In the world of advisors, nothing better defines you than your book of business. Your AUM, production, asset growth, and percentage of fee-based business provide metrics by which your performance and value are measured. Yet for many advisors—particularly those in the bank channel—the book is treated with near irreverence as it’s parceled out to other reps upon your retirement from the business.
“It’s sad how books of business get passed,” said Rick Rummage, founder and CEO of the career consulting firm The Rummage Group, reflecting on all the missed business opportunity.
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