The affluent market and its investment potential.

The number of wealthy people increased greatly during the 1980s and in spite of the recession, the growth of wealthy households does not appear to be going down. More than three-quarters of today's wealthy amassed their own wealth and their recent rise to wealth and lack of strong relationships with financial advisers makes them a very good target market for the personal trust business. Marketing efforts should try to maximize the increased interest in trusts and to interest consumers in investment management services at the same time.
In the October 1990 issue of TRUSTS & ESTATES, PSI, Tampa, Fla., used the results of its annual surveys of affluent consumers to examine the dynamic growth of the market, [...]