I helped one team acquire $246M in new assets — with one ask.

In 2024, I worked with a group of portfolio managers who were excellent at what they did — but avoided one key conversation.

They didn’t want to ask clients about outside assets.

“It’s not our job,” they said.  

“We don’t want to sound salesy.”

Their firm had a new expectation — and brought me in to help.

At first, I was sceptical.

Imposed change rarely goes smoothly.

But this wasn’t about skill. They’re all CFAs.

Their knowledge and service was exceptional.  

The real issue?  They weren’t comfortable asking.

Sound familiar?

I asked the team one question:  “What makes you most proud of how you care for your clients?”

One PM said:  “I was put on earth to help people. I’m uniquely positioned to guide families with their finances. I’m not trying to sell something they don’t need.”

That was the shift.

They realised asking wasn’t salesy — it was part of serving well.  

Managing all of a client’s assets was usually the right move.

Later, that same PM said:  “I am sincere and authentic. It would be a disservice not to understand their full financial picture.”

(Yes — the same mindset shift applies to asking for referrals.)

Another PM, now the team’s top performer, reframed it like this:  “It’s my responsibility now. How can I do this to the best of my abilities?”

That one ask changed everything.  No scripts. No tactics. Just clarity and confidence.

The result?

• $246M in new assets

• $376M more in pipeline

• Recurring revenue from one new habit

I documented the full breakdown of how they made the shift.

Want it?  Comment $246M and I’ll send it to you directly.  

Reshare this post and I’ll offer you a 20-minute 1:1 Zoom to help you uncover your next 1–2 clients.