Summary: Finding the right niche market — comprised of potential clients who share certain distinct characteristics — usually requires thorough analysis and detailed customer profiling. You want to determine where to look to uncover a rich cluster of prospects that you’re ideally suited to serve
 As I explained how their pensions worked, I found out that a lot of financial advisors were not doing the kind of comprehensive financial planning that teachers needed. So I got my CFP (certified financial planner) and CLU (chartered life underwriter), and started my own firm.”Marc Sarner, President, Wake Up Financial & Insurance Services
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