As part of our research for the Seeking Success project, Accounting Today and Cetera Financial Specialists identified both a group of firms that offer wealth management services, and then a "Pacesetter" subgroup of firms within that whose wealth management practices are growing faster than their tax and accounting practices.

[IMGCAP(1)]We've been looking at some of the practices that help the Pacesetters stand out; in the last issue (see January's "Seeking Success") we looked at their business and marketing planning, and in this issue we'll look at their approach to bringing on new clients. The bottom line is that they take it much more seriously, being much more likely to have a formal interview process, and to spend more time doing it. They're also more likely to investigate a wider range of issues in the interview process than the average firm.

Created in partnership with Cetera Financial Specialists LLC. To view the whitepaper "Best Practices of Elite Teams," prepared by Cetera and the Oechsli Institute, visit www.ceterafinancialspecialists.com/eliteteams/.

All data from an October 2013 survey.

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