Defining The Role Of "Alpha" Advisor Among The Mass Affluent

Thursday, March 31, 2011 06:52
Defining The Role Of

Call it the "financial quarterback" or the "concierge" or the "alpha advisor," the role of leader in a wealthy client's advisory team is still developing -- and advisors themselves can steer.

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On the surface, new data from State Street and Wharton look a little dull: many clients and self-directed investors are confused by the value the advisor adds, and want to know more about how their money is managed.


But scroll way down and there's an interesting discussion of how almost all the people they talked to either have only one advisory relationship or consider one of their advisors the "primary" relationship.


This is obviously a group that skews "mass affluent" as opposed to "ultra-high-net-worth," but it reveals that there's an opportunity here to bring the advisory team concept to this market and turn it into a branding point -- with you in the central role, of course.



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