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Build a referral-based practice

Aurora L. Tancock, CFP, FLMI

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Over 90 percent of Tancock's new clients are referrals from existing clients. They are not coming in because she has better products to sell or can promise better market returns; they are looking for someone to help them organize their finances and help them achieve their goals. Tancock shares the process that she follows to make sure she remains referable in every stage of the sales/service process.

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