Barron's Advisor Jessica Douieb: How to Get Wealthy Clients the Expert Help They Need
Mar 18, 2025
In this engaging conversation with Jessica Douieb, Managing Director at J.P. Morgan Wealth Management, she reveals key insights into serving ultra high net worth clients. Douieb discusses the evolving expectations of affluent clients, emphasizing the need for creativity and active listening. She shares how leveraging professional networks can enhance client relationships across unique sectors like cybersecurity and elder care. Trust and adaptability are paramount in building lasting connections, as advisors prioritize comprehensive support over their own success.
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Understanding Client Needs
- Understand client priorities beyond investments by asking about their worries and long-term goals.
- Ask questions like, "What keeps you up at night?", to uncover true priorities and offer tailored solutions.
Leveraging Connections and Networks
- Advisors should leverage their networks and connections to provide clients with access to a wide range of experts.
- J.P. Morgan Wealth Management created a platform to connect clients with vetted providers in various fields.
Curated Provider Network
- Move beyond basic referrals and curate a list of trusted providers who consistently deliver high-quality service.
- This curated approach helps advisors go beyond the "I got a guy" approach and de-risks recommendations.