The formula is :

  Velocity X AUM = Gross Production   Velocity is the annual fee/commish charged to clients.   Unless you are a trader your Velocity is somewhere in the neighborhood of 1%. It could be higher or lower. The point is the reason for your proclaimed as slow climb from 300 to 460 isn't Velocity. It's AUM. Simply put- the faster you grow your AUM the faster you will build production. Seems basic, but not so fast.   When you first started, life was simple. Not easy, but simple. All you had to do everyday was call people and ask them to buy something from you. Even if you are a fee planner who does 12 meetings before collecting a fee this holds true. Call'em up and sell'em something. Then things changed- you find success- you find prospects who eventually become clients and all of a sudden things aren't so simple anymore. You have morphed from the sales department to the sales/service department. And service is very important. But your time is split. Something has to give and what usually gives is your growth rate. Less sales calls equals less sales. Thus, and i'm guessing here, it took you much longer to grow to 460 from 300 than it did for you to reach 300.   Here is the professional insight you are asking for: To increase your growth rate you need to increase your selling time. The only way to do that is become highly focused, organized, and to delegate all the service work to an assistant. Build your model day just as you did in the begining. Priority goes to bring ing NEW money. New money is the key to higher production-Period!   Bill Good once did an unscientific study of $250k producers and brokers doing $750k and above. Interestingly the $750k plus guys didn't work harder than did the $250k guys. The one and only difference was in the number of out going sales calls. The higher producers made many more sales calls everyday than did the $250k guys. How many more i don't remember as i write this. But the point was made. The $250k guys were bogged down with service.   Secondly there is this: A couple years into my career I made the rounds in NYC interviewing at the big houses, Lehman, Bear, and Opco. Things went smoothly at Bear and at the Bros but not so at OPco. The asshole egomaniac of a manager had me wait for almost two hours outside his office while he talked to friends on the phone, talked about his Ferrari, and set up his weekend on some island. Meanwhile I cooled my heels, not in a reception area, but in the board room where by my count at least 100 brokers were working harder than i'd ever seen anyone work in this biz. The place was alive! I sat in a chair outside the manager's office and not 10 feet from brokers making calls. Nearest to me was a guy calling on tax free bonds. He used a cold call that was little different than mine. Still i listened to him click off calls. Then he started calling prospects or clients to sell them a bond that had just come into their inventory. He asked everyone he called for a million dollars. He didn't get any million dollar sales while i listened. He did get one $300,000 sale and another for $50,000. So $350k new assets done in about an hour of calling. I finally got to see the manager who i wrote off. As much as i liked the place i could never work for this guy. That was a good thing because he passed on me as well. As a side note, offers did come from Lehman and Bear. I turned them both down realizing i didn't have to move to NY to do what i needed to do. I started prospecting wealthier people and closing for bigger orders. In fact one of my first orders coming back from that trip was for 1/2 million dollars of Corp bonds. If you don't ask you don't get. The lesson i learned that day, "close big", made it the best time I had spent in NY.   Good luck!