Oversold and Underserved: A Financial Planner's Guidebook to Effectively Serving the Mass Affluent

Oversold and Underserved explores the challenges the mass affluent market faces in their search for financial planning advice and offers practical tools to help planners position themselves as champions in the lives of this enormous market segment. In it, planners will find stories that will enhance their services and strengthen the relationships they've built with this clientele. From how to most effectively set up your office and staff to how to tap the wisdom your clients can offer, the author shares a formula to determine whether your clients' needs are being met, a philosophy about how to write a meaningful financial plan, and an innovative and energetic approach to marketing that you're unlikely to find in other titles.