Getting the Maximum Out of Client Minimums

Newton, Catherine
July 2003
Journal of Financial Planning;Jul2003, Vol. 16 Issue 7, p40
Academic Journal
The article presents an interview with Kevin W. Albritton of AFS, Alan McKnight of Kays Financial Advisory Corporation, Neil Sanders of NBS Financial and Steven M. Wylam of Capital Analysts of the Midwest Inc., to learn how planners set minimums and the results. According to Sanders, approximately two-thirds of his clients are involved in real estate investments and he looks at net worth in terms of the ability to qualify for a mortgage. Wylam provided wealth management planning for business owners, professionals, people who have inherited wealth, retirees and pre-retirees. The strategy at Kays Financial Advisory is simply to look at the profitability of servicing smaller accounts versus larger ones. For Albritton, it is the CFP certificants who have not set a minimum standard who are sounding the alarm.


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