Author: Bill Cates

In 1940, Albert Gray delivered a speech to the National Association of Life Underwriters at their annual convention. This short but powerful speech was then reproduced into a little book (more like a pamphlet), that…

The Language of Asking for Introductions Without Pushing, Begging, or Looking Like The Creepy Referral Guy Excerpted from Bill’s new book… The Language of Referrals:  The Words & Scripts Financial ProfessionalsUse to Win More Ideal…

The Language of Asking for Introductions Without Pushing, Begging, or Looking Like The Creepy Referral Guy Excerpted from Bill’s new book… The Language of Referrals:  The Words & Scripts Financial ProfessionalsUse to Win More Ideal…

The Language of Asking for Introductions Without Pushing, Begging, or Looking Like The Creepy Referral Guy Excerpted from Bill’s new book… The Language of Referrals:  The Words & Scripts Financial ProfessionalsUse to Win More Ideal…

Lead Programs – Recipe for Mediocrity? While preparing for an in-person workshop with a financial firm, I was interviewing one of their newer advisors. He was telling me about one of their lead programs designed…

Excerpted from Bill’s new book… The Language of Referrals: The Words & Scripts Financial Professionals Use to Win More Ideal Clients This article is Part 2 of a 6-part series. To access Part 1, CLICK HERE….

Get More Referrals by Adjusting Your Referral Self-Talk Excerpted from Bill’s new book… The Language of Referrals: The Words & Scripts Financial Professionals Use to Win More Ideal Clients Adopting a process to produce a…

Do you ever procrastinate? Are you human? We all do, from time to time. The good news is that there are tools we can use to minimize distractions and get the important things done when…

You thought they were ready to start working with you. And then they ghosted you. This happens to the best of us. Even when we’ve asked great questions and exposed the gaps in their plans…

By Bill Cates, CSP, CPAE

On a recent group coaching call, one of the members of our elite group told us how he had used the VIPS Method™ to generate several introductions that turned into new clients. (The process works – if you work it).

He asked, “I want to go back to this client and ask again, but I’m not sure if or when I should do that.” The good news is that you can continue to ask clients for introductions, but you have to be mindful of two very important things.