Cultivating the Affluent

Cultivating the Affluent: How to Segment and Service the High-Net-Worth Market gives a guided tour of how wealthy individuals think and feel about the way their money is managed, yielding an abundance of vital insights for those seeking to sell financial services to the market. Using an extensive survey of more than 850 high-net-worth individuals, the authors identify nine profiles to guide financial professionals in understanding the investment psychology of the affluent. With numerous charts and tables, Cultivating the Affluent offers an invaluable tool for anyone aiming to succeed in this burgeoning field.