So you get out your Assessment Chart and start calling the top clients on your list. You ask, “Could I come over and meet with you to get a sense of how I could serve you better? It’s not a sales call; I’d just like to get your thoughts about my industry as a whole.” Almost everyone agrees, so you set up a series of interviews with your best clients, in their homes, in their offices, at Starbucks—wherever they want to meet. You do this because, well, you’ve always done this. You’re kind of the country doctor of financial planning—you make house calls. This isn’t entirely unusual; insurance
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