The Revenue Modeling Matrix

Step 1: Download the Excel worksheet below.

Step 2: Add your clients to the worksheet and segment using the following criteria: 

Advocate: A client who has either referred or introduced you to a new HNW relationship in the past 18 months.

Client: A relationship where you are handling all of their finances.

Customer: A relationship where you are handling only some of their finances.

Add-on: A relationship where you are handling their accounts because of a relationship they have with one of your other clients.

Step 3: Systematically review the worksheet identifying opportunities to turn Customers into Clients and Clients into Advocates.

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