9/17/2013

Some wealth managers make the mistake of targeting high-net-worth clients based on their wealth and ignoring the different needs these clients have, writes Stacey Haefele, president and CEO of enterprise relationship marketing software firm HNW. Focusing on how these people acquired their wealth, such as through inheritance or a successful small business, can help advisers understand their personality types, attitudes toward investing and planning needs, she writes.

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