Since you never quite know when affluent investors, be they your clients, prospects or the clients of centers of influence, are cognitively primed for considering new wealth management services and products, being top-of-mind while building your distribution capabilities results in you, over time, getting significantly more business.

Becoming a thought leader takes time—sometimes a great deal of time. But if you are persistent and continually upgrade and refine your campaign, the results can be spectacular.

Russ Alan Prince, president of R.A. Prince & Associates, is a consultant to family offices, the ultra-wealthy and select professionals.

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