Author: Bill Cates

The early phase of a client-advisor relationship is critical. The first 60 to 90 days, often referred to as “onboarding,” is not just about collecting signatures or completing paperwork. It’s a chance to deepen engagement and…

If you’re relying on clients to make direct introductions, you’re probably leaving some referrals on the table. Many of your clients want to advocate for you.  They just need a softer way. And that usually…

There’s a growing drumbeat from some “marketing experts” telling financial advisors to skip their why story.  They SAY that your clients don’t care about your story. I think that advice is incomplete – and it…

Financial advisors are highly trusted by business owners. So, why do many of them lose the assets when the business is sold? When it comes to selling a business, financial advisors are ranked the most trusted…

In a past blog, I covered the neuroscience behind the incredible power of getting your clients to speak out loud the value of the work you’re doing together. (SEE:  Unlocking the Power of Value Discussions)…

Want to attract wealthier clients?  Go where the money is! If you love the idea of working with clients who want to do more than grow their portfolios – clients who want to plant trees…

Artificial intelligence can’t replace relationships, but it can amplify them. It may not yet be able to ask for introductions in a truly human, authentic way, but it can lend a hand to make your…

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…