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Jay Coulter
CFP®, CIMA®
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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