Chicago:  “What do you mean that we’ll be able to acquire more affluent clients by turning them away?” asked Robert in an incredulous tone. First off, Robert wasn’t really listening.  I didn’t say turn affluent clients away, I said the affluent will generally do the opposite of what they think you, the financial advisor / salesman, is attempting to convince them to do.  Quite simply, you’re still reading this piece, which is the opposite ...

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