What You Will Learn

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• Determine your current client mix

• Identify your best clients

• Spend more time with the clients in your AAA, AA client groups

• Attract more preferred clients by concentrating your attention on your AAAs and AAs

• Implement a strategy for reducing the number of less desirable clients

• Think about clients and their impact on your business differently

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How You Can Get Started

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Benchmarking Your “Now”

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1. First, you may want to read more about How Scarcity Enhances Your Branding.

   • To get started implement our 5 Steps to Create Scarcity.

2. Create a summary of all your relationships on the Client Analysis Worksheet using the criteria you defined when we created your Client Classification Worksheet. 

3. Analyze your Client Analysis Worksheet. 

   • If you have recently rightsized, then the following criteria may not apply to you: 

     • If the clients in your ‘A’ groups make up more than 30% of your total clientele, your Asset and Attitude Knock-Out Factors may be too generous.

     • If there are more clients in your ‘B’ group than your ‘C’ and ‘D’ groups combined, then you may have been too generous with your ‘B’ group threshold. 

   • Ensure anyone in the AAA group is a proven referral source.

   • Make sure any family members and close affiliates of your AAA, AA and A clients have been allocated the AF category instead of B, C or D – as they will receive special treatment.

4. Discuss the results with your team:

   • What percentage of the relationships and revenue are your AAA, AA & A clients?

   • How many family members of A clients do you work with currently?

   • What percentage of the relationships and revenue are your B clients?

   • What about these ratios for your C & D clients?

   • How many clients are assigned to each advisor overall (maximum should be 150)? 

   • Can our current team manage all of these clients?

   • Can we accommodate future growth with our current team?

5. Based on the results of your analysis, make any necessary adjustments to your Client Analysis Worksheet. 

   • Revise your Client Classification Worksheet if you made any adjustments. 

6. Assign a classification code to each relationship on your CRM. 

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Client Transition & Realignment

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1. If you need to actively transition and realign clients, dive into the                                                                                      Client Transition & Realignment best practice.

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