Author: Bill Cates

“Supply Chain Disruption!”  It’s all over the news.  But what about your supply chain of new clients?  Are you getting in front of the right people in the most favorable basis?  Is it simply a matter…

I just listened to a podcast where the two hosts debated the merits of prospecting versus marketing, and which was most relevant for financial professionals? They each took a side and argued accordingly. Knowing I…

At least once per week, I’m asked, “How do I use LinkedIn to get more referrals? Should I go on my client’s profile and look for prospects?” Taking a close look at a client’s LinkedIn…

Whether you’re sending a gift to a client to say “thank you for the opportunity to serve you” or to your referral source to thank them for an introduction, the more personalized your gift, the…

Guest Article from Gordon Stein – Author of the Cashflow Cookbook I recently connected with personal finance speaker, author and blogger, Gordon Stein. Gordon is a treasure chest of innovative ideas on how your clients…

Don’t let the simplicity of this week’s blog fool you. Each one of the checklist items below is an important step in your effort to be appropriately proactive for referrals and introductions. You really don’t…

Research tells us that satisfied clients tend to be loyal clients. In one study conducted by Julie Littlechild out of Toronto, Canada, “satisfied” clients had a high loyalty rating. That’s good. You want to retain…

How many times have you heard that using short stories in the client acquisition process is an effective strategy?  Probably a lot.  So, are you using stories? Have you developed a small inventory that you…

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call. DON’T say “How are you today?” in your opening statement. This screams “telemarketer.”…

If “location, location, location!” are the prime rules of real estate, then “personalization, personalization, personalization!” are the prime rules of email. In this article, I share my formula for drafting the perfect email message to prospects, including the 5 parts that I believe every message must have in order to be effective.