Meet Bill Cates

Bill Cates, CSP, has revolutionized the way financial professionals generate an abundance of high-quality referrals. His first two books, "Unlimited Referrals" and "Get More Referrals Now" (McGraw-Hill) has established Bill as the financial services industry’s foremost expert on building a thriving referral-based business. Bills newest book, "Don’t Keep Me a Secret", is receiving rave reviews. Bill is the president of Referral Coach International and the creator of Bill Cates’ Unlimited Referrals® Marketing System.

Bill’s Unlimited Referrals® Marketing System has been featured in such publications as Success Magazine, Entrepreneur Magazine, Selling Power and Research Magazine. And his own business success has been featured in Money Magazine. Bill is a regular contributing editor for many financial services publications such as: Advisors Today, Horsesmouth, On Wall Street, Research, Ticker, Insurance Agent Weekly, and ProducersWeb.

Bill has trained over 50,000 financial professionals in his proven referral system. And they are using his ideas to build their practices with quality referrals.

Bill’s speeches and seminars are dynamic, fun, high energy, and high content.  Bill is the kind of speaker who prefers to talk with his audience instead of talking to them. Therefore, you can expect a highly interactive session filled with practical business-building strategies.

Main Platform & General Sessions

Secrets of Top Producers: How to Get to the Top and Stay There
What are the critical decisions top financial professionals have made to
get to the top? What results-producing strategies do they employ to build and maintain their successful businesses? This is a highly motivating program where Bill shares actual stories and techniques from the most successful financial pros.

Creating a Referral Explosion
This is a high-content general session filled with proven result-producing ideas. Learn the power of a true Referral Mindset and what it takes to create a steady supply of high-quality clients with referrals. Learn the reasons why people don’t ask for referrals and how to set those reasons aside. Bill will demonstrate his popular VIPS Method™ for Asking for Referrals. This is a very interactive session. Expect to see a lot of note taking.

Don’t Keep Me a Secret!
Based on Bill’s latest book of the same title, this program is a fire hose of ideas and tactics used by successful financial pros from all sectors of the financial services industry. You’ll get one great tip after another designed to help financial pros go from a scarcity of referrals to an abundance of referrals.

Building a Stronger Referral Culture (for Leaders & Managers)
The financial professionals need to generate the referrals, but the leadership helps shape and maintain that culture. Leaders and managers learn the 4 key ingredients necessary to create a thriving referral culture within your firm. They will emerge with clear strategies and tactics they
can use right away.

Seminars and Training Programs

Building a Thriving 100% Referral-Based Business
This roll-up-your sleeves session delivers the four proven strategies of
the Bill Cates Unlimited Referrals® Marketing System. This system is being used effectively by thousands of salespeople around the world. This session will show the attendees how to work 100% by referrals through: enhancing their referability, prospecting for introductions, networking
more strategically, and targeting niche markets.

Asking for Referrals Without Begging and Without Pushing
The 2 main reasons financial professionals don’t ask for referrals more often is because they don’t want to look unsuccessful (begging) and they don’t want to hurt their client relationships (pushing). Bill will show your financial pros how to engage a client in a referral conversation that comes from a place of great confidence and never ever hurts a relationship. He’ll demonstrate how to plant referral seeds as well as his popular VIPS Method™ for Asking for Referrals. If the session is long enough, he will lead the attendees in a round of skill building.

Client Loyalty & Leverage
What does it take to create, not a satisfied client, but a loyal client? And what does it take to turn that loyal client into an advocate?  This program will show attendees the three levels of client contact (transactional, value added, and business friendship) and how each level is critical to gaining loyalty and leverage. Attendees will emerge with clear action steps to insuring client loyalty as well as great introductions to new clients.

Social Prospecting
There are many prospects who would prefer to meet their new financial professional through a social introduction, before sitting down for a more formal business meeting. Many top professionals have been using Social Prospecting strategies and tactics for years to attract the highest level prospects. The session will give attendees very practical information on how to get new clients through such strategies as: referral events, community service and philanthropic endeavors; country club membership; boat ownership and golf outings; and natural market activities.

Attracting Affluent Clients Through CPAs and Other Professional Alliances
Networking is an overused term and an underused strategy. This is not your ordinary, trite program on networking. This session teaches how to build and maintain a strategic network of key Centers of Influence who refer only the best quality clients. Attendees will learn how to meet more CPAs and attorneys and how to start a flow of top-quality introductions.

Testimonials

"When all 2,000 agents stood up to applaud at the end of your speech, I knew your message was well received. Your presentation was the perfect combination of information, motivation, and appropriate humor."

-Joe Filko, Eastern Regional Meeting Chairperson, Northwestern Mutual Life

"Your program at our annual Achievement Conference was fantastic. Nothing but rave reviews!"

-John Boeder, Senior Vice President, American Express Financial Advisors

"In all my years of attending MDRT, GAMA, and NALU conventions, you are one of a handful of speakers who possess both style and substance. Your message needs to be heard by all."

-Robert Castellina, LUTCF, CFP and President, Philadelphia Association of Life Underwriters

"I've been getting incredible feedback from both our customers and our associates. Your evaluation scores were fantastic: 9.3 out of 10 for the program and 9.7 for your presentation."

-Cynthia Flanders, Senior Vice President, NationsBank

"Our referrals have doubled in the two months following the implementation of your system."

-Jim Goryeb, Vice President of Sales, Champion Mortgage

"The program you delivered 15 months ago has had a lasting impact. Our advisors are acquiring new clients by referrals at a rate that's 40% higher than the national average for our company."

-Tim Holland, Field Vice President, American Express Financial Advisors

"A month after your program our people are still excited about your message. You actually changed people's thinking regarding referrals, which has led to more productive actions."

-Steve Suddeth, General Agent, MassMutual

"Your Unlimited Referrals seminar was terrific! You have a real knack for explaining the referral process. You held everyone's attention the entire program, and I heard nothing but great comments after you left."

-Bradley Dean, Senior Financial Consultant, Merrill Lynch

"Cold calling is as much fun as cleaning toilets in a sports stadium and I've discovered that nobody likes to get cold calls anymore - especially from insurance agents! With your referral system, I've been able to tap into my large client base and create a steady flow of high-quality referrals. Thanks!"

-John Koziol, CLU, Nationwide Insurance

"Your stuff really works! Using your strategy of helping my client protect her relationships with her colleagues, I got her to call them to pave way for me. Both gave me appointments and one became a client. You put more money in my pocket. Thanks!"

-Mark Sheinkopf, CLU, LUTCF, The Prudential

"Well, you did it. You took a dozen accountants and turned them into professionals at new client acquisition. The month after your program was completed, we had the largest percentage growth in new business in a decade."

-Edward L. Snyder, CPA, Managing Partner, Snyder, Cohn, Collyer, Hamilton, & Associates

Learn more about Bill as a speaker and Referral Coach™.

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