Facebook, Twitter or LinkedIn! All are excellent networking sites for the aspiring advisor. Yet, augmenting these efforts with good old-fashioned cold calling can get the results you need.

All too often managers find younger advisors scouring the Internet for potential leads and not spending nearly enough time on the telephone. To be sure, if you aren't actively — and I mean telephonically or face-to-face — communicating with your leads and pipeline, sales will rarely follow. Calling by day and researching by night helps to guarantee success in the brokerage business. Now that we have the order down, take some advice from a seasoned pro on how to make the most of your calls.

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