Being able to "fill in a gap" in this way can be very powerful in attracting and winning the business of super-rich clients. In this scenario, the members of the network actively use the various experts to enhance their marketing efforts.
Only a select number of experts can be used to attract the very wealthy and, in particular, the super-rich. Elite professional networks are adept at leveraging these authorities to create venues where they can interact with the super-rich.
Which value-added experts make the most sense to bring in is a function of the characteristics of the prospects. The greater the level of wealth being targeted, the more unique the value-added experts need to be. Furthermore, as with the rainmakers, the extent to which the value-added experts are leading authorities in their respective fields, the better able the elite professional network will be to cultivate the extraordinarily wealthy clients they're concentrating on.
In the next issue of Private Wealth, I'll address the way elite financial networks are formed and their future in the industry.