How much time do you spend in client acquisition?

By Bill Bachrach

Bachrach & Associates


Someone recently told me that they saw a study that said financial advisors spend approximately 23 minutes per week in client acquisition. Well, in order to achieve your goals so you can enjoy what is truly important to you in life, here is what I suggest you consider.

First, don't be average. Second, spend at least 15-20 plus hours doing client acquisition activities. Client acquisition time includes the following:
  • 15-20+ hours/week
  • Referral conversations with ideal clients and everyone else you know
  • Prospecting activities
  • Follow-up phone calls to referrals
  • Initial interviews
Don’t be a salesperson. Be a trusted advisor.