Author: Bill Cates

Even referral prospects can give you the brush off, if you don’t approach them properly.   What follows are a few things you can do to minimize the chances of getting their knee-jerk reaction brush off:…

Your prospects and clients can’t read your mind. If there’s an action you want them to take, tell them. Wishing and hoping is not a good plan.   Every good marketer will tell you that…

When coaching a financial advisor in British Columbia, one of the first things I had him do was check in with his clients using our “Value Discussion” concept. Not only did he receive great feedback…

More than anything else, your prospects need to know that you have empathy for their situation – that you understand the facts and feelings they are experiencing.  You want your prospects to be thinking, “He…

Yes!  My birthday is May 18. We won’t be talking about age!   My “gift” to you are some ideas that I’ve actually used to say “thank you” to my clients and advocates who have…

When you were new in business, did you ever experience the Imposter Syndrome?   Its very common in professional services. We have a sense that we are doing good work for our clients, but we’re…

In a recent Facebook post, someone posed the question, “Which is more important – for a client to value you or like you?”   Some people chose “value” and others chose “like.” What would you…

An extremely successful advisor, Jeff, said to me the other day, “If you are good at what you do, you can make money without focusing on a niche. However, you will grow faster and farther…

When I first started giving a lot of speeches on sales, motivation, and referral marketing, I often found myself traveling home on airplanes late at night.   I noticed that on these late flights, I…

Bill – I have people in my network who will unlikely ever become clients of mine. How do I use your concepts to engage with them for introductions?   This is a question recently submitted…