Our job as insurance brokers or financial advisers is to help people protect their lives and assets and prepare for the future. But if we don't know how to attract clients, we can't help many people.

If you're a knowledgeable, honest, caring adviser to your clients, eventually referrals will make up the bulk of your business - and we all know that referrals are worth their weight in gold. But what can you do when you're first starting out? Some of my previous columns have outlined various ways to find clients; this month I want to look at one method in particular: the seminar.

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