Skip to content

title: Shavings Make a Pile description: [AFW M.1.19] Michael's Epiphany #19 published: true date: 2026-06-30T08:08:54.086Z tags: editor: markdown dateCreated: 2021-05-22T00:02:04.301Z

Watch Shavings Make a Pile (2022-12) VIDEO


"The camel’s back was broken by the last straw, but they all helped. The boulder is shattered by the last swing of the hammer, but all the swings contributed."

"Keep hitting singles while looking for home runs."

"Don’t ignore small accounts. Focus on bread-and-butter clients while you're hunting for the big accounts." -Michael

Read Ryan Holiday's Daily Stoic lesson Not Much Adds Up PDF

Read Robert Greene's Daily Laws, September 18 - The Piecemeal Strategy PDF


What Are Bread-and-Butter Fundamentals?

Watch AF MKOM 1679 - Five Bread-and-Butter Finance Fundamentals VIDEO

Read my article My Six Bread-and-Butter Fundamentals.

  • Adding PACs to existing accounts (especially variable annuities).
  • Clients adding subsequent contributions to existing investment accounts.
  • New Roth/Traditional IRAs (especially with PACs/EFTs).
  • 529 plans (especially with PACs/EFTs).
  • Minor Roth IRAs (especially with PACs/EFTs).
  • Term life insurance policies.
  • Living Trusts.
  • Small business plans: SEP IRAs, SIMPLE IRAs, 401ks.


Benefits of B&B Fundamentals

  • They keep you “in the game” and let you practice your technique and perfect your performance. You gain experience by conducting a large number of client appointments.
  • There are more "bread-and-butter" clients in the market place, and less competition.
  • You increase your likelihood of getting referrals, some of which will lead to large cases.
  • Small accounts help you pay bills, business expenses and provide pocket money.
  • Small accounts with PACs/EFTs increase your Annual Recurring Revenue, especially A-shares. By building up your monthly drafts, you increase your monthly residual income.


Benefits of Doing PACs

  • $4,200 in monthly PACs gives you the equivalent residual income as $1M in AUM. That’s approximately four “fully-funded” families.
  • Opportunity. It’s easier to find clients to add/increase $4,200 in PACs than to add new $1M in assets.
  • PACs are paid-out 12 times a year! Make sure to spread out your clients’ draft days.
  • Standard. Recommended standard to employ: Any combined accounts that don’t meet the $25k-breakpoint must have a monthly PAC attached."