The High-Net-Worth Advisor

The High-Net-Worth Advisor: Turning Client Relationships into Reliable Revenue is a behavioral operating system for attorneys, CPAs, wealth managers, and consultants who want to build practices around clients with $5 million or more in investable assets and business owners generating $10 million or more in annual revenue. Drawing on 200 in-depth interviews and a study of over 2,000 professionals, David V. Lorenzo identifies the behaviors, structures, and disciplines that separate elite advisors from everyone else. Lorenzo introduces Situational Authority and reveals why credentials alone fall short in this market. The book replaces the traditional sales funnel with the Flywheel-a closed-loop ecosystem of curated clients, a vetted expert network, strategic alliances, and a rigorously filtered pipeline where credibility compounds. Each chapter builds on the last, moving from market definition to behavioral identity to a repeatable engagement lifecycle. Listeners will also find: Seven premium behaviors that high-net-worth clients use to evaluate advisors before any engagement letter is signed A four-stage engagement lifecycle that turns professional judgment into a visible, repeatable client experience The critical distinction between Main Street and high-net-worth clients-and why each target type requires a fundamentally different approach A framework for building strategic alliances with the gatekeepers who control access to wealthy families and business owners