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The inside track.  Everyone wants a friend on the inside.  It’s a competitive advantage.  You make a new friend, or maybe someone married into your family.  They work at a firm with the potential to be a client.  Always on the lookout for business opportunities, you wonder: “What can I learn?”

Be careful.  On the subject of advisors and making conversation, a friend explained: “It’s conversation.  Not interrogation.”  Gather information over time.  You might start by explaining your business, how you generally work with firms, not individuals, if that’s the case.  Their firm might be able to use your help, but you want to learn more.

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