The Oechsli Institute’s 2013 Affluent Investor Research paints a very clear picture: Today’s affluent investor insists on having a business and personal relationship with their financial advisor. It’s not that today’s affluent are lonely and need new friends. But rather, it’s a result of how fragile affluent trust has become.
I frequently hear advisors say, “I like to keep my business and personal life separate.” My response is always, “That’s your call, but if you want success with today’s affluent investor, you’d better learn how to mix business with pleasure.”
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