Many people are willing to make decisions or sacrifices to become wealthy. But managing client expectations involves educating clients. And at the core of this education is the premise that wealth is a journey, not a destination. When clients make the decision to seek wealth, they are taking the first step on a lifelong journey.

A new millionaire is created every four minutes in the United States. We're talking about a potential market of 16.3 million households with a net worth of $500,000 to over $5 million each.

Attracting potential clients at this level can seem like a daunting proposition. Learning more about them is the place to start.

Millionaires are found not just in households in the highest income brackets. If total household assets are included, millionaires can be in households with annual incomes ranging from $75,000 to $200,000 or more. Total asset value will include the sum of household income plus the value of real estate, securities and insurance.

The affluent population contains a concentration (around 67 percent) of professional and managerial adults that is almost three times greater than the general population.

The vast majority (over 80 percent) of America's wealthiest individuals are ordinary Americans who have become millionaires in one generation and remain largely unknown. The majority come from middle-class backgrounds, and they have relied on hard work, initiative and ingenuity to create their fortunes in a relatively short time.

Adapted from "Managing Client Expectations in an Uncertain Market," by Robert K. Doyle, CPA/PFS, and Phyllis Bernstein, CPA/PFS, published by the AICPA. Available at cpa2biz.com. No. 056512. 2003 Paperback. Member price $47.

The Millionaire Mind (concerns and behaviors)

* Believe it's important to increase their assets during their earning years to ensure a comfortable retirement.

* Want to manage and arrange their affairs so there can be an orderly transfer of assets during their earning years to ensure a comfortable retirement.

* Place a high value on family and making certain their children will be well taken care of when they die.

* Concerned that too much of their estate will go to state and federal taxes.

* Appreciate the value of financial planning. Many started some degree of loosely structured financial planning when they were young.

* Rely on lawyers, accountants, insurance agents and stockbrokers to help them manage their wealth.