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Client Acquisition Tips from Bill Cates

Some advisors shy away from creating referral opportunities during bear and volatile markets, while others seize on the opportunities that are all around them. Here are some suggested perspectives and actions that I believe will help you through this or any bear or volatile market.

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How many times has a client asked you, “What makes you different?” or “How are you different from other advisors?” What most of your prospects and clients are asking (usually to themselves) is, “Are you right for me?”

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Your prospects want to know if you’re right for them. With that said, if you’re going to talk about what makes you different, I suggest you find something that actually sets you apart from other advisors.

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The seminar environment can be a powerful way to add value to your existing client relationships AND position yourself as a valuable resource to prospective clients. 

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LinkedIn’s primary goal is to keep people on the platform.  Keeping this in mind at all times will impact what and how you post, and therefore, increase the likelihood your posts will gain more traction.

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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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