Category: Client Engagement

Volatile Market, Looming Recession and Inflation… This is NOT a time to be quiet about referrals and introductions. When the market feels like a roller coaster—volatile stocks, whispers of a bear market, inflation, and economic…

On January 29 of this year, I posted a blog titled 18 Principles of Effective Marketing Messaging. As a follow-up to that piece, here are the 10 most prevalent marketing messaging mistakes I see advisors making…

Changing financial advisors isn’t just about numbers—it’s personal. Clients often feel conflicted about leaving their previous advisor, even when they know it’s the right decision. They may feel awkward, guilty, or even nervous about having…

This is a guest article from the folks at IronClad Family, the makers iVaultx. In today’s dynamic financial landscape, clients are increasingly seeking advisors who offer more than traditional investment guidance. They desire a comprehensive approach that addresses…

This coming November 21, I’ll be presenting a free webinar on how to multiply your best clients through referrals and introductions. One important principle I’ll cover is the concept of becoming super referable – going beyond client satisfaction…

You thought they were ready to start working with you. And then they ghosted you. This happens to the best of us. Even when we’ve asked great questions and exposed the gaps in their plans…

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.

Here is the perfect formula to hurt (or even destroy) any relationship – business or personal: I’m confident that this formula has played out in your business and personal relationships more than you want to…

Let’s dive into the exciting world where professionalism meets business friendship. POINT #1 One study of affluent clients demonstrated that while satisfied clients are highly loyal (98%), a low percentage (20%) provide referrals and make…

Do you truly know what each of your clients values in their relationship with you? In this post we’ll discuss the results of a study performed by the The Spectrum Group specifically measuring certain areas of communication that impact client loyalty.