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people at party As was said years ago in the financial services industry, “We are all things to some people.” Here are some thoughts on how you can make this happen. (Photo: Shutterstock)

Newbie agents and advisors need clients fast, so they are willing to be all things to all people.  Experienced advisors have often established niches: They’ve moved their practice upmarket.  They’ve figured out the client segment where they can add the most value.  Word spreads through the segment, creating a virtuous circle.  These agents and advisors can take the long view.  Because they take ownership of their practice, they are willing to spend some of their own money to cultivate business.


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