Serving the Underserved: The Middle Market Gap

Walters, Sean R.
May 2007
Journal of Financial Planning;May2007, Vol. 20 Issue 5, p42
Academic Journal
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.


Related Articles

  • Using analysts' forecasts to measure properties of analysts' information environment. Barron, Orie E.; kim, Oliver; Lim, Steve C.; Stevens, Douglas E. // Accounting Review;Oct98, Vol. 73 Issue 4, p421 

    This paper presents a model that relates properties of the analysts' information environment of the properties of their forecasts. First, we express forecast dispersion and error in the mean forecast in terms of analyst uncertainty and consensus (that is, the degree to which analysts share a...

  • More opportunities to emerge in infrastructure. Fielding, Zoe // Money Management;5/4/2006, Vol. 20 Issue 15, p6 

    The article focuses on the business forecast in the financial services industry which is seen to increase in the following years with the infrastructure market that continues to offer secure and predictable cash flow and low risk profiles. Jon Fitch, head of infrastructure securities for the...

  • Go for gold. Goddard, Fay // Money Marketing;8/28/2008, p28 

    The author reflects on the importance of the Olympic spirit as a tool to inspire the financial advisers in Great Britain. She stated that the principles of the Olympic spirit are apparently no different while the rewards can be far more easily attained. She also shared her pleasure regarding the...

  • A Cold, Hard World. Reinhart, Len // Financial Planning;Aug2002, Vol. 32 Issue 8, p88 

    Considers professional money management as a solution for financial advisers who want to offer protection to clients from financial scandals. Functions of a professional money manager; Approach recommended in explaining to clients the benefits offered by money managers.

  • Working with professional money managers. Beyer, Charlotte B. // Directors & Boards;2006 Third Quarter, Vol. 30 Issue 4, p54 

    The article provides suggestions on money management in working with professional money managers in the U.S. Wealthy people represent an attitude on managing their money. They set goals and monitor results but leave execution to a group of advisers who make decisions on their behalf. However,...

  • Last piece of the puzzle.  // Money Marketing;8/1/2012, p29 

    The article focuses on the financial advice industry in Great Britain. It discusses concerns of independent financial advisers (IFAs) with the implementation of the Retail Distribution Review (RDR). It explores models of holistic and specific advice and differentiates unregulated with regulated...

  • Social insecurity.  // Money Marketing;9/13/2012, p25 

    The article discusses the attitude of people toward financial advisers in Great Britain. He states that he changed the way he introduces himself as a financial adviser so that people will start talking to him. He mentions that despite the good things being done by financial advisers they are...

  • DEALS ROUNDUP.  // Lawyer;8/6/2007, Vol. 21 Issue 31, p10 

    The article offers news briefs regarding business advising in Saudi Arabia and Spain. It mentioned that Baker & McKenzie LLP has bagged the role advising on the initial public offering (IPO) of Kingdom Holding Co. on its stock exchange in the country. Freshfields Bruckhaus Deringer company has...

  • Blurring the line of restricted advice. North, Kim // Money Marketing;2/14/2013, p31 

    The author shares his thoughts on the move by some independent financial advisers (IFAs) in Great Britain to provide restricted advice. He comments on the decision of Network Personal Touch to move away from independence, resulting in the loss of 10 of its 700 firm-strong member base. He cites...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics