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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?
Financial Advisor December 2003 Grove & Prince	The Financial Life Of Senior Executives Who do America's top executives favor as their primary financial advisor and how did they find that advisor?
Registered Rep. June 1, 2012 Anne Field	Courting Centers of Influence Getting referrals from COIs requires some strategy. Here's what worked for a few advisors.
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.
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. March 22, 2012 Boswell & Nichols	10 Ways to Make Social Media Work for Advisors When it comes to social media, advisors have a resounding question, "How do we actually use it and how do we get value from it?" We decided to answer this question.
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.
Investment Advisor July 2010 Ray Sclafani	The High-Performance Coach: The Five Myths of Professional Networks Why you need professional advocates.
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 April 1, 2011 John J. Bowen, Jr.	Listen Up! Want to build great long-term relationships with clients, professional partners and centers of influence in your market niche? Here's a secret: Do a lot less talking and lot more listening.
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
Registered Rep. March 31, 2015 Matt Oechsli	Upping the Referral Game How do elite financial advisors develop effective referral alliances?
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.
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 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.
Financial Planning July 1, 2011 John J. Bowen, Jr.	Consultation, Not Just Advice Financial advisors offer advice, of course, but they'd be much better off if they thought of themselves as consultants.
Registered Rep. August 1, 2006 Matt Oechsli	Clone Your Clients Hang it up -- the phone that is. The way to get affluent financial advisory clients is through networking, referrals and introductions, not cold calling or direct mail.
Registered Rep. August 7, 2012 Anne Field	Nailing Your Niche Focusing on a niche market is often considered the road to success for advisors, but even the most promising niches don't always pan out. You may need to make a switch.
Financial Advisor September 2008 Rebecca Pomering	Picking A CPA Mate The concept of financial advisors partnering with CPAs is not a new one. But if the strategic fit isn't good and if the partnership has not been forged with deliberate, thoughtful planning, the results won't be merely disappointing, but disastrous.
Investment Advisor August 2006 Melanie Waddell	High Definition A good number of financial advisors are making strides in perfecting their marketing techniques to help them stand out from their competition and attract new business.
On Wall Street June 1, 2012 Todd Colbeck	The Joint Venture Solution How do you create win/win relationships with other professionals who will go out of their way to refer you to great prospects and future clients?
Financial Planning December 1, 2011 John J. Bowen, Jr.	Strategies for 2012 and Beyond In these volatile times, you have an excellent opportunity to build relationships with high-net-worth investors who are actively looking for advisor alternatives. With that firmly in mind, here are some key strategies and tactics that will make a big difference over the next year and beyond.
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.
Registered Rep. December 1, 2005 Anne Field	Finding Future Clients For the prudent advisor, an aging book calls for strategic planning -- and reaching out to younger clients. That can include targeting anyone from promising junior executives to the children of existing accounts.
Registered Rep. November 9, 2011 Boswell & Nichols	Keys to Generating New Advisor Introductions Introductions are an extremely high impact activity when done correctly and they can be just as effective for someone who is brand new to the business as they are for a 30 year veteran.
Financial Planning July 1, 2010 John J. Bowen, Jr.	Duplicate Efforts Duplicate your top clients -- using their insight to attract more ideal clients like them -- and you'll see a substantial jump in your revenue without much additional variable cost.
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.
Registered Rep. April 23, 2015 Anne Field	How Long Should You Take to Land a Prospect? Most advisors have a process for bringing in potential new accounts -- a certain number of meetings, a series of topics to cover -- but many find the trickiest part of the chain is the final close.
Registered Rep. June 30, 2011 Anne Field	Clearing the Hurdles To Growth You can't build a house without a strong foundation. That, in essence, is why it's so important for advisors, from the beginning, to have a long-term vision and blueprint for the type of practice they want to create.
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.
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. September 1, 2005 Ruth Halcomb	Link Globally, Prospect Locally LinkedIn and similar social networking sites help financial advisors solve the greatest problem confronting those looking for small business clients: finding a pool of genuine prospects.
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 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.
Investment Advisor September 2006 Mark Tibergien	Formulas for Success: Bust of Boom? Financial advisors need to adjust their practices as baby boomer clients age.
Investment Advisor August 2007 Robert F. Keane	Speaking Out Don't be shy about marketing yourself. You have a story to tell. The reality is that most financial advisors think marketing is a dirty word, but properly promoting yourself can bring you more of the types of clients that you want.
Financial Planning November 1, 2010 John J. Bowen, Jr.	Wow Right Now Starting now, you need to delight your clients if you want to keep their business and maintain their loyalty going forward.
Investment Advisor November 2005 Olivia Mellan	The Psychology of Advice: Well Connected As a financial planner, you know that networking with peers is valuable, but it isn't as easy as it sounds. There's no downside to networking. The more you do it, the better you'll get at making connections that can help keep you fresh, alive, and evolving in your worklife.
On Wall Street November 1, 2011 Elizabeth Wine	The Unfaithful Client Cheating on a financial advisor is a known, but frowned-upon client practice. But new research says that it has been gaining traction among high-net-worth households since the market turmoil began in 2008, with many clients bolstering their stable of advisors.
Registered Rep. December 4, 2012 Megan Leonhardt	(No) Experience Necessary When it comes to being a financial advisor, the more experience -- the more years you have on you -- the better, right? Not quite. A new study shows that firms should be cautious when bringing aboard advisors heavy on experience.
Registered Rep. March 3, 2010 Kristen French	New Social Networking Site Targets FAs LinkedFA is a new website is trying to cash in on the social networking craze and resolve some of the thorny regulatory questions that social networking sites raise for financial advisors.
Investment Advisor August 2005	The Gurus Speak What's the biggest challenge for independent financial advisors? 15 marketing experts weigh-in: Talk About Your Journey... Have a Clear Plan... Specify Goals... etc.
Registered Rep. December 1, 2004 Anne Field	Practice Makeover Like many advisors, Gary Hager has decided to focus on the small-business community, and for good reason. With about 20 million small businesses in the U.S., the market comprises a wide-open opportunity.
Registered Rep. May 8, 2014 Matt Oechsli	Working the Room As much as we tout financial advice as a relationship business, many advisors struggle with networking. Instead, they make it all about business.
Financial Planning May 1, 2008 John J. Bowen	The Right Ally Forming strategic alliances with the right professional advisors -- such as CPAs and attorneys -- is one of the best avenues for advisors to acquire additional high-net-worth investors.
Registered Rep. January 1, 2005 Shaw Grove & Alan Prince	Does Branding Still Matter? Are today's high-net-worth clients attracted or, at best, ambivalent, to big name financial services firms?
Financial Planning February 1, 2011 John J. Bowen, Jr.	What CPAs Want Almost 82% of wealth managers have told CEG Worldwide that referrals from other professionals, such as CPAs, are a very important source of new clients.
Financial Planning March 1, 2007 John J. Bowen	Your Network of Experts Working with experts outside of your advisory firm is a key component of successful wealth management. But choosing the right professionals to work with isn't easy. Here's how to do it.
Financial Planning March 1, 2008 Elizabeth O'Brien	Your Network of Experts Forging ties across disciplines can improve your client service and give your practice an edge over the competition.
Registered Rep. August 1, 2005 Anne Field	A Nic(h)e Business As the market becomes more saturated, it's important for financial advisors to offer something unique. Here's where to start.