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Client Acquisition Tips from Bill Cates

Have you noticed how hard it is to reach prospects these days; even when you’re working from introductions? Some prospects in some niches are particularly hard to reach. For instance, physicians, surgeons, and dentists – to name a few – are harder to reach than others.

Here are three strategies worth considering to get any prospect to take notice and at least respond to your email or voice mail message.

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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.

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Formal networking groups – such as BNI, chamber of commerce groups, and groups that gather for the purpose of exchanging leads – can be a great opportunity or a waste of time. It all depends on how you “work it.” I don’t remember who said it, but the saying goes something like “It’s not called net-sit, or net-eat. It’s called net-work.” Here’s a checklist of five habits you want to establish to make the most out of this client-acquisition strategy:

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Let’s start with three things you already know: Every aspect of your clients’ lives is impacted in some way by money. Your clients’ financial lives do not exist in a vacuum. Many of your clients’…

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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…

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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…

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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…

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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…

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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…

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I’ve never been a big fan of generic requests for referrals and introductions, either via email or regular mail. With that said, I think that part of your effort to build your firm’s culture of…

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