Get More Clients Blog

Client Acquisition Tips from Bill Cates

Niche Marketing Myths

The 5 Myths that Will Keep You from Getting Rich in a Niche

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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 if you become the go-to expert in a specific target market.”   The evidence is very clear. Professionals who focus…

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Fighting fatigue cowardice

“Fatigue Makes Cowards of Us All”

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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 seemed to have a lot of negative, doubting thoughts. I would even start to feel a little depressed.  I was…

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How to get introductions from your network and natural market

5 Steps to Get Introductions from Your Network & Natural Market

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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 from one of our Cates Academy members.   Can you relate? We all have people in our network (natural market)…

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Things you should know about your clients

How Well Do You Know & Should You Know Your Clients?

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Research has shown that it is Engaged Clients who provide referrals and make introductions.   With engaged clients, you’ve made a quality value connection and quality human connection.   The more you get to know your clients in a way that goes beyond the core work that you do, two things happen:   You find…

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Referral Marketing Mistakes: Stop the MADNESS!

Stop the MADNESS! Are You Making These 5 Referral Marketing Mistakes?

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Are you ready to tip-off a little Referral Marketing fun that coincides with college basketball’s March Madness?

Here are the ideas. Keep reading to get the details.

Foul #1 – Missing the super high-percentage shots

Foul #2 – Not following through

Foul #3 – Not having a strategy for breaking down the defense

Foul #4 – Not making enough assists

Foul #5 – Not valuing your cheerleaders enough

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How to Write a Referral Letter

“Can You Ask for Referrals in a Letter?”

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I get asked that question several times a year. The short answer is, “Don’t waste your time.” Sure, lightning strikes from time to time, but I recommend you use a letter for a different, though related, purpose.   The two main reasons why clients are reluctant to discuss referrals:   They are concerned about confidentiality….

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10 Things to Convert Clients

10 Things You Must Do to Convert Prospects into Clients

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Here are 10 things you must do to increase your chances of turning prospects into clients:   Know your prospect before meeting with them. Learn a few things about your prospect from your referral source and/or the internet before you speak with them. Don’t start cold. They’ll appreciate you being prepared. Learn their story, before…

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Video Marketing Thumbnail

5 Tips to Target Your Niche with Video

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GUEST BLOG from Jill Addison Founder, FA Client Machine   More and more professionals are turning to video as a way to engage with prospects and clients. My own financial advisor has a great set up in his office that allows him to send impromptu video messages to clients – to answer quick questions and…

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The 60-Day Value Discussion Challenge

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Of all the strategies and tactics I’ve been teaching for 25 years – the most effective (therefore, most important) is what I call the Value Discussion.

In fact, I have a challenge for you that … should you choose to accept … I can almost guarantee will lead to you getting more unsolicited referrals and strengthening your client relationships. Are you ready?

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4 Ways You Should be Showing Your Clients the Love (All Year Long)

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People are always asking me for specific, tangible ideas for increasing client engagement. So, since I always love an opportunity to share REAL things that REAL people are doing to produce REAL results, here are 4 things that Scott (a financial advisor in San Diego whom I’ve dubbed the “King of Wow”) has done to show his clients how much he cares… and turn them into advocates for his firm along the way.

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