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Implementing the Wealth Management Index: Tools to Build Your Practice and Measure Client Success by Ross Levin

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CHAPTER 3

Growing Your Business

Everything that we do starts with clients. If you want to create opportunities for the great people in your firm that you have hired, you will need to grow the business through new clients. We know that we can count on a certain amount of business from existing clients' liquidity events or their savings, but turning the right prospects into clients is essential for long-term success.

Quantitative Prospect Metrics

A mutually beneficial, long-term client relationship is something for which we all strive. A practice like ours, with very high staff-to-client ratios and therefore high client direct costs, requires a certain financial expectation to make the relationship work for us and the prospect. We have a minimum ...

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