Understanding a prospect's passion and life purpose is key to approaching a high-net-worth client, writes Daniel C. Finley. Advisers can then create a financial plan to help the client fund those interests. He also notes that you have to be proactive to catch the attention of these clients. "You cannot attract affluent prospects by operating on the sidelines. You must go where they go and become involved in the activities, events and causes that interest them," he writes.

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