Here’s how one question saved a one of our clients hundreds of hours each year, without spending a penny.

And you know what that means?

More time. More margin. More profit!

Let’s be clear, the firm we’re working with are really good. Great people, solid systems, clear proposition.

But one small shift in thinking made a massive difference.

We asked: Do your wealthiest clients really want to see you more often?

The assumption

Like many firms, this firm’s client proposition was tiered by assets under management. The more money you have with the firm, the more attention you get. For the top tier of clients, that meant two full in person review meetings a year.

Why?

“Because that’s what our clients expect.”

This didn’t sit right with us.

These top tier clients weren’t retirees with time to fill. They were business owners, executives, and multimillionaires.

People who value their time more than anything else.

The challenge

“How many of your top clients actually want two meetings a year?”

There was a bit of shuffling. Some guesses. Then someone said it.

“Probably not all of them.”

We kept digging.

“How many would be fine with one meeting, if they still felt looked after?”

The answer? About 90%

The result

One meeting a year instead of two for 90% of their top clients.

Across 50+ clients, at 5-10 hours per review…

That’s hundreds of hours saved, every year.

Time that can now be used to improve the client experience, do more with professional introducers and win new business.

The insight

More money doesn’t automatically mean more contact.

Sometimes, the wealthiest clients just want less noise. A quick call. A digital check-in. Or just knowing you’re there when they need you.

Don’t design your proposition around bank balances. Design it around what people actually value.

When you ask the right questions about your business, everything gets easier.

Not sure what the right questions are?

Drop us a line.”