Garrett refers clients who are looking for ongoing relationships to other firms and tries to avoid too many long-term commitments. Garrett says the road to profitability consists in packaging services like other consulting industries do, and eventually hiring staff who can be billed out on an hourly basis. Some planners might scoff at Garrett's factory-style approach that processes some 250 engagements a year. Yet she points out that over half of her referrals come from other planners whose minimums cannot be met by these clients. After all, most Americans, regardless of income, share certain qualities, says Doria.
Nobody ever has enough money.
Nobody ever really feels quite secure. Everybody's worried about college costs, retirement and the market. Everybody's got 2.3 kids and the two of them are fine, but the 0.3 is not, he's hanging out there as the black sheep of the family, and you can't talk to your lawyer about it, he's in Rotary with you and your kids are in Boy Scouts together. Doria pauses to catch her breath and giggle. These people are fun whether they have money or not.