Everyone wants high-net-worth individuals as clients. The hard part is getting in front of them and signing them on. For many advisors, the difficulty starts with meeting them in the first place! If you buy into the idea that the social relationship comes before the business relationship, the process becomes much easier.
This concept is not new. My book, “Captivating the Wealthy Investor,” was published in 2004. Many advisors think the obvious places to mingle with HNW individuals have either high financial barriers to entry or if not, are overrun with financial advisors. Think again.
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