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Keeping the pipeline full is the surest way to earn a decent living and improve sales numbers from day to day and year to year. It’s easy to lose sight of that when things are going well or going poorly, for different reasons. Advisors, even the cream of the crop, would do well to remember three tips to stay sharp when it comes to lead generation. offers advice on getting better.

Keep track of sales numbers and goals each month. Without analyzing what’s been accomplished, it’s difficult to spot strengths and weaknesses to know where to allocate time and money. Use multiple sources for acquiring leads. Get client referrals, buy lists, send direct mail and conduct seminars. That way, if one stream runs dry the others can make up for it. Lastly, ask one simple question: What can I do better this month that I failed to do last month? Figure it out and create a plan to improve.


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