Money Detectors

From "Hidden Wealth," Page 51 There is no magic formula for finding and attracting high-net-worth clients. But Jeff Smith, a First Union Securities rep in suburban Toledo, Ohio, urges brokers to "look at the toys, not the size of their houses" to identify high-net-worth people. "You want to hear them say, `I just bought 20 acres of land,' not `I just bought a new stereo,'" he says.