As you work with higher and higher net worth clients, you are not selling anymore; you are building relationships,” declares Christopher Jones, founder and president of Sparrow Wealth Management, a fee-only firm based in Las Vegas. A former consultant, Jones initially built his client roster on existing relationships with former colleagues and their families. Now, he steadfastly avoids explicitly promoting his firm. “I don’t talk about what I do unless someone asks me about it, and I let it come up organically, as part of the normal conversation,” he says. “I generally feel if people have the need for an advisor, they will usually bring it up themselves. Talking about what you do doesn’t help the cause. If people want to work with you, it’s not because you are the best advisor, it’s because they know you.”
