Mind The Gaps: Addressing Clients’ Concerns Beyond Investments - Episode 32 There’s a perception out there that affluent clients are being well served by their existing advisors and that the solutions they need are, by and large, already in place by the time we encounter these investors as potential prospects. Guess what? It’s just not the case. In fact, there are some major gaps in wealth planning that exist—even among the wealthiest individuals. That’s really good news for you. It means you have tremendous opportunities to demonstrate to HNW prospects that you can add real value to their financial lives and to the lives of the people they care about most. Key Takeaways: - A surprisingly high percentage of the affluent don’t have estate plans or asset protection plans in place. - Position yourself as an advocate who can coordinate the efforts of an expert team. - Go beyond investments when meeting with prospects—engage in deeper discovery.