what do they truly want? listen between the lines.
by anthony glomski and russ alan prince
your $5-million high-net-worth practice
take a moment to consider:
how hard is it to find and bring on a wealthy client?
what does it take to keep a wealthy client highly satisfied and doing more business with you?
more: conviction + process + expertise = your next $5 million | a high-net-worth practice in four steps | don’t ignore life insurance | adultery and other messy situations | how to attract the super-rich
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it commonly takes a lot to win a wealthy individual or family as a client. it takes a lot of effort to keep the wealthy as clients, let alone do more business with you. not only must you deliver top-quality expertise, but you often need to create a sensational experience. you must build a high level of rapport. yet, a great many accountants are not maximizing their relationships with their wealthy clients.
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