Author: Bill Cates

In a recent Facebook post, someone posed the question, “Which is more important – for a client to value you or like you?”   Some people chose “value” and others chose “like.” What would you…

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…

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…

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…

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…

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…

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…

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…

Don’t you just hate it when a prospect, seemingly very interested in the work you do, suddenly stops returning your calls and e-mails without an explanation as to why? Regardless of the reason why they “froze” in the first place, here are 5 things you can do to thaw out these cold prospects.

Here are 10½ New Year’s Resolutions you can make and keep for acquiring more ideal clients in 2018:

Repeat after me…

1. I resolve to… create and deliver a discovery process with prospects that leads with value so that I win the business and my initial process alone generates some introductions.

2. I resolve to… employ an onboarding process that welcomes my new clients down the metaphorical red carpet – so they go “wow” much more than I expected.

Don’t stop at here! Keep reading and have a spectacular year!