Once upon a time, interest rates were high and people kept their money in bank CDs and that new product, money market funds. Taxes were higher and financial advisors introduced clients to tax-exempt municipal bonds. A typical client might have a series of different six-month CDs coming due sequentially. When the money was available, it went into tax-exempt munis. Eventually the client’s bank accounts were transformed into municipal bonds. Advisors spoke with those clients less often because: “We have all their money.” That was not the case then and it is not the case now.

1. Money you don’t know about. My manager used to say: “They always have an another $10,000 they haven’t told you about.” Back then, that was a lot of money. Even if you think you have all their assets in house, it is worth assuming that’s not the case.

2. Have you done financial planning? The answer is probably yes. If you have not, the process of developing does a fine job of shining light on assets held away. Sometimes, it is money the client has forgotten about, like orphaned IRAs. Everyone should have a financial plan.

3. This needs fresh money. OK, you have a financial plan in place for all your clients. You also conduct periodic portfolio reviews. Present your new ideas that would compliment the portfolio. The client will probably say: “I like it. What do you want to sell?” Let them know you like everything they already own and do not want to sell anything. “This idea needs fresh money.” Stop talking.

4. Money they influence. Your client is involved in the community. They serve on the board at a nonprofit. Does the organization have a foundation, or a scholarship fund? This is often money set aside for the long term. Do they have cash management needs? Can your client introduce you to the person or committee responsible for this pool of assets?

5. People they advise. Your client has parents. Maybe they have grandparents too. These people might be retired and supplement their fixed income with dividends and interest they earn on their taxable assets. They may turn to their grown child for advice on how and where to invest their cash. Mindful they consider this cash their “safe money,” you might be able to provide some ideas on how they can increase the return.

6. What about their annual bonus? Some clients are paid on the basis of salary plus bonus. They do not have available cash now, but they will get a big chunk in January. They might have plans for the money, but investing some or all of the cash towards retirement or building wealth is a noble purpose. Talk with them about putting the bonus to work.

7. Is there money in motion? People sell real estate. They sell businesses. They inherit money. Your client might not fit into any of these categories, but extended family members might. Ask about news from other family members.

8. Have there been any births? Your client has an extended family. They might be a godparent. When a new family member enters the world, aunts and uncles want to do something. Your client fits into this category of generosity. Has anyone set up a college savings account to collect all the cash heading in the child’s direction?

You might think your client has invested all of their liquid assets. Maybe that is the case. You need to help your client think outside the box. There are other ways you can help.

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.