six steps to maximizing opportunities.
by anthony glomski and russ alan prince
your $5-million high-net-worth practice
as part of the discovery process, you are ascertaining who your wealthy clients can refer to you. in empirical study after study, accountants (as well as other professionals) say that they get most of their client referrals from their current clients. they also say that this happens because they do an excellent job for their clients.
more: what your wealthy clients aren’t telling you | here’s where your next $5 million is coming from | four steps to a high-net-worth practice | three ways the wealthy use life insurance | help clients avoid fallout from personal complications | why tax planning matters so much to the wealthy
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another insight we find in the research is that very few professionals are doing much to foster getting referrals from their highly satisfied clients.
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