High-Net-Worth Psychology: Finding, Winning and Keeping Affluent Investors

by Karen Maru File and Russ Alan Prince

Book Overview

Using state-of-the art research, the authors probe the psychological reasons why the wealthy invest the way they do. The framework of nine investor psychologies enables advisors to position and sell... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0965839133
• ISBN13: 9780965839136
• Release Date: January 1999
• Publisher: Hnw Pr
• Length: 287 Pages
• Weight: 1.35 lbs.
• Dimensions: 9.0" x 1.0" x 5.3"

Customer Reviews

Essential reading for private client money managers

As a managing director of a botique money management firm catering to private clients and smaller institutions I have never before found anything with the insights contained in High-Net-Worth Psychology. The most powerful feature of the book is its practicality. It lays out how to be successful in the private client business. It's not about running the money. It's about running the clients. The only drawback is that the authors are a little long winded. Aside from that, it's a great read and I highly recommend it.

Essential reading for all investment advisors

This book explains how to do the right kind of job with clients. It lays out the best ways to connect with them. I've just started using the ideas and already I'm closing more business.

Required reading for brokers wanting wealthy clients

Everyone is talking about wealthy investors. Until this book, no one was showing brokers how to reach wealthy investors. Everybody else is just giving answers that aren't actionable. It was all talk and there wasn't a thing a broker could take back to the office and use to make money. Also, until this book no one was talking about the money management business. I only care about wealthy investors. I don't care about their interest in cars or boats. That's all this book is about, wealthy investors. It explains how the way wealthy buy investments and what a broker can do to be successful working with them. It shows brokers how to reach the wealthy and make them clients. It works.