At a glance
- Nothing." when asked what he would change for a $17 million prospect.
- The more at stake, the more the established steps serve as guardrails.
- For advisors, SEI's 2026 finding that 71% of millionaire investors said their advisor never asked to manage more assets points to the existing book, where a relationship already exists.
A $17 million prospect gets the same process as any other household, Nico Pesci, founder and chief executive of Momentum Wealth, said at a Triad training, WealthManagement.com reported.
Pesci answered "Nothing. Nothing." when asked what he would change for a $17 million prospect. A sound process does not flex with the size of the opportunity, he said. The more at stake, the more the established steps serve as guardrails.
For advisors, SEI's 2026 finding that 71% of millionaire investors said their advisor never asked to manage more assets points to the existing book, where a relationship already exists. The same survey found 88% keep some assets away from their primary advisor. Pesci said his firm's average new client rose to between $1 million and $2 million from $150,000 to $250,000 after it led with planning rather than products; those results are his own.
Reported by the Practice management desk from WealthManagement.com. Published . Corrections