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Client Acquisition Tips from Bill Cates

Prospecting vs Marketing

Prospecting vs. Marketing: Finding the Right Balance

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I’ve always loved prospecting. Call it, “The thrill of the chase.” Prospecting can be creative and rewarding – especially when you find a new prospect and convert them into a new client. Prospecting takes energy, persistence, and a true belief in the value you bring to others. Without that belief, ongoing prospecting is hard to…

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How to Get Introduced in a Virtual World

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Referrals are worthless unless what? Unless you get introduced.   Last week I talked about how to ask for referrals in a virtual environment.   In this blog, I want to talk about getting connected – getting introduced.   What’s the best way to get connected while working virtually? Through email. I have three different…

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How to Ask for Referrals in a Virtual World

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In a world where you are used to meeting with your clients face to face, can you ask for referrals or introductions working virtually over the phone or using Zoom or GoToMeeting? The shorter answer is yes, you can. Now, there are some differences between the telephone and GoToMeeting or Zoom where there’s a video…

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3 Big Strategies for Maximizing Productivity While Working from Home

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Are you enjoying working from home? Maybe you thrive with your children playing around your desk, your dogs barking in the background, your cat walking across your keyboard in the middle of a Zoom call, and your yard work calling to you all day long. Would you like to maximize your productivity – despite all…

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How One Advisor is Handling His Clients

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In a recent Zoom call with Gerry (a veteran advisor hailing from North Carolina), Gerry told me, “I’m trying to strike a balance between reaching out to my clients as a good listener – to do my best to ease their concerns – and suggest some important steps they should consider taking.” Can you relate…

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Grow a Mission-Driven Business

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Some of the most successful businesses I’ve observed over my 40 years of running and coaching businesses are those businesses that are truly driven by their mission to bring value to their clients (and beyond). The leaders of these businesses are passionate about transformation – the transformation of their business through transforming their clients. They…

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How to Talk about Referrals and Introductions in a Volatile Market

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“Bill – I was thinking that the volatile market conditions we’re experiencing might be a great time to ask for referrals. What do you think?” That was a question posed to me in a workshop about a week ago. The answer isn’t a simple “yes” or “no.” As usual, “It depends.” 3 Possible Approaches to…

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How to Attract Clients with Brain-Friendly Messaging

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When writing my new book, Radical Relevance, I reviewed a number of neuroscience studies to gain some insight into how we can use what is know about the brain in our efforts to attract more Right-Fit Clients™ and move them to take action. In this and subsequent articles, I’ll show you what I learned (and…

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How to Acquire More Ideal Clients (Without Adding to Your Marketing Budget)

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In last week’s blog, How One Advisor Increased His Revenue by 50 Percent in 14 Months, I told you how Adam Cmejla created exponential growth by focusing his business on the financial lives of successful optometrists. In today’s blog, I’ll provide another real-life example of how financial advisor, Jayson Lowe, has found a way to…

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target market

How One Advisor Increased His Revenue by 50 Percent in 14 Months

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“I’ve cut my prospecting time in half. My prospects reach out to me, most of them ready to get started.” This is what Indianapolis based financial advisor Adam Cmejla, CFP® told me in our recent interview. He continued, “In the last 14 months, I’ve increased my revenue by 50 percent.” Finding the Right Target Market…

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