Advisers spend a lot of time thinking about where their next client will come from. It's an important question. But I think there's another one worth asking: Have you earned the opportunity to manage the next dollar your existing clients invest?

For many advisory firms, organic growth is synonymous with new-client acquisition . More referrals. More prospects. More households.

Those things matter. But they're only one form of organic growth.

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Consider a longtime client whose retirement accounts you manage, but whose 401(k) remains elsewhere.…