You want to make sure you’re truly being responsive to affluent clients and centers of influence.
Centers of influence are the most important source of financially rewarding new clients.
What centers of influence want, aside from your being able to deliver exceptional results to their affluent clients, is your ability to add value to their practice.
John Bowen, CEO of CEG Worldwide and a coach to financial advisors, talks about what it takes to achieve success serving high-net-worth clients.
The Whole Client Model is an empirically derived profiling mechanism gleaned from the best practices of leading ultra-successful professionals.
Listening seems easy, yet finding a professional that does it well is the exception, not the rule.
Professionals are inclined to pontificate about themselves as opposed to focusing on what’s meaningful to clients and centers of influence.
There are a number of trends among the affluent that can have decisive implications for those professionals seeking to work with them.
Untold dollars worth of luxury marketing are being directed to consumers who can't afford what's being sold.