Client acquisition

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.

As a generalist, advisor Jim Marquardt avoids cultivating a niche and reaps referrals in the process.

Doing something an advisor loves can bring in more clients than a slew of promotional meetings.

Don’t forget the process of connecting on a holistic basis.