determine from whom your prospects

Step 2
      Step 2 is to determine from whom your prospects are presently buying securities. This is probably local or nearby brokerage houses, although some may deal with major city firms. Other maybe buying trough local or other banks or trust departments.

Step 3

     You must now ask yourself why people buy securities. On the basis of experience with your personal client list, you would find that that most security buters fall into several easily recognizable categories. These include:
1. Conservative purchasers who buy principally to preserve capital or to develop income. Individuals in this group normally buy certain types of cinservative common sticks and are apt to own preferred stock, bonds, or mutual funds.
2. Aggressive investors who are principally interested in longterm capital gains. The are usually more interested in ownership of individual common stocks.
3. Speculators who are interested in both long- and short-term capital gains. They normally own common stocks, warrants, and bods at cetain times in the interest cycle. At various times they may also own options or commodity positions.
4. Buyers who buy securities for corporate purposes or enter the commodity markets to hedge against risk entailed in their normal businesses.

Step 4
      The next step is to determine why these individuals are buying securities and other types of investments from their present sources. I doubt if there is a great deal of statistical information available on this. However, you common sense and experience else where will probably help.
     You can start with the assumption that purchasers of something as important as investment advice and services wil buy from people they know and fell comfortable with, or from strangers who are well known by reputation. In addition, all oters things being equal, purchasers will probably give business to someone they like.