Cash Tools

What Would You Do With 500 More Hours?

Decide, tier by tier, which households you keep, which go to a service advisor, and which transition out of the firm. See the hours it frees, what it does to revenue, and how many ideal clients those hours could hold.

Your Book, by Tier

Advisor hours are your hours per household per year — meetings, prep you do yourself, calls. Choose what happens to each tier. The rows below are a sample.

Tier	Households	Revenue per household	Your hours per household / year	What happens

The Assumptions

Your own estimates. Change them to match your situation.

Moving to a Service Advisor

Their cost per hourSalary and benefits ÷ hours

Their hours vs. yoursPer household

Households you expect to leave after the handoff

Transitioning Out

One-time payment if another advisor takes themAs a multiple of their annual revenue — 0 if you simply refer them

Your ideal new householdAnnual revenue, and your hours per year to serve it

hrs

Your Hours Freed per Year

— hrs

Year-One Revenue Change

—

Your Pruning Plan

The plan tier by tier, your hours before and after, and what the freed hours could hold.

The Plan, Tier by Tier

Tier	What happens	Your hours freed	Revenue change

Your Hours, Before and After

What the Freed Hours Could Hold

Revenue kept from households you hand off
Service advisor cost for those households
Revenue that leaves with transitioned households
One-time payment for transitioned households
Ideal new households your freed hours could serve
Revenue those households would bringOnce the hours are filled — it takes time to win them

Illustrative. All rates and payments are your own estimates. Moving or transitioning clients involves client consent, compliance and contract steps this tool does not cover. Treat every household with care; the goal is the right home for each client, not just fewer clients.

Unlock My Pruning Plan

See the plan tier by tier, your hours before and after, and how many ideal clients the freed hours could hold.

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Reading Your Pruning Plan

Every advisor's hours are already spoken for. Growing toward better-fit clients means deciding which relationships get less of your personal time: households that could be served well by a service advisor, and households that would be better served somewhere else. This planner shows what those decisions free up and what they cost.

Pruning Is About Hours, Not Clients

The goal is not a smaller book. It is your hours going to the relationships where your time matters most. Many households can be served well by a service advisor with a lighter, consistent model. Seeing the hours each tier takes makes the trade clear.

The Revenue Dip Is Usually Temporary

Handing households to a service advisor adds cost, and transitioning households out removes revenue. Both show up immediately. The benefit, new households in the hours you freed, arrives over time. Plan how you will fill those hours before you start, or the dip becomes permanent.

Every Household Deserves a Good Landing

Moving clients is a relationship decision before it is a financial one. Clients should hear about any change from you, understand who will serve them and why, and land somewhere they will be well served. A transition handled with care protects your reputation and the referrals that come from it.

Common questions

Should financial advisors reduce the number of clients they serve?

Many advisors find that a large number of smaller relationships takes time away from the clients and work where they add the most value. Options include serving some households through a service advisor or a lighter service model, or helping them move to a firm better suited to their needs.

How do advisors transition small clients to another advisor?

Common steps include identifying the households involved, choosing a suitable advisor or firm, explaining the change to each client personally, and completing the required consent, compliance and paperwork steps. Some arrangements involve a payment from the receiving advisor and some are simple referrals.

What is a service advisor in a financial advisory firm?

A service advisor is a team member who handles ongoing relationships and service for a set of client households, often those with simpler needs, so the lead advisor can focus on more complex relationships and new business. The role and its responsibilities vary by firm.