Advisors are often surprised by what small clients cost them

08/15/2013 | Financial-Planning.com

Financial advisors are sometimes shocked to learn how unprofitable the bottom 50% of their client base is, writes Chris Kirby, senior business consultant for Securities America Financial. "The first step in analyzing a practice's profitability is knowing how much revenue is coming in and where it's coming from," he notes. "Start by running a list of client households and the revenue each has generated over the past 12 months."

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