🔎 Find Your Next 3 Leads

With the global stock market once again showing signs of unease, analysts are reminding investors that 10%+ falls are nothing out of the ordinary, and trying to time the market has historically destroyed significant wealth in the long run.

Here are some charts to help overcome the fear gauge.

This week in Seed Analytics Advisor Connect:

Advisors often feel pressured to find new clients externally, but the true gold is actually maximising your existing book. Your CRM and analytics tools are already loaded with signals that show a client is ready to buy or needs critical protection now.

Here are three simple, often-overlooked data points that signal a hidden, high-potential lead in your client base:

1. Sudden Risk Drift

Sometimes, a client’s portfolio slowly shifts into a riskier mix because markets have moved. For example, someone who originally had 40% in shares might now sit at 45% simply because equities grew faster.

It’s risky because when their exposure increases without their input, they might lose more during dips than they think they “should,” and their blame could fall on you.

Keeping an eye on their mix and proactively reaching out with a note: “Your share exposure has grown from 40% to 45% since our last review,” builds trust and creates opportunities to rebalance the portfolio, protect gains and open the door to new cover or strategy adjustments.

2. Life Event Probability Spike

When a client who usually withdraws once a quarter suddenly withdraws three times in a single month, it signals something big is happening behind the scenes – a wedding, a baby on the way, etc.

It may be emotional, posing the risk of the client feeling pressure to pull from the wrong place, sell at a bad time or undermine long-term savings — the kind of thing they might expect an advisor to help guide them through, even if they haven’t told you “the big news” yet.

By watching for unusual withdrawal frequency and sending a note like, “I spotted a few unexpected withdrawals — is something coming up that we should plan properly for?” you protect their long-term strategy and create a natural opening for new planning, restructuring or protection work.

3. Sleeper Client Activation Score

Sometimes, high-value clients with large balances quietly go years without updating anything. Called “sleepers” because they don’t engage often, they tend to become overlooked.

You can usually spot a sleeper hiding in your CRM as someone with a growing balance but only one or two products, and they haven’t had a review in more than two years.

Now, they clearly don’t like engagement, but the truth is they accumulate inefficiencies: outdated beneficiaries, tax and mismatched portfolios. So it’s worth looking for long-time-since-review on high-AUM, low-product clients and sending a prompt like, “It’s been a while since we reviewed your plan — there are a few areas worth updating.”

Hopefully, this helps you discover a few new leads hiding right there in your book. 😉

Are you using a Discretionary Fund Manager (DFM) to help manage your clients’ investments? Do you have the insights you need at your fingertips? 

With Seed Analytics, you can. 

For example, the graph above shows how much of your book is invested with the DFM provider across different LISPs. This gives you the information you need to have meaningful conversations with each LISP and accelerate the process of moving clients to your chosen DFM solutions.

The result? A more scalable business, an improved client experience and increased profitability.

If you don’t have access to our book report functionality, why not try it out?

Wealth Strategist (Umhlanga) @ Envestpro

Financial Advisor (CPT) @ Old Mutual 

Financial Planner (Malmesbury) @ Sanlam

Financial Advisor (CPT) @ PPS

Broker Consultant  (CPT) @ Discovery

Broker Consultant (CPT) @ PPS

Broker Consultant Liabilities (JHB) @ Telesure Investment Holdings

Did You Know? This week in 1993, US inventor Dean Kamen unveiled the Segway to the world. Though not considered a massive commercial success, they’re still on sale today, having become something of a cultural personal mobility icon.

Till next time,