Finding Hidden Growth in Your Book of Business

Finding Hidden Growth in Your Book of Business

From TBA's Life Linked by TBA

March 3, 2026 · 19 min · Season 8 · Episode 2

About this episode

This episode discusses how advisors can uncover hidden growth opportunities within their existing book of business.

Most advisors spend their time chasing new business, while overlooking the opportunity already sitting inside their existing book. In this episode, we're joined by Niko Kantouros of Proformex to discuss how advisors can uncover coverage gaps, identify cross-sell opportunities, and strengthen retention through centralized visibility into their clients' life insurance and annuities. We break down: Where advisors most often leave revenue on the table How to prioritize outreach instead of guessing who to call Why proactive policy reviews protect against client churn What separates advisors who grow consistently from those who stay reactive The fundamentals of this business haven't changed. Relationships and trust still win. But the advisors who thrive going forward will be the ones who combine those fundamentals with a single, reliable source of truth for their entire book and actionable insights to drive their business forward. If you want to grow without adding complexity, this conversation is worth your time.

People in this episode

Host: TBA

Guest: Niko Kantouros

Topics covered

  • business growth
  • client retention
  • cross-selling
  • policy reviews
  • advisory strategies

Keywords

  • growth
  • advisors
  • life insurance
  • annuities
  • client churn
  • revenue
  • outreach

Mentioned in this episode

Organizations: Proformex

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