The New York Times contends the average American knows about 600 people. The Wall Street Journal puts the number at 611. If you are a financial advisor, associate with people who have the wherewithal to become clients and believe “everyone should have the opportunity to say no,” it makes sense to figure out who these people are and build a list.

Building this list can be helpful for growing your business. It can also be helpful if you raise money for your nonprofit. Your current clients are not included on this list. Approaching them for referrals is something you are doing already.

Let’s imagine some totals as we seek to reach 600 names.

1. Immediate family. This includes your spouse, parents, grandparents and children. Include both sides of the family. Put another way, who are the people you invite over or see at Thanksgiving? Tally: 10 people. Total is 10 so far.

2. Extended family. Now let’s include aunts, uncles, nieces and nephews. They might live locally or across the country. How many people turn up for family reunions? Tally: 20 more people. Total is 30.

3. Your neighbors. You might live in a city block or an apartment building. Maybe you live in a suburban housing development or a rural area. How many neighbors do you know by name? You might know some better than others, but you could greet them by name. Couples count as two individuals. Tally: 20 people. Total is 50.

4. Neighborhood governance. If you live in a co-op or condo, you are governed by rules. If you live in a development, there is a homeowner’s association. Even if you own a detached private home, there are elected township officials setting rules. Who are they?  Tally: 10 names. Total is 60.

5. Former neighbors. You have lived elsewhere before you bought this house. Your neighbors have not lived here forever either. Let us assume you know 10 people from each of two neighborhoods where you lived previously, and 10 neighbors have moved away since you bought your house. Tally: 30 names. Total is 90.

6. Religious services. Let us assume you belong to a congregation. Perhaps you volunteer. You recognize the clerical staff, the people who sit around you, fellow volunteers and the ushers. Tally: 20 names. Total is 110.

7. People you know at work. These might not count, since they are unlikely to become clients. You know them, so they should be included in the tally. Let’s assume you know 20 fellow advisors in the office, 10 of their spouses and the 10 people on the management team. Tally: 40 people. Total is 150.

8. People you know from your former employer. Few people become financial advisors straight out of college. Often it is a second career. You enjoyed your last job and counting managers, peers and spouses you have met, we can add 40 names. Tally: 40. Total is 190.

9. Your college alumni association. You are active with the local chapter. There are 20 members. There are several social events annually, so you know their spouses too. Reaching beyond the alumni association, you know people from your graduating class. Perhaps 10 more names come to mind. These numbers could be higher if your grad school is different or you attended a prep school. Let’s add on five more names for professors who made an impact on your life. Tally:  55 names. Total is now 205.

10. Businesses you patronize. This is a huge category. It includes the liquor store, bank, post office, dry cleaner, laundry, hair stylist, hardware store, gas station, auto mechanic, car dealership and more. You know at least three people at each place. Tally: 30 names. Total is 235.

11. Your favorite restaurants. You dine out twice a week. This does not count lunch or your coffee shop. You have five places you like for lunch. You have five favorite restaurants. You buy your morning coffee at one of two places. You know three people at each place.  Tally: 36 names. Total is 271 names.

12. People at the gym. You chat with the staff. That’s five people. You recognize 10 regulars every time you go. You see another 10 familiar faces, but they are not as regular as you are. Tally: 25 names. Total is 296.

13. People you met on vacation. This one is my specialty category. Every time we travel, we meet at least one interesting couple. We send each a monthly e-mail or message. With some we make regular video calls.  There are 50 of them. Most are couples. Tally: 100 names. Total is 396.

14. Commuters you recognize. You stand on the same platform every day at the same time.  You do this heading to work and again, heading home. Maybe you sit in the lounge at the station. You sometimes sit next to a familiar face. Tally: five names. Total: 401 people.

15. People providing professional services. You have an accountant and an attorney. They have multiple staff in their office. They like you because you pay your bill on time. Two professions, five people in each office. Tally: 10 names. Total: 411 people.

16. Home service providers. This is another big category. Someone mows the lawn. Someone shovels the snow. A service cleans your house. You have a plumber, electrician and carpenter. You used a landscaping company. Your swimming pool gets serviced. You have a roofer. You have a “handyman” you call for small jobs. You had a contractor renovate your bathroom. There is an average of four people you might interact with at any of these firms. Tally: 44 people. Total: 455 people.

17. Healthcare professionals. You and your spouse each have a dentist. You have two doctors, your family physician and a specialist you see occasionally. You have a regular pharmacist. You visit a lab when bloodwork is necessary. Each of these locations has an average of three people with whom you have interacted. Tally: 24 people. Total: 479 people.

18. People at charities where you donate. You support a dozen charities. They write you often, requesting money. You know at least three people at each organization. This is often the executive director and two people in the development office. They are all asking you for money. Tally: 36 people. Total: 515 people.

19. Nonprofits where you are a member. You are involved with five organizations as a dues-paying member. You attend meetings and social events. You see many of the same people at various events. You could name 20 people connected with each group. You know half of their spouses. At least you recognize their names from the donor lists.  You know the staff too. Tally: 150 names. Total: 665 people.

20. Chamber and business organizations. You belong to the Chamber of Commerce. You attend meetings. You know the 10 officers and 20 other members. Some are competitors, but you still know them. Tally: 30 names:  Total: 695 people.

21. Fellow board members. You belong to those five nonprofits. You serve on two boards. There are 20 people on each board. You know their spouses, but we won’t include them in the tally because they were likely counted in the earlier nonprofit category. Tally: 40 names. Total: 735 people.

22. Sports related friends. You play sports. Maybe you belong to a hunting club. Do you have season tickets at the stadium? Do you tailgate? Do you have a favorite sports bar?  Let us assume you know 20 more people, 40 if you include spouses. Tally: 40 names. Total:  775 people.

23. Your drinking buddies. Sometimes you stop off for a refreshing cocktail on the way home. Quite often, actually. You visit the same places at the same time. You have two favorite bars, each with 10 familiar faces. You know five of the staff at each place too. Total:30 names.  Total: 805 people.

24. Private club. This might be the local gold club. You might play golf or have a social membership. You know at least 30 people by sight plus 10 staff and 10 officers and committee heads. Tally: 50 people. Total:  855 people.

25. Former clients. You have been in the business for years. You lose clients over time. It happens. Over 10 years, you have lost an average of five clients per year. Total: 50 clients. Total: 905 people.

Your tally might be different. You might know many more people, but in different categories. Some qualify to be clients; others might be fertile ground for referrals. Everyone should have the opportunity to say no.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry.  His book Captivating the Wealthy Investor is available on Amazon.