{"id":84929,"date":"2021-06-14t12:20:57","date_gmt":"2021-06-14t16:20:57","guid":{"rendered":"\/\/www.g005e.com\/?p=84929"},"modified":"2022-12-22t00:42:51","modified_gmt":"2022-12-22t05:42:51","slug":"its-all-about-your-wealthy-clients","status":"publish","type":"post","link":"\/\/www.g005e.com\/2021\/06\/14\/its-all-about-your-wealthy-clients\/","title":{"rendered":"it\u2019s all about your wealthy clients"},"content":{"rendered":"

\"\/\/www.g005e.com\/2020\/10\/14\/maximizing-wealthy-client-relationships\/\"<\/a>what do they truly want? listen between the lines.
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by anthony glomski and russ alan prince<\/i>
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your $5-million high-net-worth practice<\/i><\/a><\/p>\n

take a moment to consider:<\/p>\n

how hard is it to find and bring on a wealthy client?<\/p>\n

what does it take to keep a wealthy client highly satisfied and doing more business with you?<\/p>\n

more: <\/b>conviction + process + expertise = your next $5 million<\/a> | a high-net-worth practice in four steps<\/a> | don\u2019t ignore life insurance<\/a> | adultery and other messy situations<\/a> | how to attract the super-rich<\/a>
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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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\naccountants and other professionals tend to be more reactive than proactive when it comes to their clientele. instead of reaching out to clients in structured and supportive ways, they tend to wait for clients to contact them looking for services and products.<\/p>\n

we regularly find that even when accountants are being more proactive and looking for opportunities to deliver additional value to their wealthy clients, they tend to think only in terms of what they or their firm can provide. even then, they tend to think of only one, maybe two, or very rarely three additional types of services. what is very evident is that most accountants are approaching business development from their perspective as opposed to being client-focused.<\/p>\n

if you approach the matter from the vantage point of what you want to see happen, you are not using the everyone wins process. you will be much more effective if you uncover what is important to a wealthy client \u2013 their self-interests \u2013 and then deliver the expertise required to help them address their self-interests.<\/p>\n

remember: it is all about them, once you are clear about your self-interests and sure about yourself.<\/p>\n

your self-interests<\/strong><\/p>\n

at this point, it is likely impossible to know how to best maximize a particular wealthy client relationship. based on previous conversations, you might think there are issues that you can probably address, but you may not be all that sure.<\/p>\n

when it comes to maximizing wealthy client relationships and achieving your self-interests, you are well served by adopting a specific mindset that is all about your wealthy clients: your predominant, overriding objective is to do what you can to help your clients achieve their self-interests.<\/p>\n

we look at this as an absolute. furthermore, we know that the vast majority of accountants feel the same way, but only a small percentage act accordingly.<\/p>\n

intending to build a $5 million high-net-worth practice, it is in your self-interest to deliver additional firm capabilities to your wealthy clients. to do so, you need to know \u2026<\/p>\n