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imageClient events can yield big returns. Some financial advisors report that up to half their annual referrals come from them.

Doing an event right, though, is not easy. There is no one right way to do an event. But advisors who do them often and well say that the idea of relationship-building has to take center stage, with any sort of sales pitch a very distant second.

“You have to think of an event as giving people a gift, rather than trying to get a lead right away,” says Robert Sofia, co-founder of consulting firm Platinum Advisor Strategies.

For “tips” on “how to”, Alix Stuart has a great article in the August issue of OnWallStreet.com. As a recruiter, I found the article relative to all sales professionals who wish to build their client base.