Develop a Nurturing Calendar for COIs
Referrals from professionals such as CPAs, attorneys, insurance brokers, and even other financial advisors can potentially be a good source of new clients. But those referrals are out of your control and often ebb and flow. To take more control of this process, regularly stay in front of these centers of influence (COIs) by developing a personal touch point calendar for each of your contacts. Map out how and when you plan to reach out to each COI. Then add reminders to your CRM or calendar to ensure consistent implementation.
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