Here’s a script for you to use when you make that first call to a referral.

In times of fear and uncertainty, clients will look to you for positive reinforcement. Be a fearless leader.

You can't control the markets. You can only control your clients' reactions to the markets.
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A story about trust - Hold your client’s hand tightly as you walk him or her toward their goals. It’s not enough that they hold your hand. They may let go in tough times. It’s up to you to hold onto them.
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I’m sure you call your clients on their birthdays. Here’s a great idea to inject fun into the call.
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By asking the right questions, you will get the best  answer from your clients so that you can provide them with the results they are seeking.
Running Time: 2:54

You can't demand trust, you have to earn it. Clients need to believe that they can rely on you to do what you say you're going to do and not lead them astray. Until you gain a client's trust, they will be hesitant to do business with you and follow your lead. 
Running Time: 4:41

There are instances where you can establish trust and open the account very early in the relationship, but those instances are few and far between.
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Who gets more stressed in this economy, women or men?
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If someone needs something, get it.
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Urge your clients to invest now and take care of themselves first.
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How should I follow up with a client when I receive an ACAT form?
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Disney is not Disney by accident.
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Slow and steady wins the race.
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