Building a Family Office Practice
Private wealth and the families that control it require holistic support, a fact that has helped fuel the interest and growth in multi-family offices. This session is designed to help family office outsiders understand the product, pricing, infrastructure and service imperatives when prospecting the ultra-affluent and navigate the business decisions associated with repositioning and rescaling an advisory practice.
Sourcing the Ultra-Affluent
The single most effective way to reach the financial elite is through the professionals they already trust and rely on for guidance and support, and while most financial professionals know this they are not yet cultivating these valuable relationships to their advantage. This session will help familiarize attendees with the criteria they can use to identify suitable partners, forge strong working relationships with them to source new business, and jointly deliver more comprehensive and specialized services to their wealthy customers.
Becoming an Elite Practitioner
Just 10% of the advisory population operates at the highest level of their profession Ž¯delivering tailored and complex solutions to their wealthy clients, cementing the satisfaction and loyalty of those individuals, and building partnerships with key influencers that drive business growth. This session sheds light on the characteristics and practices that help elite practitioners out-earn and out-perform their competition, and how those processes and tools can be adapted by transitioning professionals to the greatest effect.
The Currency of Client Loyalty
Satisfied clients are a welcome, but insufficient, component of a thriving advisory practice; it requires loyalty to retain business and use it as an engine for future growth. This session explores the components of loyalty Ž¯ï£§as defined by wealthy clients Ž¯and the dynamics between them that can be exploited for maximum results. Additional focus will be given to helping audience members assess their current relationships and how they can be improved to foster greater profitability and a pipeline of qualified referrals.
Understanding the Super-Rich
Wealthy individuals and families are the most desirable clients for financial institutions, but massive wealth generation over the past 10-15 years means they are younger, more educated and more discerning than ever before. This session provides a demographic and behavioral overview of today's new wealth segments, with an emphasis on those qualities that distinguish one segment from another and help shape their product and service requirements. This session also identifies the best methods for prospecting within each segment and the tools that enable advisory professionals to understand their clients and act in a more consultative capacity.