Altrata, a leading provider of wealth intelligence, created a new guide, Effectively Prospecting the Ultra Wealthy, offering a blueprint for success based on years of experience working with clients who seek to effectively engage the world’s wealthiest individuals.
Winning new ultra high net worth (UHNW) clients or donors, those with a $30m net worth or more, requires a great deal of trust. UHNW prospects present a unique set of challenges and typically have greater demands on their time. Consequently, have more demanding and distinctive standards. Because of these unique preferences, UHNW individuals require an elevated approach for effective engagement.
Connecting to the genuine passions and interests of an UHNW prospect allows you to capture mindshare, winning a place in their attention and establishing an initial level of trust. While standard prospecting approaches are far less likely to succeed, the right approach requires finding the best engagement points — those that are based on a deep knowledge of each UHNW prospect.
Finding these points of engagement and connection is a vital first step toward cultivating relationships. Behind every major sale or gift lies a significant amount of time and work invested in creating that relationship.
As the leader in UHNW prospecting, Wealth-X has developed a number of best practices and strategies for prospect engagement that have opened doors and built lasting connections for hundreds of our clients.
Our approach is built on three key principles: Discover, Research, and Engage. This guide will help you build a successful roadmap for UHNW prospecting, providing you with a concrete action plan to turn formerly unreachable targets into long-term clients or donors.
Richard Green leads the Sales, Marketing, Client Success and Partnership teams at Altrata. Prior to his current role, Richard was the CEO of WealthEngine and Wealth-X, the latter of which he joined in 2015 as CFO before becoming CEO in 2018. Richard previously served as CEO of Roubini Global Economics where he also held the roles of CFO and COO. Prior to joining Roubini, Richard held several senior Finance, Accounting and Audit roles in the UK and US.
Richard is a Chartered Accountant in England and Wales and holds a membership with the American Institute of Certified Public Accountants.