Who Is Actually Paying for Your Week?
Define four tiers by managed assets, sort your households into them, and see three bars side by side: who they are, what they hold with you, and how much of you they get. The gap is your capacity.
Your Book, in Four Tiers
Define each tier by managed assets per household, then tell us how many households sit there and how much of you they get. Rough numbers work; the pattern is what matters.
Concentration & Pricing
Your Full Segmentation
The three bars, tier economics, and what a lighter model at the bottom of the book is worth.
Households, Managed Assets, and Time
Three bars, same four tiers. When the time bar looks like the households bar instead of the assets bar, the book is running you.
Tier Economics
| Tier | HH | Managed Assets | Assets / HH | Hrs / HH | Hours / Yr | Assets / Hour | Revenue / Hour |
|---|
What the Bottom of the Book Costs You
| Move | Hours / Yr | Worth at A-Tier Rate |
|---|---|---|
| Move C & D to a lighter service modelHalf the meetings, ad-hoc handled by a CSA — same clients, less of you | ||
| Transition D to another advisor or out of the bookAssets (and fee revenue) you would give up | ||
| Assets at risk in your top 10Share of the book that walks if they do |
Revenue per hour is the number to watch. If your A-tier rate is three or four times your D-tier rate, every hour you take from the bottom of the book and give to the top is a raise you don't have to ask anyone for.
Segmenting is easy. Changing the service model without losing anyone is the work — and it's work we've done with advisors before.
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