What would you do if you realized the bottom 50% of your client base contributed less than 15% to your overall revenue, but was using over 80% of your time?

For most advisors, analyzing the profitability of their business is something they’ve been intending to do: “I know I should do that – but I just haven’t had the time.” Yet when they finally do, many advisors have been surprised, almost shocked, to learn how unprofitable the bottom 50%, 60% or even 70% of their client base actually is.

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