I have spent most of my life either working as a financial advisor or helping other advisors take their businesses to the next level. And over the years, I have heard every excuse imaginable from advisors at all model firms on why business is slow.

However, the excuse that comes up most often is from my clients in the bank channel and it goes something like this: My production is low because I don't get enough referrals. They usually go on to elaborate on how the bank is horrible and/or their territory is the worst. It may be true they don't get many referrals, but it is not the only reason their production is low.

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