Masseli shares his insights into the attributes and attitudes of top clients, among them: they like working with winners and respect business success, they are ferocious about privacy, they fear referrals, and they have a lot to lose.
In the next 10 chapters on strategies, Masselli’s focus returns again and again to this HNW client attitude: “They like a professional, customized approach.’’
The way to achieving this ideal approach starts with these strategies:
1. Develop a referral plan (including having a written plan containing 20 prospects you want to be referred to).
2. Provide excellent service (learn to anticipate the needs of top clients).
3. Position referrals from strength (without your guidance, thousands of HNW investors will not reach their financial goals).
4. Stay top of mind (stay on a client’s personal radar).
5. Address the risks and emotions of referrals (Make those risks go away).
6. Target a specific industry or client niche.
7. Build your brand identity (check out the Kolbe A Index test, which Maselli includes on his Web site).