Updated Sunday, July 5, 2015 as of 8:59 PM ET

Targeting Wealthy Clients: Understand Their Source of Wealth

One of the most crucial mistakes wealth managers make in their marketing -- and, even more fundamentally, in their practice -- is targeting clients and prospects solely on the basis of net worth or investable assets. I often hear, “Our sweet spot is individuals with between $1 million and $5 million in investable assets.”

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