Ep 490: Attracting And Retaining HNW Clients By Being More Available For Their Multigenerational Family Needs with Liz Miller
For high-net-worth clients, financial planning is often not just about managing their money during their lifetimes, but also a matter of preparing the next generation to inherit family wealth. Which suggests that meeting with clients' children can both offer value for current clients and also begin a relationship with the next generation that could last for decades to come.
Liz Miller is the founder of Summit Place Financial Advisors, a $300M firm she built by focusing on deep relationships and multigenerational planning. Listen in to hear how she raises multigenerational conversations with clients and their children and how she converts clients' children from regular contacts to fee-paying clients. Liz also discusses how she finds that ensuring "nothing falls through the cracks" can be more valuable than chasing returns (and the value of checklists to support this task) as well as why she lets her high-net-worth prospects lead off discovery meetings with their most pressing concern rather than starting with her own qualifications and services.
For show notes and more visit: https://www.kitces.com/490
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For high-net-worth clients, financial planning is often not just about managing their money during their lifetimes, but also a matter of preparing the next generation to inherit family wealth. Which suggests that meeting with clients' children can both offer value for current clients and also begin a relationship with the next generation that could last for decades to come.
Liz Miller is the founder of Summit Place Financial Advisors, a $300M firm she built by focusing on deep relationships and multigenerational planning. Listen in to hear how she raises multigenerational conversations with clients and their children and how she converts clients' children from regular contacts to fee-paying clients. Liz also discusses how she finds that ensuring "nothing falls through the cracks" can be more valuable than chasing returns (and the value of checklists to support this task) as well as why she lets her high-net-worth prospects lead off discovery meetings with their most pressing concern rather than starting with her own qualifications and services.
For show notes and more visit: https://www.kitces.com/490
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