The High-Net-Worth Advisor : Turning Client Relationships into Reliable Revenue

A research-backed system for professionals who want to stop chasing clients and start being chosen by them 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. Readers will also find: Seven premium behaviors that high-net-worth clients use to evaluate advisors before any engagement letter is signedA four-stage engagement lifecycle that turns professional judgment into a visible, repeatable client experienceThe critical distinction between Main Street and high-net-worth clients— and why each target type requires a fundamentally different approachA framework for building strategic alliances with the gatekeepers who control access to wealthy families and business ownersConcrete action items at the end of every chapter that force readers to apply the system immediately Written in the direct, unvarnished voice of a practitioner who has advised Fortune 100 leaders and built high-net-worth advisory programs inside premier law, accounting, and financial advisory firms, The High-Net-Worth Advisor is the field guide for professionals who are ready to build a practice where trust, authority, and discipline are the only advantages that matter.