CHAPTER 12
Leveraging Clients to Get New Ones
THE MOST EFFICIENT AND EFFECTIVE MARKETING you can do is to leverage your existing clients to get new ones. This gives experienced advisors a real advantage, but many experienced advisors miss this opportunity. Once the advisor has built a foundation of fifty to one hundred client relationships (each with investable assets of more than $100,000), leveraging existing clients is likely to take the advisor close to the goal of acquiring ten to twelve new affluent client relationships of $250,000 each and $12 million in new assets each year.
To be effective in leveraging clients to get new ones, you must be very organized and consistent in your approach. This chapter focuses on four methods to leverage ...
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