If growing your practice is at the top of your list of goals for2016, you’re in good company. Most advisors know that significantgains don’t just occur by chance.

Sure, after the first few years of building a practice, annualgrowth may seem to be advancing. But in the face of increasinglytough competition and ever-changing environments, whether you arean advisor with a comfortable-sized Rolodex or a business ownerwith incremental growth, you will be challenged to get to the ‘nextlevel’ if you don’t have a clear commitment to driving it there anddoing it now.

The fact is that true growth occurs through a strategic anddisciplined approach. Fortunately, one of the keys to driving yoursuccess inherently stems from who you know and with whom yousurround yourself.

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Beyond all the marketing strategies and tools that may beavailable to you, a relationship-centric growth model— something that you are probably very familiar with as anadvisor — can be the center of your plan. This means workingto deepen the relationships you currently have and continuing tocreate new connections with an eye toward future opportunity.

According to the Financial Industry Regulatory Authority(FINRA), in 2010 there were just over 230,000 registeredrepresentatives in the United States and in the last five yearsthat number has increased by nearly 12,000. This progressiveincrease coupled with the steady climb in the number of retiredbaby boomers means that now, more than ever, it is important foradvisors to standout from competitors in meaningful ways. Drawingon what you know about the importance of financial planning, andsharing your perspectives through stories and insights, can enableyou to make personal connections, which can be a very distinctivesource for success.

So, we asked five financial advisors and executives on how todevelop those client relationships. The following are five tips togrow your business by building and leveraging thoserelationships.

1. Be selective when bringing on newclientele

"If you’ve set your sights on growing your portfolio in 2016, itmay seem like a good strategy to take on any client that comes yourway. Enjoyable, sustainable and palatable growth cannot be achievedby forcing client relationships that aren’t truly a good fit. Doingthis may even damage the client experience you provide as awhole.

"Instead, seek out clients with high integrity who are pleasantto be with and who are appreciative of the work you do for them.It’s your job as an advisor to value each and every relationship,and make every client feel as if they are your only client.

Related: 3 key strategies for growing your insuranceagency

"This kind of attention will not go unnoticed, and over time youwill begin to gain valuable referrals. The importance of qualityover quantity couldn’t ring truer.

"At my practice, when we sit down as a team to plan for the yearahead, we don’t write any numbers down. Our goal is to make theyear ahead as enjoyable as we can for everyone involved."

- Peter Maller, founder and president of MallerWealth Advisors, registered representative of Lincoln FinancialAdvisors

2. With existing clients, be the person they alwaysturn to

"My advice to new advisors who ask me about the secret to mysuccess is to simply be honest with clients — put them firstevery time and never vary from that. It’s not the 'sexy' or complexanswer they’re usually expecting, but a client’s trust is the mostimportant factor in a strong, lasting relationship.

"The stepping stone to building this trust is ongoing contact.Before taking a new client on, I ask each of them to agree to meetwith me twice a year.

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"This means more work for me and my staff, but the time andeffort we devote is worth it when the result is a strong bond. Fromthere I ask to be involved in every facet of a client’s financiallife.

"In addition to helping them with investments, if they’reshopping for a mortgage or auto loan, they know that I can connectthem with the people who have competitive rates and provide qualityservice.

"Being the person a client can turn to for anything, makes youthe advisor they will stay with for life."

- Mark Rychel, founding partner of BCR FinancialServices, registered representative of Lincoln FinancialSecurities

3. Make connections that lead to growth

"You may not be ready to grow your practice through acquisitionsthis year, or even next year. However, the connections you make nowcould lead to this type of organic growth when you’re ready.

Related: Prospecting 101: 6 ways to acquire newclients

"I’ve acquired a total of four practices since 1995, but I liketo refer to them as saying I helped four friends retire. Ideveloped relationships with each of these senior advisors over theyears, and when it came time for them to wind down, they sold to mebecause they trusted me and knew I would take care of theirclients.

"This year, take the time to get to know senior advisors withwhom you have something in common. You could find one or manymentors, but your practice could also some day benefit from theconnections you make today."

- Mike Lockwood, investment advisor representativeand registered representative of Lincoln FinancialAdvisors

4. Take stock of your centers ofinfluence

"Clients feel like they’re being 'sold to' every day. Commercials,Internet ads and telemarketing calls have made most consumers waryof such sales techniques. However, this hesitance has elevated theeffectiveness and reliability of word-of-mouth recommendations. Foradvisors to generate a consistent flow of quality activity andreferrals, it’s important to generate relationships with keycenters of influence.

"I’ve been cultivating relationships with property and casualtyagents, attorneys, accountants and member firms since I came intothis business 40 years ago.

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"I wasn’t strong enough back then to do cold calling. I wouldinstead go door to door and talk to people, trying to connect onboth a professional and personal level. Through thoserelationships, I found that I could create a consistent flow ofquality activity and referrals.

"Do the same, and you’ll see your centers of influence come backto you — someone they trust — for advice."

- Jack Friel, founding senior advisor and managingpartner of Friel Associates, registered representative of LincolnFinancial Advisors

5. Take a multigenerational approach

"Typically, estate planning means preparing for the transfer of your wealth to afamily, but often neglected is preparing the family toreceive that wealth. Part of advising clients is understanding whatis most important to them. Oftentimes, family is the number oneanswer. So, doesn’t it seem logical to meet the people who are mostimportant to your client if they may ultimately inherit yourclient’s assets?

"When reviewing beneficiary designations with clients, I ask ifthey mind me contacting their children just to introducemyself. During those calls, I explain some of the services Iam providing to their parents, and mention that if I can ever be ofassistance, they shouldn’t hesitate to contact me. This willtypically end up with them asking questions about their ownfinancial situation. Alternately, if clients are uncomfortablediscussing their wealth with their children, I offer to act as amoderator during family meetings.

Related: 7 ways for insurance agents to create a culture ofsuccess

"Statistically, most assets leave the current advisor when theclient dies. So, getting to know the family is not only a great wayto get plugged into your client’s financial goals, it’s a good wayto retain assets."

- Joseph Biloon, partner of Financial House,registered representative of Lincoln FinancialSecurities

At the end of the day, no matter where you are in your career,your most important business assets are therelationships you maintain. Remarkably, we’re nottalking about dramatically redefining how you do business, butrather making the most of who and what you already know.

Each of these planners have taken a different path towardsuccess, but all are in agreement that relationship development andclient engagement can be the greatest source of differentiation andopportunity for any advisor or firm. Connecting with the people youserve and work with draws on professional skills and personalvalues.

High-value relationships are seldom achieved in a snap. Earningtrust takes time and focused persistence. So does creating entirelynew connections with individuals or organizations of like mind orcomplementary skills set or reputation. With competitors nipping atour collective heels and still more baby boomers in need offinancial advice, we can’t afford to wait for good things to comeour way, we have to plan for it.

Related: 4 undeniable tips to keep clients forlife

It takes time to realize the benefits of growing a network forlong-term success. Early investments in a relationship-developmentstrategy can help lead to the progression of your client portfoliowith a return of consistent, warm referrals.

Dale Carnegie once said, “You can make more friends in twomonths by becoming interested in other people than you can in twoyears by trying to get other people interested in you.”

Here’s to your continued success in 2016.