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Horsesmouth Essential: No doubt, losing a big client is a blow to both the ego and the bottom line. Here’s how several advisors worked through it.
You have an alarm for your car and a security system for your house—but what methods do you employ to prevent other advisors from poaching your wealthy clients? Here are nine ways to keep your book intact.
Understand the preferences of high-net-worth prospects, and adapt to their personalities. Observe them in action, and at the same time let them see your strengths. Be perceptive to their needs and to events that trigger your expertise. Then, be accessible.
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