Mark Zinder, president of a training firm for advisors, says that those who are looking to grow their books need to start approaching things differently. He notes that there are about 200,000 financial advisors in the country, but that only about 1,000 or so are producing $1 million a year. And he has one question for the rest: “What are they doing that you’re not doing. After all, you’re all selling the same thing.”

Zinder is scheduled to give one of the keynote speech at the Bank Insurance & Securities Association’s annual conference on March 9 to March 12, entitled “The Business Model has Changed—Change With it.” Bank Investment Consultant caught up with Zinder to hear his thoughts on how advisors can improve their practices.

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