Break into the Middle Market
We had to narrow our services down so [clients] are getting everything they need, but just what they need. --Karron Wages
The challenge of new client acquisition is offset by the low competition for the middle income market, and the eagerness of clients to find a fiduciary who can meet their needs. “If you don’t have a few hundred thousand dollars of investment assets to start with…you don’t have many choices,” notes Karron Wages, president of Financial Decisions Institute (FDI) in Little Rock, Arkansas. Founded in 2000 to serve the middle income niche, the firm offers financial planning services for $75/hour, and investment management for a flat fee of 75 basis points. “We had to narrow our services down so [clients] are getting everything they need, but just what they need,” notes Wages. Although it took more than three years to break even, the company now has 185 clients and nearly $18 million in assets under management. Finding new business has never been a problem, because FDI receives a constant stream of referrals from three local money managers who serve a wealthy client base and have higher minimums.
-Karron Wages, president of Financial Decisions Institute (FDI) in Little Rock, Arkansas, in Serving the Middle Market
and 
Great post! I am just starting out in community management/marketing media and trying to learn how to do it well - resources like this article are incredibly helpful.
MBT shoes
MBT
MBT outlet
Posted by MBT SHOES on March 28, 2010 at 11:41 PM EDT #