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According to image architect and world citizen, Sandy Dumont, now of Norfolk, Va., the strategy is easy:  assume the look of old money. 

“Old money is discreet,” she says.  And in an industry, where trust means almost everything, “Old money is credible because it never runs off to Rio and disgraces God, king, country, and the family crest.” 

In a world dominated by so-called business casual, Dumont offers some new and striking advice for wealth managers by way of a hypothetical example.  Picture two wealth managers, one in a suit and the other the neoclassical ensemble of stone colored Dockers™, light blue button down shirt, and loafers, pitching a client on allocating more assets to fund future college expenses. “It’s easy to say no to the guy in Bermuda shorts, because he is just trying to up sell you. But saying no to the guy in the suit is harder, because the client is going against the advice of an expert.”

“Experts,” she says with deadpan understatement, “wear suits.”  

While a complete treatise on fashion sense is beyond the scope of these few paragraphs, Dumont says, the British look favors dark colors and restrained neckwear.  Regarding some specifics, Dumont favors a dark blue suit over pinstripes – strictly for bankers – and ties of almost any repeating pattern, as long as the designs are small.  “You can have anything -- ducks, polo ponies, bunnies -- as long as the pattern is small.”  

For striped ties, horizontal is dated, and vertical stripes direct the eye to all the wrong places, leaving diagonal stripes as the only viable alternative.  “The British look was not just pulled out of the air, there’s a reason for it.” 

While there is more variation in women’s clothes, Dumont says many of the same precepts apply.  Thus, she says, women should always wear a suit, but adds that earrings and professional makeup are also musts.  “Makeup is important because it tells your client or prospect that you made an effort to impress them -- that you did not simply put on your clothes and go to the meeting.” 

And finally, of that age-old question regarding women’s attire, Dumont says, “Cheesecake is the kiss of death, but looking attractive is a powerful tool.”