COVID-19 means referrals are your best way in.
By Anthony Glomski and Russ Alan Prince
Your $5-Million High-Net-Worth Practice
Client-focused business development is fundamental. The Everyone Wins Process is effective at every level of wealth. As we said, the Everyone Wins Process is not only business-enhancing, it’s life-enhancing. So, if you are interested in working with the super-rich and with single-family offices, mastering the Everyone Wins Process will serve you well.
MORE: The Power of Stress Testing | Product-Neutral or Product-Inclusive? | Help Your Referral Sources Become Thought Leaders | What the Wealthy Want | The Essential Process for Building a High-Net-Worth Practice | 4 Components of a High-Net-Worth Practice | The Coming Boom in Tax Services for the Super-Rich
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On the other hand, you will need to make modifications to how you operate, including what you can deliver to these cohorts when it comes to your high-net-worth practice. An obvious example is that a single-family office will turn to you for all that most high-net-worth practices can deliver. This is extremely rare.
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