Updated Sunday, April 20, 2014 as of 11:55 AM ET
Practice - Practice Management
Referrals Aren't Enough to Lure Clients
Monday, April 1, 2013

Contrary to what many advisors assume, referrals do not automatically create new wealthy clients. Instead, research group Cerulli Associates notes that affluent investors use family and friends as sources in "the retail version of the request for proposal process common in institutional markets."

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