Be attractive to High Net Worth clients
Once you've attracted prospects, it's important to relate to their interests.
-John Nersesian, managing director of Nuveen Investments' Wealth Management Services Group
High Net Worth (HNW) investors have more complex needs than their mass-affluent counterparts, say those who specialize in the market. IMCA's new designation will equip advisors to help them with estate planning, charitable giving, employee stock options and other topics ... The curriculum will also teach advisors how to find HNW prospects. One common strategy involves networking with CPAs, trust officers and other professionals the wealthy are likely to employ, says Nersesian, who also serves as an IMCA board member. Once you've attracted prospects, it's important to relate to their interests, he says. At Nuveen, Nersesian held a successful educational event for his advisor clients—and their own wealthy clients—at an oriental rug store, where participants could mingle and learn about high-end floor coverings.
-John Nersesian, managing director of Nuveen Investments' Wealth Management Services Group in Chicago, in The Chase for High-Net-Worth Clients
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