Don’t over-emphasize your quest for new business
Cloning your top clients calls for soul searching
Share success stories that show how you created positive change for a new client
Clients take 4.8 years on average before they are comfortable recommending their financial advisor
Your top clients have acquaintances who share their interests
Jeanette Brox is serious about helping her clients reach their financial goals, with an emphasis on female clients and family issues. But on evenings and weekends, Brox's standup comedienne alter ego has them rolling in the aisles
Follow specific steps to ensure your referral and marketing systems develop and run smoothly
Replace word of mouth with more effective strategies
Start by building deeper client relationships
Here are three techniques for pursuing a referral from a client that has not led to a call from a prospect. One of the keys to success is to work through your existing relationship