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Networking events
Combination… dinner workshops, educational workshops ( no dinner) , networking, CPAs, referrals, etc.
Are you talking about leads for retirement plans? If so, I would suggest that mass marketing (e.g., radio) is a waste of time because such a small percentage of the audience has any control over what retirement-plan vendor they use.
I found that the best approach is a personal one, so any networking opportunity involving CEOs, business owners, and HR managers is worthwhile. I also ask everyone I know about their company's 401k plan, who the provider is, whether they and/or the company are happy with it, and whether they would talk to the HR manager or CFO about meeting with me to get a no-cost analysis done. Warm introductions are crucial because HR managers and CFOs get called every day about their retirement plans.