Author: Bill Cates

I have discovered three words that have made a huge difference for me in ALL aspects of my life. These three words can help you with any objection, from anyone, about anything. With one caveat,…

Famous football coach Vince Lombardi once said, “Fatigue Makes Cowards of Us All.”  Man is THAT the truth.  I would add… that when you’re tired, you’re more susceptible to negative thinking. There was a time…

To deliver a relevant message that will grab your prospect’s attention, you first need to know a few things about them. The more context you have, the more relevant your message will be. And if…

On September 3 (2020), we conducted a survey of our subscribers, asking them to share their perspective about printed business cards. Were they dead?  Dying? Still a viable tool? As you might guess, the results…

Are you getting referrals or introductions without asking for them?  You should be, you know. Your ability to generate unsolicited referrals is a barometer of your referability. While there are a number of factors that…

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…

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…

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…

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,…

Don’t you hate it when you finally get a prospect to set an appointment and they cancel or even worse, they are a “no show?” And do you ever find yourself reluctant to confirm the…