Advisors need to create customized messages for each of the three types of buyers of luxury goods and services: trendsetters, winners and connoisseurs, says Russ Alan Prince.
Affluent personalities vary dramatically. You need to tailor the way you communicate with them.
Advisors can create a stream of wealthy client referrals by using a systematic and proactive approach, says Russ Alan Prince.
Becoming an industry thought leader could be instrumental in building a substantial high-net-worth clientele.
Advisors should provide indirect incentives to professionals from whom they’d like referrals.
For many ultra-wealthy inheritors worth $100 million or more, philanthropy is a defining characteristic.
Building and cultivating a wealthy customer base is an important initiative for many types of professionals, especially those that specialize in addressing the unique needs of the affluent.
With the release of Taking the Reins: Insights Into The World of Ultra-Wealthy Inheritors, I’ve been spending a fair amount of time with inheritors who are intensely committed to improving...
What do you, as a financial advisor, say during the 20-second window you have to capture the attention of that new prospect you've just met, asks Russ Alan Prince.
Astute advisors are taking advantage of three key trends to capture a disproportionate chunk of the high-net-worth client market, says Russ Alan Prince.