Author: Bill Cates

What’s better than a happy and loyal client? A happy and loyal client who has become an ADVOCATE for your business. First, advocates recommend you. They vouch for you. Second, they pay attention to the…

In 1956, Earl Nightingale released the very first motivational record entitled, “The Strangest Secret.” This record sold over one million copies.  And “the secret?”   What you think about you become. In 1972, a wise man…

In a previous blog post, I covered three effective ways to get introduced through an email. It came with a short video you might find helpful. Feel free to check it out HERE:  https://referralcoach.com/introductions-in-a-virtual-world/ As…

This is The Business Builders Podcast – 2-minute edition. These short episodes are designed to provide you with ideas, strategies, and tactics that you can use to impact yourself and your business. A very wise…

Let’s set the scene. You’ve been introduced through email to a new, in-segment, prospect by a great client. The prospect responded to your email request for a short (15-minute) call to get the conversation started…

Using in-person networking as a key part of your client-acquisition strategy is not restricted to new financial professionals. I just interviewed a very high-level advisor who still uses events and other social gatherings to discover…

I often joke that it seems like the only people making money using LinkedIn are the people who are selling you a process to use LinkedIn.  In all my interviews and coaching sessions with advisors…

[Excerpted from Radical Relevance – Sharpen Your Message, Cut Through the Noise, and Win More Ideal Clients by Bill Cates, CSP, CPAE] When writing my book Radical Relevance, I did a little poking into neuroscience…

One of our biggest challenges in client acquisition is when a prospect is having trouble letting go of the relationship with their current financial professional. Of course, you strive to deliver great value and service…

Is this “virtual world” here to stay.  Yup!    Okay, maybe not as prevailing as it is now for most of us, but the convenience and efficiency of virtual meetings is too tempting to have them…