Author: Bill Cates

I hate networking events! You may have seen me write this in past blog posts.   And while going to events is not the only way to build a network of contacts, it should be…

Through my coaching and prep-for-speech interviews, I get to see what many top performers do to attract and retain ideal (Right-Fit Clients™) clients.   And I’m not using the term top performer loosely. The advisors…

Consider this message your wakeup call to make sure you’re not disrupting your flow of client referrals and introductions.   I’d like you to take the Referral Sabotage Quiz – There is no math and…

    Networking is not just about going to networking events.   Some of the best networkers I’ve ever met rarely attend events. Going to events is only one of many ways to meet people…

  I’m willing to bet that once Alexander Graham Bell hooked up his telephone for the first time, he got a call asking if he was satisfied with his long-distance service provider!   One optimistic…

    LinkedIn can be a powerful business networking tool.   But what about acquiring new clients? It can work, but you must follow these 5 rules of etiquette.     Too Busy to Read?…

While I usually like to keep my message positive and upbeat, sometimes we need to be reminded of things we shouldn’t be doing.   During my coaching sessions with advisors, consultants, and business owners, here…

Some clients will recommend you to others but may fail to actually introduce you.   Advocates, on the other hand, will not only recommend you, they will make sure you get connected. They will hound…

You CAN ask new clients for introductions IF the conditions are just right.   First – Engagement must be created. Second – Value has to be delivered and recognized. Third – They must have the…

You’ve been introduced. Now what?   Your next step is to set an appointment with your prospect. Unless you were introduced in person, it’s usually best to set up a phone appointment, before the bigger…