CHAPTER 6

Your Digital Network: Obtain Referrals from Social Media

To build a successful financial services company, there are three fundamental things a professional must consistently do to sell (achieve sales results), build relationships with prospects and clients, generate referrals and build a sales pipeline of qualified leads. These basic fundamentals have not changed, and the whole process begins with generating qualified leads, turning those leads into qualified prospects, and establishing a relationship to convert the qualified prospects to long-term clients. As we discussed in the previous chapters, many top professionals have built a successful business just on the back of referrals and introductions from clients, family, and friends. ...

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