Something that is often overlooked is that the advisors crushing it aren’t the ones hoarding clients like dragon treasure. They’re the ones systematically firing 15-20% of their book every year.
Data from top 50 producers reveals something that sounds backwards until you see the numbers: advisors who strategically exit low-value clients within 60 days see a 34% revenue increase within 12 months. Not despite losing clients. Because of it.
While your competitors are spending Q4 sending fruit baskets and hoping everyone renews, the elite performers are running a different playbook entirely. They’re optimizing their client base with the same rigor a private equity firm applies to portfolio companies. And they’re doing it now, during the year-end chaos, because that’s precisely when it works best.
This is the system they use. The one nobody talks about at compliance-approved industry events.
The Math Makes This Obvious
Let’s start with the truth hiding in your client management system: roughly …