Author: Bill Cates

PART II – My last blog created such a stir that I’ve decided to add a little more “meat onto the bone” so to speak (apologies to vegetarians. I used to be one many years…

[The following is drawn from my recent interview with Michael Kitces for my Top Advisor Podcast – Keep an eye out for the release of this episode in September.] Let’s face it: in an era…

The difference between winning and losing a prospective client often comes down to how clearly you can demonstrate your value. While many advisors rely solely on verbal presentations and informal discussions, implementing a formal proposal…

In the dynamic world of professional networking, LinkedIn stands out as a pivotal platform for financial professionals seeking to expand their reach and build meaningful connections. Recent insights from Richard Bliss, CEO of Bliss Point Consulting and…

In our latest podcast (Episode #45), we shared a case study of how a successful firm overhauled it’s marketing approach – directed by Stephen Beach (Craft Impact). One strategy that has significantly increased their conversions…

I’ve never been a big fan of generic requests for referrals and introductions, either via email or regular mail. With that said, I think that part of your effort to build your firm’s culture of…

Backyard barbecues, boat outings, and sporting events are hallmarks of a fun summer.  You’ll be spending time with friends, family, neighbors and total strangers. Make sure you save the “Repellent” for the mosquitoes, not the…

One of the biggest obstacles to turning a prospect into a client is inertia – the inertia of the prospect. Sometimes, making a change can be hard for them. They may keep their head in…

Have you been told that you need a way to differentiate yourself from your competitors … and without a strong differentiator, you won’t stand out? Have you been told that this lack of differentiation will…

Do you ever forget to ask for referrals/introductions? On coaching calls and webinars, this is a very common question. Deciding not to ask and forgetting to ask are usually two separate things. Sure, you can…