I recently spent a whole day out of the office visiting local fee-only planners. I spent time with my first firm, which manages $100 million in AUM; I also visited two planners whom I had never met. One was a solo practitioner running a lifestyle practice; the other was an owner of a firm with $450 million in AUM.

There’s not necessarily a lot of overlap between their target clients and mine. So my goal with all three meetings was to help them understand immediately who my ideal client is -- and when to refer clients to me.

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