We can’t be all things to all people. We can try, but most likely our success will be much greater when we know exactly what client base we are serving.  For some that might be high net worth individuals.  That would be a totally different segment than say, retired police officers or other union members.  Everyone needs a financial plan, but not everyone needs the type of service you want to deliver. Matching the service with the client means we have to know who the client is and how they need and want to be served.