Route Group, which targets the market just below private banking, is to launch a discretionary asset management facility later this year.
The move is part of the London-based adviser firm's proposition for people with high earnings but low capital wealth.
Such clients should be prime targets for advisers willing to chase the market ignored by private banks, according to Robin Preston, business development director.
Target clients - aged 35-45, earning between £250,000 to £1m annually - are more plentiful than might be believed even in the capital, but they are seen falling between IFAs and private banks, hence Route's own business model.
Sufficient IT, advisers capable of handling such clients with confidence, and sufficient commitment to service levels are seen as key factors in approaching this area of the market, Preston says.
"These people are used to nice restaurants, nice cars, and won't come back to a financial adviser firm that cocks up the paperwork," he says.
While earning plenty, the target client base is defined by high expenditure: the big house will come with a big mortgage, family holidays and so on.
Advisers need to focus on steering such clients towards building wealth for the longer term, Preston says.
The process may need to start with prospective clients in their 20s, in order to tap into the next generation of 'high fliers'.IFAonline
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