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Where will my clients come from?  You are seeking to build a clientele consisting of business owners, self-employed professionals and HNW individuals in your local market.  They should have needs in areas like business and personal insurance, investments and benefit plans, specifically retirement planning.  You “knock on doors” yet want to find places where these future prospects congregate.  Where should you hang out?  What organizations should you join?

Before you consider organizations, you need to buy into the line of thinking that once people reach a certain level of business and career success, they focus attention on giving back to their community.  They join community and professional organizations.  It gives them the opportunity to do good, raise their visibility and climb the social ladder.

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