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Investment Advisor April 1, 2011 Joni Youngwirth	To Ask or Not to Ask? Develop an Effective Referral Strategy in a World of Contradictory Advice It's not how, who, or when you ask -- it's if
Investment Advisor December 2007 Susan L. Hirshman	Referrals Revisited Start today on a better method to get better referrals. Often for financial advisors, your best sources of future clients are right in front of you. You just have to unleash them from your book.
Registered Rep. October 14, 2013 Matt Oechsli	Mastering the Personal Introduction An important point to remember is that by asking for an introduction, you are helping your client help you by identifying a specific person you'd like to meet.
Registered Rep. December 9, 2010 Diana Britton	Clients Aren't Pulling Trigger On Referrals, Survey Says While most clients say they are ready and willing to provide a referral for their financial advisors, many of them are not actually following through on it.
Financial Advisor October 2007 Grove & Prince	7 Steps To An Affluent Client Referral It's common knowledge that referrals are the best way to build an advisory business, especially if you want more wealthy clients. Here are the steps that lead to a successful client referral.
On Wall Street July 1, 2013 Todd Colbeck	Mining Your Professional Network Customize your approach to other types of professionals to increase your chances of getting referrals.
Financial Planning August 1, 2005 David J. Drucker	The All-Referral Practice Is it really possible to build a financial planning business completely on word of mouth?
Financial Planning April 1, 2008 John J Bowen	Referrals for the Asking The majority of advisors are ignoring one of the most effective, efficient and obvious sources for new referrals: their existing clients.
On Wall Street June 1, 2012	Five Questions With Stephen Wershing Forget about asking for referrals. That's the advice of former financial advisor Stephen Wershing, CFP. He tells us how advisors can reorder their thinking.
Financial Planning November 1, 2010 Julie Littlechild	Secrets of Referrals To crack the referral code, my firm, Advisor Impact, went to the one true source of insight on the topic: your clients.
Financial Planning April 1, 2013 John J. Bowen, Jr.	5 Success Tips From High-Performing Advisors A new study of high-earning advisors offers 5 clear success tips.
Registered Rep. January 29, 2015 Matt Oechsli	The Elite Financial Advisor of 2015 Most advisors would love to call themselves "elite," placing them in the small cadre of advisors that do the right activities the right way and are seeing phenomenal results. What exactly does this exclusive group look like?
Financial Planning May 1, 2012 John J. Bowen, Jr.	Borrow From the Best One of the best ways to learn what it takes to succeed in our business is to look at the best practices of elite financial advisors who are enjoying tremendous success in the marketplace.
Financial Planning October 1, 2010 Bogan & Doss	The Marketing Plan You'll Need The struggle many advisors face is that active marketing can seem as daunting and complex as a piano concerto by Johann Sebastian Bach.
Entrepreneur February 2008 John Jantsch	Frame of Reference Referral-based business is good business, so why not put it front and center?
Registered Rep. May 1, 2005 Anne Field	Refer Madness When it comes to finding new business, referrals, of course, are the gold standard. What could be a more effective marketing tactic than having existing accounts or business associates urge their own network of friends, family and clients to seek you out?
Registered Rep. September 30, 2009 David A. Geracioti	Do Retail Financial Advisors Have an "Unhealthy Focus?" The Financial Times suggests the way financial products and services are sold need to be completely overhauled.
On Wall Street November 1, 2011 Todd Colbeck	Your Clients Are Your Best Calling Card More than half of all new clients of financial advisors come from active and passive referrals according to studies of advisor best practices.
Investment Advisor June 2010 John Sullivan	Grow and Learn A poll recently conducted by the SEI Advisor Network found that the top priority for advisors in 2010 is to "create new initiatives to increase sales and grow business."
Financial Planning April 1, 2012 Stephanie Bogan	The Rule of Influentuals A new survey shows that advisors are not proactive when it comes to drumming up clients, which means there's a wealth of untapped opportunity out there.
Registered Rep. April 15, 2009 Kristen French	Bank of America Launches Client Referral Program It's one of several referral programs the bank is putting together as part of its integration with Merrill Lynch, including one that would offer leads from the commercial banking division to certain Merrill Lynch advisors.
On Wall Street April 1, 2013 Lorie Konish	Five Questions with Matt Matrisian The director of practice management at Genworth Financial offers advisors tips on avoiding common blind spots.
Registered Rep. May 1, 2012 Anne Field	Slow Growth Hustle Thomas Balcom wants to take his $50 million AUM practice in Boca Raton, Fla. to $100 million in five years.
Financial Advisor January 2008 Andy Gluck	Believe In Yourself A conversation with Frank Maselli, whose new book, Referrals: The Professional Way, teaches financial advisors a system for getting referrals.
Registered Rep. May 19, 2010 Anne Field	The Art Of The Referral Everyone wants to win new business through referrals from clients and other associates. And why not? It's considerably more efficient than, say, running seminars or dialing for dollars and it produces infinitely "warmer" prospects.
Entrepreneur May 2009 John Jantsch	Referral Offers Your Customers Can't Refuse A great product or service and inviting customer experience is essential to building a steady stream of referrals to your business.
On Wall Street July 1, 2011 Todd Colbeck	How to Avoid 12 Big Marketing Mistakes The primary principle of building a marketing plan is to use a comprehensive and strategic approach. Here are mistakes to avoid and advice on how to do it right.
On Wall Street April 1, 2011 Todd Colbeck	High-Net-Worth Marketing In Three Easy Steps High-net-worth clients are less likely to respond to direct mail seminars and advertising. Introductions are the preferred way for them to meet a new advisor. Try these techniques.
On Wall Street April 1, 2013 Margarida Correia	Referrals Aren't Enough to Lure Clients Contrary to what many advisors assume, referrals do not automatically create new wealthy clients.
Investment Advisor January 2008 Susan L. Hirshman	Referrals Revisited:Part II Matching financial advisory clients' perceptions of your value with the reality.
Financial Planning August 1, 2007 John J. Bowen	The Best in the Business Financial advisors can learn much from studying the business practices of their most successful peers.
Financial Planning September 1, 2011 Temma Ehrenfeld	Person of Interest: Asking Clients for Feedback Few planners ask their customers to evaluate them. Julie Littlechild is on a mission to change that.
Financial Planning December 1, 2010 Stephanie Bogan	Talking Back There is a strong argument that the very process of asking for feedback can help to build strong client relationships.
Investment Advisor August 2006 Susan L. Hirshman	The Wealth Advisor: Lessons From the Best With a targeted client plan consisting of an integrated approach for client segmentation, actively pursuing referrals, and furthering meaningful client contact, financial advisors will be on their way to meeting their clients' financial needs.
Financial Advisor February 2006 Grove & Prince	Who Wants to Be a Millionaire? The top 1,200 U.S. financial advisors, who regularly earn more than $1 million on an annual basis, rely on characteristics and techniques that can be adopted and refined by a great number of advisors.
On Wall Street May 1, 2012 Bill Willis	The Bank Perspective A growing number of wirehouse advisors are showing more interest in bank brokerage programs today.
Financial Advisor December 2006 Pomering & Littlechild	Using Client Feedback To Unlock Client Value How can you use client feedback to unlock client value in your financial advisory business?
Registered Rep. June 13, 2012 Matt Oechsli	Prospect Facetime: Five Affluent Faux Pas To Avoid Don't be afraid to sell, but mind these pitfalls.
Financial Advisor September 2012 David Lawrence	Dare To Be Different It's the best way to attract new clients and build business.
Financial Planning February 1, 2010 Donna Mitchell	5 Questions for Maribeth Kuzmeski What is marketing if not forging a link between you, clients and prospects? In her new book, the connectors, marketing expert Maribeth Kuzmeski discusses strategies for building long-term client relationships.
Registered Rep. August 24, 2011 Boswell & Nichols	7 New Advisor "Musts" for Thriving in Crisis These seven tips are great for deepening relationships, initiating new relationships, and finding new business in a time when many of your competitors are missing the mark.
On Wall Street January 1, 2012 Todd Colbeck	Becoming A Lean, Mean Referral Machine Referrals are the best marketing system selected by advisors when surveyed -- particularly for the high-net-worth client.
Registered Rep. February 26, 2015 Matt Oechsli	The Marketing Budget of An Elite Financial Advisor For the general population of advisors, the question is how to mirror the relationship marketing activities of an elite financial advisor with only a fraction of the resources.
PHONE+ December 1, 2009 Tim Basa	10 Ways To Boost Referrals Referral marketing should be a priority in your business.
Financial Planning January 1, 2009 John J Bowen Jr	Interesting Times This interesting financial environment offers unparalleled opportunities for advisors to grow their businesses and come out of the current mess stronger than ever.
Registered Rep. January 1, 2003 Roy M. Adams	Looking for a Lucrative Relationship? When you strike up a professional relationship, you may be pleased to make a new friend. But you'll be really happy if that friend brings you business. Which brings us to this month's topic: Why financial advisors should get to know estate attorneys.
Registered Rep. March 31, 2015 Matt Oechsli	Upping the Referral Game How do elite financial advisors develop effective referral alliances?
Registered Rep. June 23, 2010 Halah Touryalai	Too Much Client Hand-Holding, Not Enough Prospecting The nervous-client-syndrome has yet to wear off. That's according to a new survey that says most advisors are still spending the majority of their time with existing clients rather then generating new business.
Financial Planning November 1, 2006 Ray Sclafani	Ask a Coach Whatever your goals may be, a seasoned coach can help financial advisors take advantage of the opportunities that are present in a changing competitive business landscape.
Financial Advisor September 2006 Andrew Gluck	Referencing Referrals While many financial advisors around the country struggle to bring in new clients and grow their businesses, others enjoy an embarrassment of riches -- they have so much new business they don't know how to handle it. Why?