Unhappy Valley - The Recruitment Trap for Advisers

I've spoken with so many advisers that have tried 'incremental' recruitment, because it is seemingly low risk - who have subsequently been baffled by the poor results. It's a well known phenomenon, and it's because you simply cannot change from being a sole practitioner to managing a team one person at a time. We call it "unhappy valley" where the time impost to manage a couple of struggling new advisers reduces your income by more than the gain from their production.