We’ve all heard the stories of advisors who have successfully grown their firms with dramatic strategies: radio shows, seminars, a newspaper column, referrals from accountants or a tight niche focus (executives at a large local company, vineyard owners, dry cleaners, widows, etc.).
Now, don’t get me wrong: these are all great, successful strategies. The problem is that for the most part they are either based on a skill that most advisors don’t have (broadcasting, public speaking, writing, etc.), shared experiences (a former dentist working with dentists, etc.), or resulted from an opportunity that presented itself, rather than by design (most client “niches”).
Okay, are you ready for the secret to life, the universe, and advisory firm growth? Here it is: client perks.
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