As a new advisor, unless you’re fortunate enough to work under another advisor who can point clients in your direction, you need to get in front of people to build the practice.

When I started out in this business, I did not have the confidence to ask for the referrals that now have really played a huge role in building my practice. So, in the early days I spent time presenting seminars about personal finance, retirement and related topics, establishing myself as an expert in these subjects of financial planning. I offered complimentary consults as part of the seminars, and this was how I moved potential clients and or attendees to become clients.

In addition to this work, I also reached out to my “natural market” — all family members, close friends and neighbors.

My last piece of advice would be to not be shy about asking for referrals. Have confidence in the work that you do and the value that you bring to clients, and ask them to introduce you to their family or friends whom you may be able to help.

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