By Annette M. Bau, CFP™

I've studied successful advisors for more than 20 years. The best of the best all have
one thing in common -- a follow-up strategy that includes the following seven steps for
growing business and increasing income:

1. Provide a Personal Touch
The more personal your communications with clients, prospects, and centers of influence
are, the more effective your messages will be.  The old saying clearly is true: "They don't care
how much you know until they know how much you care."

2. Communicate Your Unique Selling Proposition (USP)
Successful service providers understand how important it is to differentiate themselves from
the competition. Every message you send, including postcards, letters, and e-mails, should
reflect the theme that makes you stand out and resonate with your target audience.   

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