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the prospecting process
Prospecting Today: It is a process, not a thing
by Tony Vidler        Prospecting today is a continual process, not a series of one off actions as it once was.     Eons ago when financial advisory work was essentially just a continual series of product sales the prospecting required to be successful was repetitive and continual, but each prospecting call was a one-time […]
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cenrte of influence prospecting
What prospecting delivers the best results?
By Tony Vidler, CFP CLU ChFC The prospecting method that keeps on delivering the most opportunities is Referrals.   A distant second in the source of new clients for advice firms is Centre of Influence referrals.   Research by the Financial Planning Association showed that on average in the previous year some 34% of new […]
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