Check Out Bill Cates’ NEW Top Advisor Podcast™
Interviews with Top Advisors for Top Advisors!

Listen + Subscribe Now

Get More Clients Blog

Client Acquisition Tips from Bill Cates

When I first started giving a lot of speeches on sales, motivation, and referral marketing, I found myself traveling home on airplanes – often very late at night. I noticed that on these late flights, I seemed to have a lot of negative, doubting thoughts. I would even start to feel a little depressed. I was starting to hate the travel associated with what is usually exciting and rewarding work.

So I did a little research and found the tittle quote from legendary football coach, Vince Lombardi. He is SO RIGHT! When we are tired, our courage and positive attitude seem to disappear, only to be replaced by negativity, fear, and inaction.


I just read this short article from Jill Konrath. It got me thinking. Do I make this mistake? Yup! I probably do. While the example she gives may not fit your world, the concept probably does. I would advise you to not just read this and say to yourself, “I need to be better at this.” Think through this. Think about some of the questions you ask your prospects and new clients. How can you remind yourself to incorporate Jill’s advice?


“When performance is measured, performance improves. When performance is measured and reported back, the rate of improvement accelerates or has dramatic improvement”. This is often referred to as Karl Pearson’s Law. The question is: can Karl help you get more referrals? Maybe not. But stick with me, because I can!

The above statement was sent to me by a recent graduate of our Referral Champions Training Camp. Mark is creating significant results using our process. Most of the credit goes to him, as he is using this principle to drive his actions and results.

Please allow me to show you 7 actions you can measure that will produce results…


Many people never as much money as they’d like because of an unconscious belief that that’s all they are capable of earning, that’s all they deserve to earn, or similar limiting thinking.

For myself, whenever I get “stuck” at a certain income, I have to believe more is possible before I act in a way that makes that belief come true.

Because my expertise is in the area of client acquisition through referrals, I’m going to address specifically how limiting thinking and beliefs may be sabotaging your ability to create an abundant flow of high-quality clients through referrals.


When I teach people how to ask for referrals, this is the resistance I usually get:

“I don’t want to make my client feel uncomfortable by putting them on the spot.”

“I don’t want to look needy or unsuccessful.”

These are two of the many reasons why people aren’t confident asking for referrals and introductions. I get it! I totally understand.

Two important points:

1. Having the right approach will alleviate all the concerns, fears, and awkwardness.
2. Are you willing to get comfortable and confident? If not, then you can stop reading now.

It’s been awhile since I’ve run through our popular V.I.P.S. Method™ for asking for referrals. So here goes…


“Service to others is the rent you pay for your room here on earth.” – Muhammed Ali

Do you ever wonder if you truly make a difference in the lives of others?

Just about the only time I get choked up is I’m when watching a movie with a scene about a father and his daughter. Here’s an exception. Check out this note I received from a client recently…


Did you know that that there are some people who actually like making cold calls?

If you do a search on the internet to see if Cold Calling is dead or alive, you’ll get mixed messages. Some people teach “Cold Calling Tips” and “How to Cold Calls” and “Cold Calling Techniques.”

One guy wrote, “You could poke me in the eye with a sharp stick before I’ll make cold call.” Where do you stand on this age-old, fear-ridden prospecting strategy?


Mark Zuckerberg, founder of Facebook, is quoted as saying, “Nothing influences people more than a recommendation from a trusted friend. A trusted referral influences people more than the best broadcast message.”

So would Mr. Zuckerberg tell you stop using Facebook and other Social Media? Probably not. But here’s what he might tell you to do…

This 2-Minute Article Could Change Your Business Forever


An action trigger is something your prospect or client does or says that can trigger a referral-generating action on your part. This issue of the Referral Minute will highlight 5 things that can prompt you to promote referrals and introductions AND some very specific word tracks to help you produce results.

Of course, you have to be careful to not be obnoxious about this. You may get 4-5 action triggers in one appointment. Clearly, you don’t act on every single one.


Last week I talked about the 3 Ways the Word “Promise” Can Grow Your Business. This week, I want to illustrate how a simple promise we make to ourselves can have a profound impact on our life and our business. For this, we have to go back to January 12, 1966.

As a dedicated reader of the Batman comic book series (DC Comics), Michael was sitting in front of his television set – eagerly anticipating the first episode of ABC TV’s Batman series. But when the show began, Michael was stunned at what he saw.


Referral Coach