When markets mature and consolidate, it becomes increasingly important to focus on market segments that yield the highest business returns. For banks and other financial services companies, the high-net-worth market is attracting attention on all fronts, and rightly so.

According to a study published this year by PSI, a market research firm specializing in the affluent market, the number of households with incomes over $100,000 or net worth over $500,000 may double by the end of the decade, increasing from 8.7 million in 1992, to an estimated 16.9 million by 2000.

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