CHAPTER 13
Expanding the Client Relationship
ONE OF THE MOST EFFECTIVE AND EFFICIENT WAYS to grow your practice is by doing more business with your existing clients. Most advisors are not organized enough to do this and generally do not expand their relationship with their clients as far as it can go or establish minimums for their clients. This is one of the most important fundamentals and levers of growth.
The successful advisors I have worked with understand that one of the most important leverage points in our business is to increase the affluence of the clients that they work with, and always work toward 100 percent wallet share with each of their affluent clients. Once you have established a strong relationship of trust with a client it ...
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