Selling to the rich
It's not just that the rich are getting richer - it's that there are more of them, according to financial services guru Matt Oechsli. A market of millions of "near affluent" households with over $100,000 to invest is emerging, and they present both an opportunity and a challenge for financial advisors. The opportunity is obvious; the challenge lies in knowing how to tap into it, since these ripe clients-to-be bring a unique perspective to buying services.
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