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Leaving the ball in the prospect's court can be a recipe for frustration. Use these four simple techniques to move the process along graciously but effectively.
Horsesmouth Essential: How do you get HNW prospects off the fence and considering your services? Get them thinking.
Flooding prospects with the same old letters, ads, and marketing materials does not cut it in today's sales-jaded society. You need to start treating prospects more like your clients, cultivating their trust to grow your book in the contemporary environment.
When client portfolios have taken a hit, referrals are usually the last thing on an advisor's mind. But it's actually an ideal time to broach the subject, and here's a way to do it with tact and success.
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