SAN DIEGO – One of the best sources for advisory referrals are smart, connected professionals such as accountants, attorneys, business leaders, even other planners with different specialties. In fact, referrals have the potential to provide 60% of a firm’s new business, according to a recent study by Charles Schwab.

Getting these so-called centers of influence to send new business your way is easier said than done, however. Too many advisers are laboring under powerful misperceptions about how to make it happen, according to Nikolee Turner, managing director of the business consulting services group for Schwab.

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