Quick, what is the greatest source of new clients among financial professionals? Most likely, you replied "referrals." Now, would you rather be referred to four new lower-tier C clients or one new higher-tier AAA client? It's a no-brainer. Being referred to an AAA client is like hitting a grand slam home run in baseball.
So how do you get more grand slam referrals? The answer involves learning which kinds of clients are likely to deliver the most new assets, how to become a specialist instead of a generalist, and how to mine likely sources of grand slam referrals.
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