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Author: Bill Cates

7 Do’s and Don’ts for Calling Referral Prospects
June 17, 2020Posted by Bill Cates

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call: DON’T say “How are you today?” in your opening statement. This screams “telemarketer.” DON’T ask “Are you busy?”  Of course, they’re busy. When they say “yes” the tension mounts. Open with “I know…


Get Centers of Influence to Send Referrals to You
June 2, 2020Posted by Bill Cates

Have you ever sent a center of influence a few referrals – maybe many referrals – but they aren’t reciprocating? What’s going on here? My first question to you is, “Are you sure you are referable in their eyes?  Just because you sent people their way, doesn’t mean they feel comfortable reciprocating – at least…


How to Prevent & Fix Stalled Introductions
May 13, 2020Posted by Bill Cates

Has this ever happened to you? A client said they are willing to introduce you to a friend, a family member, a colleague. They said they were going to reach out to that person, yet it hasn’t happened or you’re not sure if it’s happened. How do you go back to them to make sure…


How to Get Introduced in a Virtual World
April 29, 2020Posted by Bill Cates

Referrals are worthless unless what? Unless you get introduced.   Last week I talked about how to ask for referrals in a virtual environment.   In this blog, I want to talk about getting connected – getting introduced.   What’s the best way to get connected while working virtually? Through email. I have three different…


3 Big Strategies for Maximizing Productivity While Working from Home
April 16, 2020Posted by Bill Cates

Are you enjoying working from home? Maybe you thrive with your children playing around your desk, your dogs barking in the background, your cat walking across your keyboard in the middle of a Zoom call, and your yard work calling to you all day long. Would you like to maximize your productivity – despite all…