Articles tagged «Acquisition»
Ideas, methods, tools. What we see in the projects of the companies we work with.
The HNW client doesn't respond to an ad. They respond to a conversation that begins long before the first meeting.
Customer acquisition for independent wealth advisors
For years the portfolio has grown through referral. Then the network saturates, and acquisition stops. How to build a discreet funnel for the HNW client, without becoming what your target distrusts.
Above a certain threshold, taking on more contacts means serving them all worse.
How many leads can a sales team handle, and why
Above a threshold, every new contact degrades the quality of follow-up on the contacts already active. The curve is observable, repeatable, and changes how you decide whether to hire one more salesperson.
When the funnel lives only in the owner's head, growth stops at the edge of his day.
The funnel in the owner's head: why word of mouth stops working
For twenty years word of mouth fed the company. Then something changed, new clients fell, and the owner is the only one who knows how they used to come in. A common pattern, a structural problem, a way out.