Stop Hunting. Start Harvesting: Your Biggest Growth Opportunity is Already In Your Book of Business Most advisory firms pour an immense amount of resources into hunting for new clients—refreshing their branding and implementing new marketing strategies to capture new households. That’s not a bad approach to business development—but it’s also probably not the optimal one. Instead, your biggest growth opportunity is very likely to be found among the top existing clients you’re already serving. The reason: The average advisor today manages only about 44% of their clients’ investable assets. That means more than half of the wealth belonging to people you already work with—and who presumably like you, trust you and pay you fees—is being managed by someone other than you or sitting in accounts you don’t know about. Our advice: Ease up on hunting for new clients and put more effort into harvesting the opportunities that are right in front of you through your existing relationships.