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Tag: value

3 Step Approach to Understand and Communicate Your Complete Value
July 22, 2020Posted by Bill Cates

If you want to attract more Right-Fit Clients™ you need to deliver remarkable value. Value that gets your clients talking about you to others. Value that is worthy of remark. When I interview top producing advisors, they tell me that they are always looking for ways to increase their value to their clients; it’s a…


10 Keys to Referrals & Introductions without Asking
July 13, 2020Posted by Bill Cates

Getting referrals and introductions without asking for them is probably the most fun way to grow your business – especially if you’re getting introduced to the right types of people. In this blog, I’ll provide you with the 10 keys to getting unsolicited referrals. Some of these keys can be broken down into 3 main…


5 Ways to Discover Your Meaningful Differentiation
July 8, 2020Posted by Bill Cates

EXCERPTED FROM BILL’S NEWEST BOOK: Radical Relevance If a high-level prospect or potential center of influence asked you, “What makes you different?”. Would you have an immediate, succinct, and confident answer? Do you struggle or are you clear and confident? And does what makes you different matter? Is it a differentiation that brings a real…


Get Referrals Faster in New Relationships
May 20, 2020Posted by Bill Cates

Getting referrals faster in new relationships is all about providing immediate value. There are many ways to provide value in a brand-new relationship. Sometimes, just setting the appointment brings great value. You know this has happened when your new prospects say, “Thank you for speaking with us today. We’ve wanted to talk to someone about…


How One Advisor is Handling His Clients
April 8, 2020Posted by Bill Cates

In a recent Zoom call with Gerry (a veteran advisor hailing from North Carolina), Gerry told me, “I’m trying to strike a balance between reaching out to my clients as a good listener – to do my best to ease their concerns – and suggest some important steps they should consider taking.” Can you relate…


Grow a Mission-Driven Business
April 1, 2020Posted by Bill Cates

Some of the most successful businesses I’ve observed over my 40 years of running and coaching businesses are those businesses that are truly driven by their mission to bring value to their clients (and beyond). The leaders of these businesses are passionate about transformation – the transformation of their business through transforming their clients. They…


5 No-Brainer Places to Find More Referrals
March 22, 2016Posted by Bill Cates

When I deliver my live presentations (like my April Referral Champions Training Camp) I like to demonstrate the 5 places you should always consider creating a conversation about referrals and personal introductions.

While these areas are SO obvious (hence “no brainer” in the title), most professionals, advisors, and business owners miss these opportunities. What about you?


How to Take The Fear Out of Prospecting
January 21, 2016Posted by Bill Cates

Last week, I was speaking to a group of financial professionals. Also on the program was Nick Murray – industry legend, author, and engaging speaker. Nick had some fun with all the fear people seem to have around prospecting for new business.

Then he made a statement that pretty much sums up my philosophy about prospecting. A perspective, that if everyone would adopt – not only would they not be afraid of prospecting, the whole concept of prospecting and selling would be elevated to a higher level. Would you like to know what Nick said? Keep reading…