Finding Your Ideal Client ProfileFinding Your Ideal Client Profile

Milwaukee:  “I don’t know how to explain it, but my business plan has been on my mind constantly – and not in a good way,” Jay explained to his coach during a coaching session.  Then, without realizing it, Jay created a teaching moment as he continued his stream of consciousness ”I want to bring in 15 new affluent clients this year, but if I’m honest, I don’t have a clue where to begin.”

In discussing Jay’s concern with his coach, it became obvious that he, like most advisors, wanted more affluent clients but had yet to determine the profile of the ideal affluent client with whom he wanted to service.  Within a few days of that conversation, I had the opportunity to poll two audiences on this topic during the Q & A sessions following my k...