Retail securities brokers develop their lead sources through a variety of means, including referrals from existing clients, personal and professional contacts, and cold calls. Bank brokers develop leads using all of these methods, but also have access to the motherlode of all lead sources: referrals of bank customers by branch employees.

This lead source is the reason many brokers have elected to set up shop in bank branches, as production based on these referrals can account for up to 70% of a typical bank broker's transactions.

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