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Author: Bill Cates

Breaking Up is Hard to Do – Getting Prospects to Leave the Incumbent Advisor
September 29, 2020Posted by Bill Cates

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 and to form solid relationships with your clients, so none of them want to leave you… right?  (I hope so.)…

Overcoming 3 Virtual Prospecting Challenges
September 9, 2020Posted by Bill Cates

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 go away. Heck – I’ve been speaking with some financial professionals who have been working virtually (50 to 100 percent)…

Want CPA Referrals? Do This First
August 26, 2020Posted by Bill Cates

Very few financial professionals have cracked the code for creating truly productive relationships with CPAs. Most financial professionals are going about it all wrong and don’t even know it. Here are the three biggest mistakes that I see: Trying to move too fast and pushing the CPA away. Not hanging in there long enough to…

Why Some Clients Won’t Give Referrals
August 19, 2020Posted by Bill Cates

I’m sorry to break this to you, but not all your clients are going to introduce you to others. With that said, knowing why many clients don’t like to refer and what you can do about it can help you increase your chances. I’ve been helping financial professional generate referrals and introductions for over 25…

CASE STUDY – A Referral-Generating Message
August 5, 2020Posted by Bill Cates

I have never been a big fan of generic requests for referrals/introductions – either via email or regular mail. With that said, I think that part of your effort to build your firm’s culture of new clients through referrals and introductions can be part of a letter or email campaign. Since you’re unlikely to invest…