A timely guide for financial professionals looking to tap into the lucrative world of the ultra-affluent The ultra affluentdefined here as those having $50 million or more in liquid assetsare an elite class who expect their financial advisors to not only preserve and grow their assets, but also help them with soft issues such as philanthropy and family governance. One of the biggest factors to success in this field is the relationship between the client and the advisor. In Advising Ultra-Affluent Clients and Family Offices, author and practicing investment consultant Michael Pompian provides a practical introduction to who the ultra-affluent actually are and reveals what it takes to build and maintain a solid relationship with them. Filled with in-depth insights and expert advice, this unique resource offers valuable information on issues that every advisor to the ultra-affluent must be familiar with.
Foreword xiii
Preface xv
Acknowledgments xvii
Part One Introduction to Advising Ultra-Affluent Clients and Family Offices 1
Chapter 1 Who Are the Ultra-Affluent? 3
Defining the Ultra-Affluent 5
Quantifying Ultra-Affluence Among Total Global Wealth 10
Looking to the Future 11
A World of Opportunities for Advisers 17
Chapter 2 Understanding the Mindset of the Ultra-Affluent Client 19
Why Advising the Ultra-Affluent is Different 20
What Ultra-Affluent Clients Value in an Adviser 23
Building Relationships by Asking Questions and Listening to the Answers 29
Matching Client with Adviser 32
Consultant Questionnaire 33
Conclusion 37
Chapter 3 Weló-
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