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Category: Convert Prospects into Clients (Sales)

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…

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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…

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11 Benefits of Becoming Radically Relevant

July 2, 2020Posted by Bill Cates

EXCERPTED FROM BILL’S NEWEST BOOK: Radical Relevance Becoming and remaining relevant to your prospects and clients—and communicating your relevance in a clear way—is foundational to your business success. Here are a few of the many benefits of keeping the concept of relevance top of mind whenever you think about communicating your value. A more relevant…

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2 Unconscious Referral-Killing Messages

June 24, 2020Posted by Bill Cates

You may be killing your opportunities for more and better referrals without even realizing. Almost everyday I see messages advisors send to their clients and other referral sources that work against their ability to generate more referrals and introductions. Oftentimes, these messages are subtle and the advisor doesn’t even realize the potential negative impact. For…

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7 Do’s and Don’ts for Calling Referral Prospects

June 17, 2020Posted by Bill Cates

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call: DON’T say “How are you today?” in your opening statement. This screams “telemarketer.” DON’T ask “Are you busy?”  Of course, they’re busy. When they say “yes” the tension mounts. Open with “I know…

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Stop Taking On Wrong-Fit Clients

June 11, 2020Posted by Bill Cates

  If someone isn’t right for your business, you’re probably not the right advisor for them. Agree?   It’s important that we create win-win situations.   What I’m about to share with you might take a little bit of courage, certainly a little bit of discipline, and a mindset of abundance.   The prime directive…

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Get Centers of Influence to Send Referrals to You

June 2, 2020Posted by Bill Cates

Have you ever sent a center of influence a few referrals – maybe many referrals – but they aren’t reciprocating? What’s going on here? My first question to you is, “Are you sure you are referable in their eyes?  Just because you sent people their way, doesn’t mean they feel comfortable reciprocating – at least…

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7 Tips to Running a Virtual Sales Meeting

May 28, 2020Posted by Bill Cates

Blame the pandemic for the fact that virtual sales meetings have been fast forwarded about 4-5 years.  They’ve been around for a long time, but now we are being forced into doing more. Additionally, many prospects will start requesting these instead of driving to you or vice versa. Now… does this change the basic principles…

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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…

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How to Prevent & Fix Stalled Introductions

May 13, 2020Posted by Bill Cates

Has this ever happened to you? A client said they are willing to introduce you to a friend, a family member, a colleague. They said they were going to reach out to that person, yet it hasn’t happened or you’re not sure if it’s happened. How do you go back to them to make sure…

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