Speakers: James Baltzersen, President, Riverstone Financial Group
James Baltzersen: Probably the biggest "aha!" moment for us was when Mike really focused on segmenting our business. We've been in the business a long time and I always felt like segmenting would alienate certain clients. And Mike explained to me the purpose and the reason for it and in realizing how much time we were spending on clients who weren't really engaged in our process to begin with. This made a huge difference in the efficiency that we provide here to our clients. Probably going from an 85% capacity down to a 70% capacity allowing us to bring on more clients with the existing staff that we have.
