Bruce Gsell, a New Jersey-based financial advisor at Merrill Lynch, says working with smaller business owners on retirement plans can also open the door for the owners' personal accounts.
"In the smaller markets, you are dealing with the owner or the chief financial officer, so you are getting to know those people personally, and if you do a good job on the company's 401(k), many times it leads to handling their personal wealth management," Gsell said.
Gsell, who works primarily with corporate clients, says this opportunity is unique because in the larger markets, advisors are dealing with the human resources manager and not the top executives themselves.
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