Author: Bill Cates

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!

“Sometimes change to an industry can come so fast that you’ll wake up one day and wonder what planet you’re on. That’s what happened when services such as Napster, Uber, and Netflix burst onto the scene.”

Then Craig got super serious and added, “We must always be ready to justify, defend, or reframe our value to our prospects and customers or we’ll die a fast death in the marketplace.”

You simply must read this excerpt from my new book; an interview with Craig Strent, CEO of APEX Home Loans. Craig is a creative thinker who has built a successful business.

Tis’ the season of giving! Although it’s important to show your appreciation year-round, sending reasonably-priced gifts during the holidays can go a long way in keeping you engaged with your clients and centers of influence, while continuing to…

In a sea of sameness, video can help you stand out and connect in ways other mediums just can’t accomplish.

Words on a website page (or LinkedIn Profile) can only go so far in helping your prospects and clients connect with you; want to do business with you.

Real photos of you and your team working with real clients is SO MUCH better than using a bunch of clip art images that your visitors have already seen in other places.

But nothing engages the senses and draws people in like video… good video.

If you’re thinking, “But I have a face for radio and I stiffen up in front of a camera,” keep reading.

With the holiday season here, you will likely be attending a few social events attended by family, friends, colleagues, and possibly clients and their friends.

Here’s a simple way to talk about your value without coming on strong and chasing guest to the bar for a refill.

Learn Brian Walter’s clever Wow-How-Now Formula to actually appear interesting and maybe even a little fun when someone asks you “What do you?”

When your prospects are facing the decision to work with you (or not work with you), seeing that others have made that same decision can be very helpful. Sometimes that evidence that comes in the form of social proof, is all they need to decide to move forward to work with you.

If you have prospects, or clients, or centers of influence with a neutral view toward you (if that’s even possible), then the right social proof or piece of evidence can move them into a positive view of you. If they already view you in a positive light, then social proof will strengthen their positive perceptions.

524 professionals responded to our most recent study related to Value Propositions.

44% said they did not have a well-defined value proposition. Hmm… If they don’t have a clear value proposition, can you imagine what their prospects think?

I would wager my entire retirement stash that of the 56% who said they did have a clearly-defined Value Proposition, half or more would not have a compelling, client-centered way to communicate their value.

What about you? Could your Value Prop use some CPR, before it flatlines completely? Click to find out.

I recently read this excellent article written by Julie Littlechild, founder of AbsoluteEngagement.com. Julie’s perspective and rich list of action items will help you make an immediate on your business. It’s an absolute must-read for advisors and financial professionals, so check it out…

When you look at a client’s profile, you will see people with whom they are connected.

But how good are those connections? What’s the likelihood that you’ll suggest an introduction to someone and your client will respond, “I don’t know her well enough to make an introduction to her.” I’d say 50/50 at best.

But when you narrow your focus a bit, you’ll increase your results significantly.