Winning over prospects and generating new referrals: What works?

Finding good sources of referrals and winning over prospects is more of an art than science. Take this classic example: One adviser told InvestmentNews that he once did a television appearance in hopes of raising his profile and winning new clients. The net result? He did wind up adding a handful of clients: The anchors of the show the adviser was featured on. What been the best, worst or oddest tack you have ever tried to get referrals convert prospects? Share your thoughts with us here in the comment box below and check back to see how others have responded. Your comments could help to generate an upcoming feature in InvestmentNews. -- M.B.