Market yourself every day. Very few top producers wait around for a prospect to call them. Nearly every big producer possesses an ego that suggests effortless success, but when you force them to be honest, they always admit they’re scared stiff that they will not be in business next year. They’re always looking for new business. But the way they look for it is often more innovative than methods used by less successful producers. The most profitable of the new breed of financial planning companies spend more than a quarter of their time marketing. Those who will rarely grow spend less than 5 percent.

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