Strategy Tools

How Much Did You Grow?

Your book grew last year. Take the market out and see how much of that growth you actually earned — and what it would take to hit the rate you want.

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Last Twelve Months

Six numbers from your custodian reports or CRM. Rough is fine — everything recalculates live.

Your book
$
$
%
Money in
$
$
Money out
$
$
Your goal
% / yr
$
% / yr
Your Organic Growth Rate
—
net new assets as a share of your starting book
Total Growth in Your Book
—
what the statement says

Your Growth, Taken Apart

Where the change in your book came from, what it meant in revenue, and the new-client pace your goal requires.

Where the Change Came From

Every dollar between last year's book and this year's, sorted into what you did and what the market did.

LineAmount% of Starting Book
Starting AUM100%
New clientsRelationships you didn't have a year ago
Additions from existing clientsTrust, earned inside relationships you already have
WithdrawalsMostly life, not performance — but it still leaves
Departed clientsRelationships that ended
Net new assetsThe part of growth you earned
Market movementEverything else — the part you didn't
Ending AUM

Gross In, Leakage Out

Organic growth is what's left after leakage. Most books leak more than their owners think.

Gross new assets
Leakage
Organic growth
Market movement

What Your Goal Requires

Working your target rate backward to new households — the number you can actually manage to.

MeasureLast YearAt Your TargetGap
Organic growth rate
Net new assets
Assets needed from new clientsHolding additions and leakage where they were last year
New households per yearAt your average new-household size
New households per month

Ten Years Out

Same market in both columns. The only difference is your organic rate.

YearAt Last Year's PaceAt Your TargetDifference

Organic growth here is net flows divided by starting AUM. Market movement is whatever's left after flows, so it also picks up fee debits and timing. Projections compound both rates yearly and are illustrations, not forecasts.

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See where every dollar of change came from, what leakage cost you in revenue, and the new-household pace your goal takes.

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Reading Your Organic Growth Rate

The number on your statement blends two very different things: the growth you earned by bringing in and keeping assets, and the growth the market handed you. This tool separates them. The organic rate is the one that tells you whether the practice itself is getting bigger, and it is the one you can actually plan around.

Why Total Growth Flatters Most Books

In a year when markets rise, almost every practice looks like it grew. That is the problem with total growth as a measure: it rewards the market, not the work. Two advisors can show the same ending AUM while one of them added new relationships every month and the other simply held on. Organic growth strips the market out so you can see which of those practices you are running.

Leakage Is the Quiet Half of the Equation

Most advisors track what comes in and underestimate what goes out. Withdrawals, required distributions and departed clients all pull the organic rate down, and none of them show up as a decision you made. Look at your leakage line on its own. If it is close to your gross new assets, you are working hard to stand still, and the fix may be retention and next-generation relationships rather than more prospecting.

Turning a Target Rate Into a Weekly Number

A growth goal only becomes useful when it turns into something you can manage every week. Working the target backward through your leakage and your average new-household size gives you the number of new households the goal requires each month. Compare that with what your current marketing actually produces. The gap between the two is the real size of the goal.

Common questions

What is organic growth for a financial advisor?

Organic growth is the change in assets under management that comes from net flows rather than market returns. It is calculated as assets from new clients plus additions from existing clients, minus withdrawals and assets lost to departed clients, divided by assets at the start of the period. It measures how much the practice grew because of the advisor's own work.

How do you separate market growth from organic growth in AUM?

Start with the total change in AUM over the period. Subtract net flows, which are inflows from new and existing clients minus withdrawals and lost assets. Whatever remains is market movement. Expressing both pieces as a share of starting AUM shows how much of the year's growth the advisor earned and how much came from returns.

Why does organic growth matter more than total AUM growth?

Total AUM growth rises and falls with the market, so it says little about whether the practice itself is healthy. Organic growth reflects whether the advisor is adding and keeping relationships. It is also the part of growth an advisor can plan, measure weekly and improve, which makes it the more useful number for setting goals and making hiring decisions.