| Depending on the customer market segment or | | | | work with as many HNWIs as possible if you are |
| segments you seek to serve with your financial | | | | qualified to do so. Keep in mind that each individual |
| advisory business, your operations and marketing | | | | will need more attention and service than an |
| must be different. Think about which segments | | | | individual with less money to work with, but it |
| you are best suited to serve, as well as the | | | | should work out to a more profitable relationship |
| difficulties you may encounter as you try to | | | | nonetheless. To attract these individuals, evidence |
| serve the needs of more than one of these | | | | of your expertise and experience with large |
| groups. | | | | accounts will go a long way, as will positive |
| HNWIs | | | | references from past clients. You may be called |
| High net worth individuals, called HNWIs, are | | | | on to go out of your way to serve these |
| generally defined as having assets of over $1 | | | | individuals - making house calls, interrupting your |
| million ready to invest. If your fees will be earned | | | | vacation to answer a question, and keeping in |
| based on the value of assets under management, | | | | steady contact to reassure them that you are |
| it is certainly in your interest to seek out and | | | | keeping an eye on their accounts. |