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Keyword: Client referrals

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When contacting a new prospect, be sure to stay on the right side of the law

Do some research before making contact

It’s engagement, not satisfaction, that motivates clients to recommend you

Make sure they express your brand message when recommending you

Don’t ask. Start by developing your brand and understanding your niche

An advisor sees his assets shrinking as his aging clients begin drawing down on their investments. For the first time in years, he needs to start actively seeking new clients - but doesn't want to look desperate

Engage your clients — and don’t ask

Don’t put your clients on the spot

Conventional wisdom says it's conversations with clients, and their satisfaction levels, that drive referrals. But more recent research suggests it all really depends on the client

Don’t over-emphasize your quest for new business