Focus on Active Clients

A lot of IFAs claim to have large number of clients and yet their AUM is small. This is because they have a lot of inactive clients. In this business, you don’t need 1,000-2,000 inactive customers. You just need 100-200 active clients. Even if you operate in retail, a few hundred active clients are sufficient as they will grow over time and your aum will automatically increase.

Anirudh Kashyap
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