How Niche-Focused Advisers Attract New Clients

What works and what doesn’t when you’re trying to become the go-to resource in financial advice and planning for, say, lawyers or founders of tech start-ups? Below are some tips offered by a panel of niche-focused advisers at the Schwab Impact conference in Chicago this week.

Understand what the client wants

Advisers constantly complain that seminars don’t work, says David Kudla, chief executive of Michigan-based Mainstay Capital Management LLC. But those are what he terms “chicken-dinner” seminars, when an ad placed in the paper draws 15 “blue-hairs”–one of whom is there for the presentation and the rest for the chicken. …

Leave a Reply