How to attract elite clients

If you could choose 150 ideal clients, who would they be? The world has changed and the fee-based business approach now favours the financial adviser who delivers value and provides excellent service. It is easier to be "all things to some people" as a US brokerage firm said it in the 1980s. Populating your market Your top five percent of prospects probably fit into one of four categories: 1 High asset, high cash flow prospects - the top two highest paying occupations in the UK in 2011 were directors of major organisations (£112,157) followed by corporate managers/senior officials (...