Author: Bill Cates

You may be killing your opportunities for more and better referrals without even realizing. Almost everyday I see messages advisors send to their clients and other referral sources that work against their ability to generate…

  If someone isn’t right for your business, you’re probably not the right advisor for them. Agree?   It’s important that we create win-win situations.   What I’m about to share with you might take…

Blame the pandemic for the fact that virtual sales meetings have been fast forwarded about 4-5 years.  They’ve been around for a long time, but now we are being forced into doing more. Additionally, many…

Getting referrals faster in new relationships is all about providing immediate value. There are many ways to provide value in a brand-new relationship. Sometimes, just setting the appointment brings great value. You know this has…

I’ve always loved prospecting. Call it, “The thrill of the chase.” Prospecting can be creative and rewarding – especially when you find a new prospect and convert them into a new client. Prospecting takes energy,…

In a world where you are used to meeting with your clients face to face, can you ask for referrals or introductions working virtually over the phone or using Zoom or GoToMeeting? The shorter answer…

In a recent Zoom call with Gerry (a veteran advisor hailing from North Carolina), Gerry told me, “I’m trying to strike a balance between reaching out to my clients as a good listener – to…

Some of the most successful businesses I’ve observed over my 40 years of running and coaching businesses are those businesses that are truly driven by their mission to bring value to their clients (and beyond)….

“Bill – I was thinking that the volatile market conditions we’re experiencing might be a great time to ask for referrals. What do you think?” That was a question posed to me in a workshop…

When writing my new book, Radical Relevance, I reviewed a number of neuroscience studies to gain some insight into how we can use what is know about the brain in our efforts to attract more…