, the analysts write.


© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.