It’s a common adage in the industry that to be successful as a wealth advisor, it helps to have wealthy clients. And having wealthy clients takes having the right resources and approach to find, attract, service, and nurture relationships with high net worth individuals (HNWI). Historically, that client was (at least) middle-aged, desired in-person meetings with their advisor, and put value in the ‘thud factor’ of a heavy paper portfolio.