"How do I get more client referrals?" 

• Set aside 20 minutes at the end of each day. 
• Get off your computer.
• Get off instant messenger.
• Get off social media.
• Get off email.
• Take out your phone.
• Call every single client until you get someone on the line, then say this: "This is a service call. I have appreciated very much your faith in me over the last 5 years. I've have been very honored to work together and wanted to know what else I can do to serve you and your family."
• Listen to what they say.
• After you call all your clients, call all the CPAs and attorneys you work with. Say a similar message.
• Then call all your prospects you haven't closed yet. Say this: "I was sincerely curious what you think of me. Any feedback?" Listen to what they say.
• Keep going after that. Just keep calling 20 people a day, it doesn't really even matter who they are.
• Don't ask for the business. Just speak and create grace.

TALK to people.

Don't just text or email. They need to hear your voice and know you are human.

If you do this every day, think about what the results will be over a month, over a year.

A handful of people will do business with you just because you called.

Many others will hold you in higher regard for your grace and generosity. This will likely pay off in referrals but there may be other ways.

And even if nobody were to do that, you never know what you will learn about how the world looks from the other side. If you learn one thing a day from the "word on the street" and that makes you more relevant to those you serve, that is time well-spent.

• Make 1 - 4 prospecting attempts per day, 5 days a week, 50 weeks a year.

• “If you say our prospecting question (Coffee Script) to 1,000 people in the next 12 months, at the end of that time you’ll be at the top of this profession and you’ll stay there for the rest of your career.” ―Nick Murray

• The secret of happiness is freedom, and the secret of freedom is courage. Specifically, the courage to prospect."

I’ve spent 36+ years developing three distinct teams of investment advisors (most of them part-time) at four broker/dealers which produced 16 $50k-earners, ten $100k-earners, and two $200k-earners (88% of them direct to me), with an annual revenue of $1.6 million.

None of the previous firms had a truly Advisor-First mentality. They didn't run their business with consistency, simplicity, transparency, and none were lead by executives who had personally created Advisors (not to mention productive teams).

That has all changed now. IP recognizes our value and has given our group a open platform to structure our business as we see fit. They support us and then leave us alone.

Thus, we are re-building for the fourth time: better, simpler, fairer, and focused on the individual advisor – because we come first.

Client has an existing American Funds account of $50k in C-shares. You open another account for the same client for $60k A-shares. Which breakpoint does the new $60k qualify for?

1. $100k. C and A-share count together.

2. $50k. C and A-share don't count together.

Answer = 1