Prospecting anxiety is thebiggest challenge. It forces you to go outside your comfort zone as a bank advisor. It is much easier to wait for bank branch referrals to come. The problem is when they don't.

That write-in response pretty well sums up our recent survey on prospecting for high-net-worth clients. As part of our Top 50 Bank Reps program, which is sponsored by PrimeVest, we identify and profile 50 reps each December and then survey them on various topics throughout the year. Since this survey (our top 50 bank reps) tracks a limited universe, the results are best viewed as anecdotal evidence, rather than as scientific. The results, though, do illustrate some telling sentiments and approaches afoot in the industry.

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