Say you're wealthy, and someone you don't know calls and wants to invest your money. Would you trust them? The quick answer is a resounding no, since high-net-worth clients do business primarily through introductions.

When asking financial advisors about their most successful marketing techniques, the overwhelming answer I hear is word-of-mouth and referrals. That's not surprising. What is interesting, however, is that only about 20% of advisors actively seek referrals.

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