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Category: Get More Clients

Breaking Up is Hard to Do – Getting Prospects to Leave the Incumbent Advisor

September 29, 2020Posted by Bill Cates

One of our biggest challenges in client acquisition is when a prospect is having trouble letting go of the relationship with their current financial professional. Of course, you strive to deliver great value and service and to form solid relationships with your clients, so none of them want to leave you… right?  (I hope so.)…

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Are Business Cards Dead?

September 23, 2020Posted by Bill Cates

On September 3 (2020), we conducted a survey of our subscribers, asking them to share their perspective about printed business cards. Were they dead?  Dying? Still a viable tool? As you might guess, the results and comments were all over the map. Some people said that they hadn’t used a printed business card in several…

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Overcoming 3 Virtual Prospecting Challenges

September 9, 2020Posted by Bill Cates

Is this “virtual world” here to stay.  Yup!    Okay, maybe not as prevailing as it is now for most of us, but the convenience and efficiency of virtual meetings is too tempting to have them go away. Heck – I’ve been speaking with some financial professionals who have been working virtually (50 to 100 percent)…

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Want CPA Referrals? Do This First

August 26, 2020Posted by Bill Cates

Very few financial professionals have cracked the code for creating truly productive relationships with CPAs. Most financial professionals are going about it all wrong and don’t even know it. Here are the three biggest mistakes that I see: Trying to move too fast and pushing the CPA away. Not hanging in there long enough to…

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Why Some Clients Won’t Give Referrals

August 19, 2020Posted by Bill Cates

I’m sorry to break this to you, but not all your clients are going to introduce you to others. With that said, knowing why many clients don’t like to refer and what you can do about it can help you increase your chances. I’ve been helping financial professional generate referrals and introductions for over 25…

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Your Perfect Formula for FAST Referrals Without Asking

August 12, 2020Posted by Bill Cates

Are you getting referrals or introductions without asking for them?  You should be, you know. Your ability to generate unsolicited referrals is a barometer of your referability. While there are a number of factors that contribute to your referability, here five steps that are totally within your control. 5-Steps to Referrals Without Asking STEP 1…

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CASE STUDY – A Referral-Generating Message

August 5, 2020Posted by Bill Cates

I have never been a big fan of generic requests for referrals/introductions – either via email or regular mail. With that said, I think that part of your effort to build your firm’s culture of new clients through referrals and introductions can be part of a letter or email campaign. Since you’re unlikely to invest…

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CASE STUDY – Virtual Client-Attraction Social Events

July 29, 2020Posted by Bill Cates

Bring-a-Guest events have long been a staple in financial services as a way to meet qualified prospects. But what about in this virtual world we’re living in at the moment? Can Social Event Marketing still work? Enter Lisa-Marie Winnings, a highly successful, 24-year veteran of financial services. Lisa-Marie told me, “I didn’t want to be…

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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…

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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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