🔴 Overdue Touch-Bases
📞 Due This Week
📈 AUM by Tier
🤝 Referral Pipeline
1 Client Book
| Client | Tier | AUM | Source | Last Touch | Next Touch Due | Q. Review Due | Referral Given | NPS | Status |
|---|
2 Touch Calendar — All 100 Clients
Touch Cadence by Tier
Tier A — Priority Clients
• Quarterly review meeting (1 hr)
• Monthly call or check-in
• Birthday / life events
• Market update notes
• Portfolio review email (monthly)
• Tax event / gain trigger call
• Annual strategy meeting
• Monthly call or check-in
• Birthday / life events
• Market update notes
• Portfolio review email (monthly)
• Tax event / gain trigger call
• Annual strategy meeting
Tier B — Growth Clients
• Monthly touch (call or email)
• Quarterly brief (written)
• Semi-annual review meeting
• Life event follow-ups
• Birthday card / note
• Referral ask at 6-month mark
• Annual tax conversation
• Quarterly brief (written)
• Semi-annual review meeting
• Life event follow-ups
• Birthday card / note
• Referral ask at 6-month mark
• Annual tax conversation
Tier C — Maintain & Upgrade
• Quarterly email / newsletter
• Semi-annual check-in call
• Annual review meeting
• Upgrade path conversation
• Referral incentive outreach
• Market event touch (ad hoc)
• CCH events invite
• Semi-annual check-in call
• Annual review meeting
• Upgrade path conversation
• Referral incentive outreach
• Market event touch (ad hoc)
• CCH events invite
3 AUM Tracker
AUM Growth (Monthly)
AUM by Client Tier
★ Top AUM Clients
| Client | Tier | AUM | Mgmt Fee (0.75%) | Exit Value (12×) | Source | Asset Class | Next Review |
|---|
4 Referral Engine
How to Ask for Referrals
At 90 days (first ask):
"We've had a great start together. I want to make sure others in your circle have access to what we're doing — do you know anyone going through a liquidity event or frustrated with their tax situation?"
Annual review ask:
"One of the things that helps me do better work for you is growing my book with like-minded clients. If you have a peer, business partner, or family member who'd benefit from a conversation, I'd love an introduction."
Life event trigger:
"[Client] mentioned you're selling your business — congratulations. Would you be open to an intro to our team? The tax and investment structure work we do is exactly what you'd want in place before close."
"We've had a great start together. I want to make sure others in your circle have access to what we're doing — do you know anyone going through a liquidity event or frustrated with their tax situation?"
Annual review ask:
"One of the things that helps me do better work for you is growing my book with like-minded clients. If you have a peer, business partner, or family member who'd benefit from a conversation, I'd love an introduction."
Life event trigger:
"[Client] mentioned you're selling your business — congratulations. Would you be open to an intro to our team? The tax and investment structure work we do is exactly what you'd want in place before close."
Referral Pipeline
| Referral Name | Referred By | Source Tier | Status | AUM Potential | Date | Next Action |
|---|
5 Expand & Deepen Playbook
Wallet Share Expansion
Questions to ask every client annually:
• "Where else do you have assets managed?"
• "What's your total investable net worth?"
• "Do you have a pension, old 401K, or deferred comp sitting somewhere?"
• "Any inheritance expected in the next 5 years?"
• "Are your business assets part of your overall plan?"
• "Is your spouse's plan integrated with yours?"
• "What's your total investable net worth?"
• "Do you have a pension, old 401K, or deferred comp sitting somewhere?"
• "Any inheritance expected in the next 5 years?"
• "Are your business assets part of your overall plan?"
• "Is your spouse's plan integrated with yours?"
Consolidation triggers:
• Advisor retirement / merger
• Poor performance elsewhere
• Life event (divorce, inheritance, exit)
• Reaching a new milestone ($1M, $5M, $10M)
• Tax planning integration need
• "I have 4 accounts and no idea what I own"
• Poor performance elsewhere
• Life event (divorce, inheritance, exit)
• Reaching a new milestone ($1M, $5M, $10M)
• Tax planning integration need
• "I have 4 accounts and no idea what I own"
↓ Wallet Share Tracker
| Client | CCH AUM | Est. Total Wealth | Wallet Share % | Assets Elsewhere | Opportunity | Next Step |
|---|
Life Events That Create Action
${[
['Business Sale / Exit','Largest AUM opportunity. Coordinate with CTAP/1031 team immediately.'],
['Inheritance','New assets, emotional context. Be present, don\'t lead with product.'],
['Divorce','Complex, sensitive. Introduce estate planning resources.'],
['New Child / Grandchild','529, UGMA, estate update. Warm, relationship-building touch.'],
['Retirement','Portfolio restructure. Income-first conversation. AUM pivot opportunity.'],
['Home Sale','Capital gains question. 1031 or reinvestment opportunity. Loop Don.'],
['Death in Family','Bereavement first. Follow-up in 60 days on estate/inheritance.'],
['Job Change / Windfall','401K rollover, stock options, deferred comp. Schedule call immediately.'],
['Health Event','Insurance review. Long-term care. Sensitivity first, solutions second.'],
].map(e=>``).join('')}
${e[0]}
${e[1]}
↓ Active Life Events
Cross-Sell Opportunities
Ryan → Don handoffs (generate revenue)
• Client mentions high tax bill → CTAP discovery
• Client sold property → 1031 Alternative
• Client has business partners with same issues → WAN referral opportunity
• Client's CPA frustrated with planning → WAN CPA partnership
• Client sold property → 1031 Alternative
• Client has business partners with same issues → WAN referral opportunity
• Client's CPA frustrated with planning → WAN CPA partnership
Don → Ryan handoffs (generate AUM)
• CTAP client gains deployed → AUM placement
• 1031 Alt proceeds → portfolio assignment
• New Family CFO client → investment integration
• WAN partner clients → AUM onboarding
• 1031 Alt proceeds → portfolio assignment
• New Family CFO client → investment integration
• WAN partner clients → AUM onboarding
Community & Visibility Plays for Ryan
${[
['Attend 2 events/month','Chamber, estate planning groups, AICPA chapters, business owner groups. Presence = pipeline.'],
['Host Quarterly Client Dinner','6–8 clients. Bring a guest. Pure relationship. No pitch. Sets referral culture.'],
['LinkedIn Presence','1–2 posts/week on wealth, tax, real estate. Tag clients in wins (with permission). Thought leadership = inbound.'],
['CPA / Atty Breakfast (Monthly)','Small group, 8am. Bring a case study. Make it about them. Build the WAN advisor pipeline organically.'],
['Client Newsletter (Monthly)','Market commentary + 1 planning insight + 1 story. Ryan-branded. Keeps you top of mind.'],
['Podcast / Webinar (Quarterly)','Co-host with Dana or WAN partner. Record it. Repurpose as content. Demonstrates authority.'],
['Golf / Social Events','Know which clients play. One round = relationship cement. Budget 1–2/month.'],
['Thank-You Notes (Handwritten)','After every close, referral given, or major meeting. Stands out. Takes 3 minutes.'],
].map(e=>``).join('')}
${e[0]}
${e[1]}
Market Intel & Touch Triggers
Use market events as reasons to reach out. Don't wait for clients to call you. Be the one who noticed.
${[
['Fed Rate Decision','Reach out to every fixed-income client. Explain impact, reassure or reposition.'],
['Market Drop >5%','Same-day email or call to Top 20 clients. Calm, decisive, data-driven.'],
['Tax Law Change','Immediate briefing. Schedule calls with Tier A. Position as indispensable advisor.'],
['Real Estate Market Move','Ping clients with real estate exposure or pending 1031. Loop Don.'],
['Earnings Season','Clients with concentrated stock positions. Discuss diversification.'],
['End of Q / Year','Tax loss harvesting call. Roth conversion discussion. Charitable giving.'],
].map(e=>``).join('')}
${e[0]}
${e[1]}
6 Quarterly Review Tracker
Standard Quarterly Review Agenda (60 min)
${[
['0–10 min','Personal check-in. Life update. Family. Business. No finance yet.'],
['10–25 min','Performance review. Vs. benchmark, vs. goals. Celebrate wins.'],
['25–40 min','Planning update. Tax, estate, any open items. What changed?'],
['40–55 min','Next 90 days. 1–3 actions, clear ownership, deadline.'],
['55–60 min','Referral conversation. Natural ask. "Who else should we be talking to?"'],
].map(e=>``).join('')}
${e[0]}
${e[1]}
| Client | Tier | Q1 | Q2 | Q3 | Q4 | Last Review | Next Due | Action Items | Referral Asked? |
|---|
7 Meeting Notes