Author: Bill Cates

REMINDER:  When people learn about you, they will look for you on the internet. Odds are the first thing they look at is your LinkedIn profile. While your profile may not convert them into a…

Have you ever experienced something like this? You attend a social event with your spouse or partner. Upon your return your partner is mad at you because you didn’t spend enough time with him/her– or…

If you want your prospects to actually read your emails, there are two main tasks at hand. First – Write a relevant and interesting email that will get their attention. Awhile back, I wrote a blog post…

Shall we get super tactical this week?  In our V.I.P.S. Method for Asking for Referrals™ the “S” stands for Suggest Names & Categories. The best way to begin your request for introductions – the bullseye…

When you hop on a call (phone or Zoom) with a new prospect, do you wing it each time? Or do you have a specific process that you prefer to follow? If you’re like me,…

Would you like to create a reputation for yourself that attracts more Right-Fit Clients™?  Would you like to move further away from push prospecting and toward attraction marketing? The first thing you want to do…

“Walking away from potential new business.”  Now there’s a concept that you don’t often hear discussed.  I think there are 4 main situations in which a financial professional should be willing to walk away from…

Below is an email from a fairly new advisor who went through our training program to generate more introductions and communicate his value more effectively. You’ll quickly see that while this advisor is doing a…

In a previous blog titled Introductions 2.0, I discussed how an introduction will become more effective when the referral source tells the prospect why they are introducing you. I highly recommend you read that short…

One of my very first mentors in sales, Mark Wilensky, used to teach a concept he called “Total Wimp or Too Far?” On the far-left side of a horizontal line he’d write the letters TW….