There’s one question I get more often than any other from advisers these days. They may phrase it in multiple ways, but it essentially boils down to this: How do I move upmarket and serve larger, wealthier and more-profitable clients?

For starters, it’s important to understand that moving upmarket doesn’t have to mean catering only to the very wealthiest few or adopting a family office business model (although those are certainly ways to move up).

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