We are more than halfway through 2017, and hopefully you are ahead of your annual sales and client retention goals. Even so, if you are like the majority of advisers, you likely are struggling to attract new client relationships while retaining your existing client base in light of the unsettled and unsettling regulatory climate. That’s why we want to talk about your marketing efforts and in particular the power of client testimonials.

Some of you are saying, “We already have a few one- or two-sentence quotes about how helpful our team has been.” I’m talking about creating a small library of client testimonials that address specific capabilities, attributes, outcomes and results. I’m advocating that you proactively incorporate client testimonials into your marketing efforts.

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