Author: Bill Cates

The dreaded, “I already have an advisor.”  This statement from a prospect will stop most advisors in their tracks.   How would you like to reduce the chances of hearing that unwelcome phrase to almost nil? …

In this article, we’ll discuss one area that typically needs attention when communicating your value more effectively to win new ideal clients.

The more fluently your prospects can process the information you provide to them, the easier it is for them to make decisions.  Like the decision to work with you.

Do you truly know what each of your clients values in their relationship with you? In this post we’ll discuss the results of a study performed by the The Spectrum Group specifically measuring certain areas of communication that impact client loyalty.

Studies have proven that while most satisfied clients are loyal, there is a low correlation between client satisfaction and providing referrals, a.k.a., advocacy.

Most financial professionals seem to view the words selling or sales or salesperson as dirty words. Do you? 

Are you beginning to think about your goals for next year? – Here are 2 goals types of goals you should be creating and 2 mistakes to avoid.

The lifetime value of our clients is not just how you may serve them over a lifetime, it’s also who they can introduce you to over the lifetime of the relationship.  You may be missing opportunities to: 

One might argue that if your business doesn’t remain on the cutting edge of relevance, its doomed to extinction (or at least lackluster performance over time).

Taken directly from my book Radical Relevance, here are the 17 Rules of Radical Relevance. Don’t follow them at your own risk.

Many of your clients are nervous about the market, the economy, and all the other things going on in the world.  Your mission (should you accept it) is to ease their fears and reduce their stress – as best you can.