Author: Bill Cates

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.

You are in the evidence business! Your prospects need to see the evidence that you are the right fit for them. Your prime evidence building tools are: In today’s blog, I’m going to focus on the stories that come from…

Looking for clients with a lot of money? Of course, you are. Have you considered the world of philanthropy? For financial advisors, connecting with potential clients who are actively engaged in philanthropy presents a unique…

Let’s start with the statistical evidence – then we’ll get to the “how to.” I’ve seen two studies indicating that rewarding clients for making introductions increases that desired behavior. The first study was a financial…

The holiday season serves a banquet of opportunities for financial advisors, and it’s not just about the turkey and pie at Thanksgiving or the twinkling lights of the winter festivities. Each social event, from autumnal…

Here is the perfect formula to hurt (or even destroy) any relationship – business or personal: I’m confident that this formula has played out in your business and personal relationships more than you want to…

Imagine you’re relaxing in the Lazy Boy in the family room, following a big holiday dinner with your family, and your sister’s new beau plops down on the sofa next to you and asks the…

Let’s get right to the point: If you’re adept at marketing, you’ll substantially reduce your need for traditional prospecting. Establish a robust reputation within a specific target market and become highly referable—this will draw interested…

Stop confusing your prospects and clients! That’s a strong statement, I know. When you use terms that your prospects and clients may not understand, you risk confusing them. Or even worse – offending them. And…

Are you serving individuals or are you serving families? There’s a huge difference! None of your clients’ financial lives exist in a vacuum. Your clients make decisions that impact others and vice versa. One top…