Better Business: Winning the wealthy

The following memorable lines from old movies –“Is there a doctor in the house?” and “The pilot’s been taken ill. Do any of the passengers know how to fly a plane?”– illustrate a common misconception among financial advisers: getting into the right organisations frequented by high-net-worth (HNW) individuals is the hard part. Once you are inside, word about your profession will get around and the business will come to you. It does not work that way. You need to meet each person and cultivate a relationship without scaring them away. Formal rules may be stacked against you. Traditional Br...