What It Takes to Serve the Ultra-Wealthy – Episode Twelve Some of you reading this—maybe even a lot of you—don’t have any clients with a net worth of $25 million or more. Others might have one or two of these ultra-wealthy clients, but they’re outliers rather than the focus of your business model. There’s no law saying you have to serve the ultra-wealthy, of course. If you’re happy and successful serving clients with lower net worths, go right ahead and keep on doing what you’re doing. But in our experience, many advisors look at the ultra-wealthy space with a great deal of envy. They want these clients—but they don’t think they can serve them well. The result: They spend their careers wishing they could move upmarket, but being too fearful to take action. - Investors with $25 million or more in net worth probably aren’t all that different in key ways than the clients you’re serving today. - Millennials—those born between 1981 and 1995—make up a surprisingly large percentage of today’s ultra-wealthy investors. - By assembling and coordinating a virtual family office, advisors can offer the expertise that the ultra-wealthy want.