Deep down, you know if you could get a qualified affluent client in front of you, the value you’d bring to the table would prove you’re the obvious choice and the rest would be history. But here’s the thing: Expertise isn’t everything.
The secret, believe it or not, is something glossed over far too often: a deep and meaningful connection between you and your clients. They have to know they can trust you before any talk of business even enters their mind.
It can be hard to get a foothold in the world of the affluent. The good news is, the recent explosion of wealth has many affluent individuals wondering if they’re missing out on key opportunities. More than 70 percent are even questioning whether or not they’ve outgrown their current advisors.
Now is your time to step up and deliver exactly what they’re looking for.
But first, you need to arm yourself with the secrets that shape their money mindset. Moving upmarket is easier than you think, but only when you know how to communicate solutions to the affluent in ways that resonate with and make sense to them.