Some financial planners work with low-net-worth clients because there aren't enough high-net-worth prospects in their communities. Others are trying to expand existing businesses. Still others do it simply because they feel it is the right thing to do.

Regardless of their reasons, advisors are sometimes pleasantly surprised by the payoff from these efforts. There might be referrals of high-net-worth individuals from less prosperous clients. Or a client's outward appearance might initially disguise a sizable asset base.

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