Advisor Confidence Index (ACI)

Referrals are the Most Likely Path to Client Acquisition

New clients are the lifeblood of an investment business for many reasons: They’re a source of fees; they’re links to pools of potential assets and clients; and they replace clients lost through attrition.

“There’s no better way of acquiring clients than through referrals,” explains Nick Stonnington, president and founder of The Stonnington Group in Los Angeles. He typically seeks new clients by strengthening relationships with existing clients and w

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