When I think about advisers who are the most successful, they tend to be brilliant marketers. They inevitably come up with unique ideas and solutions that allow them to actually gain positioning with people who would otherwise be difficult to reach.
One idea is to devise an interesting way to leverage the age-old concept of “the retirement party.” There are actually people who have created retirement parties for clients who they knew were retiring — and in doing so were able to connect with the friends and associates of that client, many of whom had not retired yet.