How to Swim Upstream

Published Monday, October 01, 2007

Three years ago, Kalita Blessing set out on a mission. She was determined to rev up her bottom line. Blessing, a principal with Quest Capital Management in Dallas, met with a business coach, and came up with a promising — though daunting — plan: Acquire more clients with $5 million or more in assets. To that end, she developed relationships with about 10 CPAs and estate-planning attorneys, from whom she requested referrals. She analyzed her book of business, focusing on the top 20 clients, wining and dining them, and taking their families to football games and other events.

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