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The Financial Advisor's Success Manual by Craig CMIEL, David Leo

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Chapter | Nine

Business Development

Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds, and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.—Guy Kawasaki

There are at least 20 business development approaches that can be used by financial advisors to acquire new clients and their assets. We will mention a number of those approaches but focus on the key approaches that experience and data show need to be part of your client acquisition strategy.

Introduction to Business Development

The objective for business development is not growing the number ...

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