Sometimes, the best marketing collateral you need is yourself. Take some risks by doing something very simple: Being you! This can not only intensify your existing client relationships, but it can help showcase to your potential clients why you are different than their existing advisory relationship.
According to a study by SEI, 47% of your clients will eventually make a referral. Another 47% will not...until you ask. But how can you ask without the question falling flat on its face, and avoiding the typical response of "If I think of someone, I'll let you know"? We answer this important question in this story.
As seen in RIABiz, January 2017
By Amy Parvaneh
Remembering your value busts up the dilemma of selling within a circle of friends.
