Do You Know What Africa's Wealthiest Investors Are Really Worried About?

10 questions that could help you uncover the concerns wealthy investors don't always tell their investment advisors, so you can demonstrate your expertise and attract more HNW clients.

One of the best ways to demonstrate your value to a prospective High Net Worth (HNW) client isn't to have all the answers.

It's to ask better questions.

I've spent nearly four decades around investors, entrepreneurs and international wealth, beginning when I became a registered Wall Street stockbroker in 1987.

That was a long time ago. I was making 500+ cold calls a day when a mobile phone was roughly the size and weight of a house brick.

One thing I've learned since then is that the question a client initially asks isn't always the question that really needs answering.

Sometimes the investment question is actually a business question. Sometimes it's about tax, residency or succession. And occasionally what looks like a financial problem is really a family problem with a pound sign attached to it.

So I studied the latest family-office research from Citi, UBS, J.P. Morgan, Goldman Sachs and BlackRock to discover what wealthy families are worried about and what conversations investment advisors should be having with them in 2027.

The result?

10 Questions African Investment Advisors Should Be Asking Wealthy Clients in 2027

These questions can help you uncover concerns clients haven't raised, start deeper conversations and identify opportunities to become more valuable to existing and prospective clients.

Question #10 is the one I'd save until last. Then I'd stop talking and listen very carefully to the answer.

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