Follow The Numbers: Why Advisors Need to Track Their Prospecting Pipeline

In this week’s recap, Amber Kuhn highlights the discussion about turning your January business aspirations into tangible growth. On Monday, Matt and Micah emphasized that successful financial advisory practices need more than just revenue goals – they need sustainable double-digit client growth to maintain and increase practice valuations.

The heart of their message centered on the sometimes uncomfortable but crucial practice of "financial undressing" – laying bare your practice's real numbers rather than the ones you might be telling yourself. 

And when it comes to prospecting, Matt and Micah drew a clear distinction between leads and prospects, emphasizing the importance of having a well-defined process from initial contact through onboarding. They stressed that top-performing offices review their pipeline weekly, tracking everything from contact rates to close ratios, even if it means confronting rejection head-on.

Resources in today's episode:

- Episode Website - So, How Will You Get All Those New Clients? [Episode 292]