Forbes magazine places the number of billionaires at 2,208. Meanwhile, the consulting firm Wealth-X calculates there are 2,754 billionaires in the world today. While it is impossible to accurately determine all the holders of enormous wealth, as many favor obscurity, there are probably a good few thousand families at this wealth level.

For professionals—wealth managers, lawyers, accountants, and so forth—who are motivated to work with the wealthiest of the wealthy, conceptually, the methodology for delivering their services and products to billionaires and other ultra-affluent families is a fairly straightforward three-step process:

Step 1: Become a Thought Leader

Step 2: Build Strategic Partnerships

Step 3: Provide Your Products and Services to Billionaires

The complication is effectively implementing this process. When the process is implemented well, the results can be fantastic. Let us now take a closer look at sourcing billionaires—Steps 1 and 2.

Become a Thought Leader

Billionaires—and everyone else for that matter—want to work with the most capable experts possible. While many professionals are very adept, only a relatively small portion of them are recognized by the extremely wealthy and other professionals catering to those extremely wealthy individuals and families as the preferred authorities for their expertise. Most of the time, they are industry thought leaders.

They are thought leaders not because they say they are, but because other people “in the know” say they are. There are processes that can transform talented and proficient professionals into thought leaders and doing so is regularly required to source billionaires.

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