Just Because You Know a Few Allocators, It Doesn’t Mean You Can Sell to Them

Sales Advice to my 20-year-old Self

Selling is something we do for our clients — not to our clients.
- Zig Ziglar

The Long-Term Investors (also known as allocators) constitute an elusive and potentially large market opportunity (i.e., think every Family Office, Endowment, Foundation…