Author: Bill Cates

Have you every gotten to an athletic event early enough to watch the players warm up for the game?  Whatever the sport, most every athlete has their “pre-game routine” that put them in the right…

Traditionally, financial advisors have focused on affluent men as the primary decision-makers in their households. But not anymore!  There is a growing case for financial advisors focusing on affluent women. Women are becoming increasingly financially…

Do you hate networking events as much as I do? Believe it or not, when I attend business events, unless I’m there to give a speech, I turn pretty shy.  Because of that, I’ve forced myself to develop some effective strategies and methods I hope you find helpful. Check out these 21 effective tips for connecting with people at networking events that even the “haters” can embrace.

I’ve written about the topic of differentiation many times and I suppose I will continue to do so until I ride my bicycle (or kayak or golf cart) off into the sunset. In my latest…

Have you noticed that most of the prospects who convert into clients are going through some sort of life event that has put you and your work on their radar? Look… Any introduction to a…

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.