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Cultivating the Affluent

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Australian Coal Baron Declared Bankrupt

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Once Australia's youngest billionaire, coal baron Nathan Tinkler has been declared legally bankrupt.

Billionaires Talk First Jobs

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Even some billionaires got started stocking shelves.

Mansion Sales And Discount Dining: Oil Rout Hits Houston's Rich

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An oil price crash hits well-heeled residents of the world's oil capital.

Wealthy Investors Fear Becoming Children's Burden, Survey Says

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Wealthy investors' greatest fear is becoming a burden on their children as they age, yet few are adequately planning for their health and long-term-care needs as they age, a new survey says.

Building A Wealth Management Team

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Wealth management is all about delivering solutions predicated on financial products and services to affluent clients in a consultative manner. says Russ Alan Prince says.

Understanding The Celebrity Client Mind-Set

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Celebrities hold a much smaller percentage of the world’s significant wealth than business people, but they are more visible and have to contend with a different set of issues.

Three Keys To Becoming A Thought Leader

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Financial advisors who want to be viewed as thought leaders must develop compelling content, says Russ Alan Prince.

How To Command Business Conversations

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Being a skilled inquisitor is probably the most powerful way to control business conversations—especially with the wealthy.

How To Generate Professional Referrals

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If you’re looking for referrals from professionals, it’s important to have an in depth understanding of centers of influence and their business models.

How Advisors Can Reach 'Affluent Luxury Personalities'

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Advisors need to create customized messages for each of the three types of buyers of luxury goods and services: trendsetters, winners and connoisseurs, says Russ Alan Prince.

How To Generate Affluent Client Referrals

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Advisors can create a stream of wealthy client referrals by using a systematic and proactive approach, says Russ Alan Prince.

How Advisors Can Become Thought Leaders

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Becoming an industry thought leader could be instrumental in building a substantial high-net-worth clientele.

Winning Over Clients With An Elevator Speech

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What do you, as a financial advisor, say during the 20-second window you have to capture the attention of that new prospect you've just met, asks Russ Alan Prince.

Three Key Trends Impacting Advisors

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Astute advisors are taking advantage of three key trends to capture a disproportionate chunk of the high-net-worth client market, says Russ Alan Prince.

The Four Advisor 'Types'

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Of the four types of advisors who focus on the wealthy, two successfully bring in new revenues and two do not, says Russ Alan Prince.

Always 'Run The Numbers' Before Striking A Deal

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Many financial professionals tend to "fall in love" with their business ventures, even as they fall off a cliff, says Russ Alan Prince.

It's OK To Ask Clients For More Assets—Really

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Very few advisors ask their clients for more assets to manage because of a fundamental problem: They don't know how.

To Succeed As An Advisor, Do What You Do Best

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Ultra-successful advisors are in touch with themselves and their responsibilities and focus on keeping their business on track, says Russ Alan Prince.

Split-Dollar Life: A Ticking Time Bomb?

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Split-dollar life insurance arrangements entered into before September 17, 2003, could become exposed to taxation if they are modified.

Establishing Rapport With The Affluent

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To be successful, professionals need to build rapport with the affluent, centers of influence and business associates, says Russ Alan Prince.

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