Not a month goes by that I don't speak to a bank advisor about his great new marketing plan. He'll usually begin by saying that many accountants have clients who need his services. And he feels that once these accountants learn more about his business, they will gladly provide referrals.

I rarely hear the end-result version of this plan from an advisor who says he is getting a lot of referrals from these types of professionals. Maybe an occasional referral here and there, but nowhere near the numbers initially anticipated.

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