Image: The Principal Financial Group

As a financial advisor, what’s your “perfect wave?” The plan sponsor who will understand the value you provide, the individual who desperately needs your advice or the business owner trying to create a succession plan? And just as important, how do you catch your perfect wave?

Your pipeline is most likely built through referrals, networking, internal business partners and possibly some good, old-fashioned cold calling. But once you’ve created your pipeline, how do you turn those prospects into clients?

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