BELLEVUE, Wash. — Consultant Dan Allison has an advisor who taught him a valuable lesson that went beyond financial advice. The planner's client had mentioned his name to a colleague with a wife and five kids, a $500,000 salary and bad spending habits. The planner didn't follow up with the client.

Instead, he merely thanked his client for passing his name along, taking it for granted he wouldn’t be hearing from the prospect.

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