I logged into Amazon.com recently to see how many books have been written about referrals and found that nearly 4,000 books are available on getting referrals. Why then do 80% of all financial advisors not actively ask for them, according to a recent study I read?

Referrals are the best marketing system selected by advisors when surveyed (particularly for the high-net-worth client). They are virtually free to implement. And, I believe an astute financial professional will have at least three referral systems that they have tested successfully and use every day.

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