Breaking the Mold

The New Unconventional Growth Strategies for Elite Advisors

A handful of forward-thinking advisors are implementing some truly innovative approaches. These strategies represent the cutting edge of the industry and could give you a significant competitive advantage. Over the upcoming weeks we will be doing deep dives into some of these approach, but for now I wanted to give you a preview of what we’re working on.

Reverse Prospecting Through Selective Client Reduction

Counterintuitively, some of the fastest-growing elite practices are actually intentionally reducing their client count. They're strategically transitioning their C and D-tier clients to junior advisors or external partners, allowing them to focus extraordinary attention on their ideal clients. This approach creates such exceptional service that these top clients become passionate advocates, driving higher-quality referrals than any marketing campaign could produce.

One advisor I know reduced from 120 clients to just 40 key relationships over 18 months. During that same period, his AU…