Every advisor has a few small clients that seem to have fallen by the wayside. They call you infrequently, or not at all, have few assets under management and often simply take up space on your client roster.

How can you turn the tables and get these smaller, inactive clients to potentially become your best clients? Most advisors are aware of the 80/20 rule; 80% of your income comes from 20% of your clients. Modifying this principle a bit, I often find that 80% of revenue comes from 20% to 40% of your clients.

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