Word of mouth/referrals (88%) remain the largest source of lead generation for advi- sors followed by repeat clientele (84%). The advisor’s own experience often comes into play, especially for products like river cruises. Partner groups, host agencies and consumer events also drive growth. Advisors are also learning how to use social media to inspire more prospects, such as millennials, students, and generation X. CHART 12 | 25 LEAD GENERATION CHANNELS FOR ADVISORS TRENDS IN THE RIVER CRUISE SEGMENT Word of mouth/referrals Current/past clientele Advisor’s personal experience, specialization Social media Digital marketing Consumer events Print advertising Leads/referrals from host agency/consortia Private organizations/clubs Lead/referrals from partner group TV/Radio marketing Church group 88% 84% 54% 37% 26% 17% 15% 15% 13% 13% 6% 5%