Understand What Drives Your Clients
Money doesn’t drive [my clients]; human capital drives them. They know money’s important, but that’s in the back of their head. They’re more interested in research and in learning. -Janet Briaud
I intuitively understand what drives my clients. Money doesn’t drive them; human capital drives them. They know money’s important, but that’s in the back of their head. They’re more interested in research and in learning. We have a $750,000 minimum, but my clients don’t have the most expensive house or cars. They’re perfect examples of the millionaires next door. Also, they’re intellectual, so they really get things. If I logically explain what I’m doing, they’re very open to being different. They may not agree with me, but they accept my ideas, especially if I’ve done a good job in the past.
-Janet Briaud, founder of Briaud Financial Planning and one of Barron's Top independent advisors, in In My Experience
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