Sell yourself, not your products. Concentrate on offering your knowledge and guidance and delegate 100 percent of everything else to your staff.

Master center-of-influence marketing. Consider contacting other advisors (CPAs, estate attorneys) your client or prospect currently works with, and invite them to lunch to get to know each other. Ensure that they don’t think you want to ask for their account. You have a mutual client, and it can be a great networking opportunity. If they host any kind of client-appreciation party, offer yourself as a guest speaker. One of the best ways to get a new client is having another professional introduce you to his current clients.

Spend more time in front of clients. There are only two rules in this business. No. 1: Always be in meetings. No. 2: Always refer back to No. 1. Financial advisors don’t get a check for just coming to work. We live in the results economy. But if you’ve got six appointments scheduled that day, that’s where you’re going to get paid the fantastic dollars top advisors can earn.

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