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Client Acquisition Tips from Bill Cates

Your Authentic Value Proposition™ (AVP) has two purposes:
1. Create interest with prospects and COI’s, and
2. Teach your clients how to talk about you to others.

Part 1 of your AVP is: “I work with _______, who want to______ and ______.” This simple formula hits on many of the criteria of an effective AVP: brief, clear, and client-benefit focused.

I recently learned a Power Phrase that you can add to Part 1 of the AVP. Keep reading to learn the phrase and how you might use it in your AVP.


I’m going to give you a pretty simple recipe to help you tweak your current actions to produce better results – be it with referrals, introductions, or whatever else at which you want to get more consistent and more effective. But first, you have to find someone to help you with this. It could be a business partner, colleague, staff member, a manager, or a friend.

Do you have someone in mind? Great! This is your Accountability Buddy. Now here’s the simple idea…


When you gather with friends and family over the coming days and weeks, and they say to you – for the 10th time – “What is it that you do again?” Here’s something you can say that could easily spark a further conversation – either then or down the road when the timing is right.


Perhaps you already know that power of having an accountability buddy – someone whose job it is to not let you fail and vice versa; someone who holds you accountable and then helps you celebrate. Or maybe you get the concept, but haven’t yet found that person.

For either scenario, here are 6 keys to setting up and maximizing the relationship for winning results for both you and your buddy – as well as a simple action you can take to get started right away – so 2016 is your best year yet.


Guest Article from Susan Danzig with Additional Thoughts from Bill Cates

Having a clear slogan is valuable in educating your clients, prospects and centers of influence about whom you serve and the services you provide. Whether meeting new clients in person, or with the aid of your marketing collateral, through your social media communications or other marketing channels, your message needs to stay consistent and touch on the problems that you solve for your ideal client(s).

Here are three important things to consider when creating a slogan that will raise visibility, increase credibility, and consistently attract your ideal clients:


Guest Article from Annette Bau, CFP
(Referral Minute subscribers get free admission to her next webinar – details follow this article.)

I have conservatively completed over 8,000 case studies of advisors who have successfully acquired new affluent clients as well as producers who have lost major accounts.

With all that knowledge, there has been one question I have not been able to answer. “Why are some advisors sky rocketing into top producer territory and top producers are plunging due to the loss of clients (generally, but not always, at the death of the first spouse)?


I had breakfast with a successful financial advisor last week and he told me of a unique way he responds when someone asks him for references. Since he works almost exclusively from referrals, it doesn’t happen much, but when it does, he responds by saying, “I’d be happy to provide you with references, but with three conditions.”
Here’s a prospect – with whom he’d like to do business – and he has “three conditions” before he’ll provide references. Most people would just say, “Sure. No problem. Happy to do it.”


Guest Article from Gail Goodman – The Phone Teacher

Did you know that there’s a new don-not-call list? You’re familiar with the 2003 National Do Not Call list. And you know that many telemarketers are completely ignoring it, which contributes to our inability to get prospects to pick up their phones. But there is a bigger problem than the abuse of the DNC list.

For everyone with a smartphone, their “personal DNC list” is everyone who is not a contact. That’s right. If your name and number doesn’t come up when you call a smartphone, you’re out of luck. The new normal is that you have to be a contact.


You’ve probably already heard me talk about the importance of client engagement. A study by Advisor Impact has shown that there’s a low correlation between client satisfaction and the giving of referrals. It is Engaged Clients who give referrals. A prospect or client has to appreciate both the value your work delivers and you as a person. So from the minute you meet someone, you want to be thinking about how you continually connect on both levels.


Okay. Okay. How many times have you heard that you need to ask your prospects and clients good questions? And I suspect you do that. Perhaps you have read some of my previous posts about asking High-Value Questions. A High-Value Question is a question that brings value to the process. The best High-Value Question is one that brings value to both the prospect/client and you at the same time. Here are a few High-Value Questions I’d like you to consider…


Referral Coach