The best way to move up markets is to figure out what makes you different. What services or strategies do you offer that are unique?

Younger advisors often focus on running asset allocations analysis and performance reports, but prospective clients can get that from any advisor. Think instead about what differentiates your practice and work on strengthening and marketing those services and approaches.

Being a part of a professional society, such as the Society of Financial Services Professionals (SFSP) or Financial Planning Association (FPA), and being a part of study groups can also be very beneficial. Additionally, take advantage of the resources provided to you by your broker-dealer. All of these groups provide advanced planning strategies that can be the difference between closing a sale and losing it.

The simplest but most important advice for moving up markets is to do the right thing for the client and deliver on what you promise. Going above and beyond for your clients is a surefire way to gain trust, which will ultimately lead to referrals.

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