Author: Bill Cates

I’d like to tell you a very short story about an advisor who used his Client-Focused WHY to land a $1.5M client. While I’ve changed the name of the advisor to protect him from his…

When you face a challenge in your business, do you immediately seek out a tactical solution? Or do you first look at the strategy to see if you’re using the right one?  Confused yet?  Allow…

Please tell me if you’ve ever experienced this situation at work or home: Someone as an expectation of how a process, or meeting, or result might play out. They did not communicate that expectation. That…

Is it really possible to build a successful referral-only practice without asking for referrals? I have to admit, until I started interviewing top advisors for my podcast, I was skeptical about this possibility. I have worked…

You’ll find the famous line, “A rose by any other name would smell as sweet,” in Shakespeare’s Romeo & Juliet. What about with referrals? Is a Referral the same as Word of Mouth, is the…

I just attended a conference with about 130 financial advisors in attendance – all of whom were generating $1M of annual revenue. Between a few of the panels and the roundtable discussions, one might think…

“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…