(Harvest) As one boutique money management firm owner confided in me, now that he has seen how tough it is to interest strangers in his firm and convert them into investors, he realizes that he could have talked Jabberwocky to some of his friends and family investors and they still would have invested. It is another story altogether when it comes to selling to institutional plan sponsors, family offices, fund of funds, endowments and foundations, savvy High Net Worth investors, and financial planning/investment advisory wealth management firms. Most money management firms don’t put in the time and work needed on honing their efforts to sell these sophisticated investor strangers on allocating to them.

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