Segmenting Affluent Groups: Differences Matter

How does your organization segment its clients? Most often they are segmented by amount of investable assets, net worth levels, and perhaps age, income, and/or risk tolerance levels. What’s missing? A guide to their competencies for building wealth. As long as I can remember, my father has given big, gold-wrapped boxes of chocolates for thank you/end of year presents to his business associates. When I was growing up, as a treat, he would often buy …

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