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Category: Get More Clients

I’ve written about the topic of differentiation many times and I suppose I will continue to do so until I ride my bicycle (or kayak or golf cart) off into the sunset. In my latest…

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The dreaded, “I already have an advisor.”  This statement from a prospect will stop most advisors in their tracks.   How would you like to reduce the chances of hearing that unwelcome phrase to almost nil? …

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In this article, we’ll discuss one area that typically needs attention when communicating your value more effectively to win new ideal clients.

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The more fluently your prospects can process the information you provide to them, the easier it is for them to make decisions.  Like the decision to work with you.

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Most financial professionals seem to view the words selling or sales or salesperson as dirty words. Do you? 

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Is a strategic presence on LinkedIn important to your business growth? Yes, it probably is. Do you need to spend a lot of resources with LinkedIn to be successful in this business? No, probably not.
The people making the most money with LinkedIn are the people trying to convince you to use them to either create content, run your LinkedIn activity, or both.

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Just because you create a vision and a plan to address all of your client’s fears and concerns doesn’t mean those fears and concerns automatically disappear forever. 

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While it’s difficult to generalize about what prospects consider when deciding to work with you, there is a common denominator in every decision. Your prospects are consciously or unconsciously asking themselves, “Is he/she right for me?” 

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Have you ever had a client ask you, “What should I tell others about you?” And did you have a very simple answer for them; an answer that they would remember and effective enough to compel someone to want to meet you? This is a perfect example of where the phrase less is more might be applied.

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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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