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You’ve heard this before from good clients: “Just tell me how I can help.”  Ideally you would like them to refer their friends, but when you take the conversation in that direction, their minds go blank.  They still want to help.  Here are some directions you can take the conversation.

1. Tell me about your employee benefits plan at work.  They might be an individual client, but they should be contributing to their 401(k) through their firm.  Draw them out about what other benefits are available to them.

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