The drive to bring on more high net-worth (HNW) clients is ramping up substantially, and many dealer firms are actively beefing up the products and support services dedicated toward this much sought-after clientele.This trend was evident in the results of this year's Dealers' Report Card. The "products and support for high net-worth clients" category saw the largest year-over-year increase in the overall average performance rating, to 7.9 from 7.1 in 2012.
TWO YEARS AGO, JENNIFER BLACK, a financial advisor in Mississauga, Ont., made an important decision. She concluded that it would be best for her practice to do more business with a smaller book: in other words, to build deeper relationships with fewer clients.Black, an advisor with Dedicated Financial Solutions, a financial planning practice that works under the Manulife Securities Inc. banner, was looking for better ways to build loyalty with her top clients. To accomplish her goal, she and her business partner developed a bold game plan: sell off almost one-third of their clients to another up-and-coming advisor, then focus on the remaining top clients.
DÉVELOPPEMENT DES AFFAIRES - Votre client n'a pas besoin de jouer de la guitare électrique devant des stades remplis à craquer pour avoir des dépenses de vedette du rock. Jasmin Bergeron, conférencier et professeur titulaire à l'ESG-UQAM, a quatre stratégies à suggérer aux conseillers qui veulent aider leurs clients à ne pas dépasser leurs moyens.