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Are you tired of losing promising new financial professionals because they don’t see enough people?

70% of new financial professionals fail within 3 years.

Surveys of managers show that the two most critical skills that make or break a career are the ability to:

1. Generate more referrals, and
2. Convert ALL prospects (referral and non-referral) into appointments.

Unfortunately, most new financial professionals underperform in these critical areas. 

But… it doesn’t have to be this way! Industry client-acquisition experts Bill Cates (The Referral Coach) and Gail B. Goodman (The Phone Teacher) have teamed up to bring you this comprehensive, on-demand, and easy-to-implement video training program that will give your new reps the tools needed to hit the ground running by creating a perpetual flow of referrals & appointments.
Schedule a Call + Demo

On-Demand Video Training Program

“Prospecting in Your First Year (And Beyond)”

Referrals and Appointment-Setting Skills for Financial Professionals

Presented by Bill Cates & Gail B. Goodman


You invest a lot of time, money and energy into your new team members. So, it’s certainly frustrating when they aren’t successful.

This is why industry experts Bill Cates and Gail Goodman have joined forces to bring you a proven training program that will help you avoid the heartbreak of losing promising new financial professionals. Put The Phone Teacher and The Referral Coach on your staff with this comprehensive, video-based training program, specifically designed to help newer financial professionals develop the foundational skills they need for success.


Ask yourself this. Are your people…

  • Seeing enough prospects?
  • Confusing activity for results?
  • Getting referrals from their natural market and clients?
  • Developing effective Centers of Influence?
  • Scheduling enough appointments?
  • Reluctant to call their friends and family?
  • Confused about phone, text, email, and Zoom?

So, what’s the solution?!?

Gaining confidence from…

  • Learning proven processes.
  • Practicing those processes.
  • Implementing, refining, and reinforcing.
  • Building skills that lasts a lifetime. 

So that your most promising recruits:   

  • Produce the results you knew were possible.
  • Willingly make phone calls.
  • Confidently ask for referrals and introductions.
  • Consistently set more appointments.
  • Are reaching their full potential!
  • “The alliance between Bill Cates and Gail Goodman is rocking this industry! Both of them are an important part of our training curriculum – putting our people in position for success. Gail and Bill are legends in our industry for one simple reason – their systems work!”

    Ed Deutschlander
    CEO, North Start Resource Group (Minneapolis, MN)

Here’s What You Get

24/7 On-Demand Access

Conveniently access the video courses anytime, anywhere


Facilitator’s Guide

Easy-to-implement action plans to ensure accountability & results

Participant’s Guide

Featuring strategies for maximizing engagement and results



Course #1: Building Your Referral Based-Business

With Bill Cates, CSP, CPAE | Referral Coach International

  • Module 1: Become Super Referable

    • Lesson #1A – Create a Value Connection with Prospects
    • Lesson #1B – Create a Personal Connection with Prospects
    • Lesson #2 – Thrill New Clients with Your Onboarding Process
    • Lesson #3 – Provide Your Clients with a Great Experience Over Time
  • Module 2: Become Proactive for Referrals

    • Lesson #1 – Develop a Growth Mindset
    • Lesson #2 – Promote Introductions with Clients, Prospect, and Natural Market
    • Lesson #3A  – Ask for Introductions without Pushing or Begging
    • Lesson #3B – Mastering the V.I.P.S. Method
    • Lesson #4 – Navigate Concerns and Objections
    • Lesson #5 – Secure a Solid Introduction
  • Module 3: Prospecting with LinkedIn

    • Lesson #1 – Focus on a Target Market
    • Lesson #2 – Start Prospecting with a Super-Relevant Message
  • Module 4: Create Powerful Referral Partners

    • Lesson #1 – Find the Right Centers of Influence for You
    • Lesson #2 – Start Building Productive Relationships

Course #2: Modern Appointment Setting

With Gail B. Goodman | The Phone Teacher

  • Module 1: Digital | Vocal | Personal Marketing Mix

    • Lesson #1 – Digital, Vocal, Personal marketing techniques
    • Lesson #2 – Becoming a Contact – creating and using a Digital business card, getting into other people’s phones
    • Lesson #3 – Setting Phone Appointments – working around the no-pick-up culture, what to write to schedule a convenient time to call
    • Lesson #4 – Personal Marketing – a review of face-to-face ideas
  • Module 2: Better Scripts

    • Lesson #1 – The Purpose of an appointment and the most Common Phone Mistakes
    • Lesson #2 – The Seven Parts of a Script: Part 1 – A,B,C,D and Part 2 – E, F, G components
    • Lesson #3 – Response Handling – understanding the 4 categories of response
  • Module 3: Getting Personal

    • Lesson #1 – The Five Categories of your Natural Market – how your relationships dictate your phone words
    • Lesson #2 – Phone Networking – transferring good networking skills to those you’ve not seen for a while

What’s My Investment?


1-Year of access to the full training program is $2,999 for 15 participants + $99 per each additional participant. This includes a 30-minute “Implementation Session” with either Bill or Gail to help your leadership team plan how you will roll out the training.

  • Additional Memberships – The price for additional memberships will never go up as long as you stay current with your membership.
  • Renewing Each Year – Your renewal fee will be $500 for processing and turning off old memberships. Plus, your set membership fee to keep adding new members.

Optional Coaching Add-On:

  • Groups with Agency:  $500 for up to 60 minutes.
  • Private One-on-One:  $300 for 45 minutes

Schedule a Call + Demo

100% Money Back Guarantee

You WILL See Results … We Guarantee It!

We are certain you will find great value in the focus, coaching, teaching, support, accountability and results delivered this on-demand video course. However, if at any time you are not satisfied with the program, we will refund 100% of your money.

When you consider the cost of losing just one candidate, a small investment in helping your rookies get more referrals and set more appointments is a no-brainer.

  • “My firm started working with both Gail Goodman and Bill Cates prior to the start of the pandemic lockdowns. They helped our advisors thrive in the most uncertain of times. Gail and Bill are perfect bookends to any advisor’s client creation process. Any sales process could be used, but without Gail to help get prospects and Bill to help build referrals, you are putting your business at risk.”

    Rich Schega, CFP®
    CEO, Magnolia Wealth Strategies (Metairie, LA)


  • How long does it take to complete the entire training?

    Knowing that you and your newer people have a lot on their plate, we have laid out a 7-week action plan that will allow you to train your financial professionals a little bit each week.

  • How much time should be allocated to the training each week?

    Ideally, each financial professional should allocate 90 minutes per week for their self-study. We recommend you meet with the folks going through this training once per week (as a group).

  • Am I able to license just one of the courses individually?

    We are happy to accommodate this request. Contact Bill or Gail about this.

  • How long will my firm and my reps have access to the lessons?

    You will be investing in a 12-month license that can be renewed from year to year.

About Gail B. Goodman

Gail has been recognized as the financial services industry premier appointment-setting trainer.  For over three decades, she has created the most up-to-date training materials which accurately reflect our phoning culture.  Her recent book, “Modern Appointment Setting” was written to help all salespeople and managers to adjust to the era of robocalls and no one picking up their smartphones.

We all need to know how to coordinate technology, phone calling and face-to-face marketing into a modern approach. Gail’s training has always been ahead of the changes by offering the best phone techniques and scripts.

Gail lives on a horse farm outside of Nashville with her husband and too many animals.

About Bill Cates, CSP, CPAE

Bill works with financial professionals to speed up their growth without increasing their marketing budget. They tap into Bill’s proven process to multiply their best clients through introductions from clients and Centers of Influence (such as CPAs and attorneys), communicate their value proposition more effectively, and create a reputation in a profitable target market.

Bill is the founder and CEO of Referral Coach International, as well as the author of four best-selling books, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, and Radical Relevance. Bill is a highly sought-after international speaker and coach, as well as the founder of The Cates Academy for Relationship Marketing™.

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