Attract and Retain the Affluent Investor: Winning Tactics for Today's Financial Advisor

In order to ensure future success, financial advisors must find a way to compete for one of the fastest-growing segments of the investing population - the affluent.

Stephen D. Gresham and Evan Cooper, authors of Attract and Retain the Affluent Investor, show readers that by adapting current methods and learning how to provide a richer level of service, financial advisors will be able to capitalize on this opportunity and create greater client satisfaction.

Gresham (founder and principal of the Gresham Company, LLC, advising brokerage firms, mutual fund managers, insurers, and banks on working with affluent clientele) and Cooper (financial journalist, editor-in- chief of On Wall Street magazine) provide tactics for today's successful financial advisors to ensure their future prosperity. Coverage includes earning more from fewer clients; providing a richer and more complex level of service; increasing client satisfaction and loyalty; determining the right specialization path; adjusting from investment counselor to wealth advisor; prospecting for clients; and enjoying greater career satisfaction.
Annotation c. Book News, Inc., Portland, OR (booknews.com)

Are you prospering from those millionaires next door?

Despite the growth of online investing, most affluent investors manage their financial assets with the help of an advisor — be it a stockbroker, financial planner, accountant, or attorney. And while many advisors target this burgeoning affluent market, most harbor concerns about their ability to compete in the future.

In Attract and Retain the Affluent Investor, Steve Gresham, an expert in marketing financial services to the affluent, and Evan Cooper, a respected financial journalist, show you how to increase your revenue and earnings by building an affluent client base. Along the way, they address your most pressing questions:

-- What's the best way for me to transition from financial advisor to wealth manager?

-- What must I know to serve affluent clients better?

-- What level of service will such clients demand of me?

-- How will a focus on fewer clients affect my business?

Using real-life stories of advisors who successfully serve affluent clients, the authors offer practical money-making solutions and insights to give you the confidence you need to tap this market more effectively.