The Perfect RIA Tips from the Trenches - Getting The Right Clients And The Three P's - Personable, Profitable, and Productive
May 18, 2022
A practical guide to picking ideal clients and why saying yes to everyone backfires. The three P's framework—personable, productive, profitable—frames client fit. Learn about chemistry, red flags, handling blame, and when to graduate bad fits. Actionable prompt to define your own criteria and evaluate prospects.
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Use The Three Ps As A Firm Client Filter
- Use a firm client-fit filter based on three Ps before onboarding: personable, productive, and profitable.
- Micah evaluates chemistry, predictable behavior under stress, and business economics, and declines or later graduates mismatches.
Chemistry Predicts Loyalty During Problems
- Personal chemistry matters because clients 'love you until they don't' and will blame you when things go wrong.
- Micah screens for likability, connection, and likely reactions to mistakes to avoid toxic long-term relationships.
Do Social Due Diligence On Prospects
- Do social due diligence on prospects before committing: check complaints, lawsuits, profession, and online presence.
- Micah avoids litigators and many real estate agents because past behavior and priorities signal poor fit.