Is it £500 per year?
Is it £250 per year?
Is it somewhere in between?

You took care of him a few years back and like a good financial adviser continue to stay in touch!

Maybe he gives you lots of referrals?

Maybe you’re massively important to him and his future plans?

Or maybe he’s neither of those things and the reality is that he could be better served elsewhere and you’d be better off freeing up the time you spend on him to deal with other clients who genuinely benefit from your expertise and let’s be honest are probably more profitable.

So ask yourself firstly,

how much is he worth to you today and then ask yourself secondly what he could be worth to you by introducing him to somebody else.

I know the answer to the second question, and so do my team so…