CHAPTER 18
What Millionaires Need
BUILDING A BUSINESS WITH CLIENTS who have $1 million or more in investable assets is essential to building a million-dollar practice.
This market segment epitomizes the low-percentage/high-payoff dynamic of financial services marketing. This dynamic means that the advisor does not need to acquire many $1 million-plus client relationships each year to have a successful practice, but it can be very challenging to get these clients. Remember that it takes approximately thirty $1 million-plus client relationships to build a million-dollar practice. You should have million-dollar client relationships, but why are they so hard to get?
This is the most competitive market segment, the target of all financial services ...
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