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When you're pursuing new business, you'll want to break into clusters of prospects who fit your style and interests—but always bear the immutable laws of networking in mind.
Your contact network is your means for gathering knowledge and displaying value. There's no better investment than molding it to your advantage.
Many advisors visualize their prospects and clients according to a bell curve—and that's a mistake. To rid yourself of below-average prospects and spend more time on potentially lucrative ones, start taking an 80/20 view.
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