They are hard working: 72% of affluent men are working anywhere between 40 and 70 hours a week (52% of affluent women are putting in similar hours). The affluent know they work hard and they expect no less from someone who provides services and products. They expect the same level of professionalism, commitment, depth and breadth of knowledge that they’ve embellished in their career. In addition, they insist on receiving this professionalism within the context of a pleasant and personalized experience; Ritz Carlton service delivered with FedEx efficiency.
…This is why we have four years of research complete with metrics telling us that when a financial advisor develops a social relationship with an affluent client, they’re ranked more favorably in every area. These advisors also get more introductions and referrals, and their affluent clients use more services. Every financial advisor and team member is a living, breathing advertisement. The affluent also dislike salespeople, with their biggest turnoffs being “too pushy and lack of knowledge.”