Where did your last ten new clients come from – and where will the next ten?

Most firms this size know their AUM to the dollar. Far fewer track where new clients come from, or who won each relationship. It’s something any successor or buyer will look at closely. It also tells you whether new clients will keep coming when you step back.

How it works

1. List your ten most recent new households. Initials are fine. Nothing is sent anywhere unless you ask for the full readout.
2. For each one, pick how they found the firm, who won the relationship, and a rough size.
3. Your result appears as soon as eight rows are filled.

Tip: your CRM’s new-account list or “date opened” field is the fastest way to find the ten.