CHAPTER 9

Balancing Clients and Prospects: The Next Step

BUILDING THE FOUNDATION consists of developing one hundred qualified prospects and at least fifty client relationships, all with assets over $100,000. Ideally, at least twenty-five of those client relationships will be over $250,000. The total assets under management for the foundation should be $15 million to $20 million. If you follow the process outlined in Part 1 of this book, you can build this foundation in two years or less, and during this period you will most likely have spent at least 70 percent of your time marketing.

It is important for the advisor who has built the right foundation to reflect with pride on the accomplishment of having developed one hundred qualified prospects ...

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