Client acquisition

Advisors who ignore clients’ progeny risk declining assets and a scramble for revenue sources.

One firm injected youth into its practice by making dramatic changes.

Benefits abound when you hire people with chops in special areas

Analyze existing information to avoid sending a “please tell your friends about me” email.

An idea from an unexpected source –Rolls Royce–could make it easy for clients to help you.

Bring in suitable clients in the first place, so they can reel in similar prospects.

Don’t be afraid to ask some personal questions. Showing interest in clients’ lives can be a great way to net new business

CPAs and lawyers grow weary of cold-calling financial planners seeking referrals.

Advisors who narrow their focus may find it pays off in terms of new clients.

Clever ways to build relationships with professionals in other industries can give your practice a boost.

A few clients in the right profession can lead to a whole book of clients who do the same thing.

When advisors plan unique events to gather clients and their friends, referrals follow.

LinkedIn is networking on steroids. Don’t believe it? More than 60% of advisors who used LinkedIn appropriately snagged new clients, according to a study.

By deepening relationships with clients, a goals-based approach can lead to more business.

Going the extra mile in client service can help attract quality referrals.

Organizing meetings with a client’s other advisors can impress outsiders and spark more business.

Not every referral will turn into a worthwhile client, so savvy screening makes sense.

How to get them to offer unsolicited praise in a social setting.

Don’t be too ‘salesy,’ but rather highlight advice and expertise.

In order to gain the most referrals, it is no longer enough to just cultivate a niche.