TITLE

Serving the Underserved: The Middle Market Gap

AUTHOR(S)
Walters, Sean R.
PUB. DATE
May 2007
SOURCE
Journal of Financial Planning;May2007, Vol. 20 Issue 5, p42
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article discusses methods that financial planners can use to serve the middle market, rather than just affluent customers. Financial planners can be very successful by ignoring the traditional focus on wealthy customers and tailoring their services to the underserved mass markets. The author points out that while focusing on wealthy clients will seemingly lead to a more profitable financial planning process, serving a higher amount of lower income customers can also lead to great profitability.
ACCESSION #
24957345

 

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