Bill Cates's Blog, page 2

Relationship Intelligence Creates Unsolicited Referrals

Harvey Mackay managed an envelope company in the 1960s, yet he solved a problem that still haunts advisory firms today. In Harvey’s case, his salespeople had superior product knowledge. But their customer knowledge was skipping a...

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Why Clients Switch Advisors During Market Volatility (And How You Can Prevent It)

When markets get choppy, financial advisors often shift into “defense” mode, focusing primarily on calming anxious clients and protecting existing relationships. And rightly so. While it’s crucial to provide reassurance during volatile times, focusing exclusively...

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Written Proposals Win More Clients

The difference between winning and losing a prospective client often comes down to how clearly you can demonstrate your value. While many advisors rely solely on verbal presentations and informal discussions, implementing a formal proposal...

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Volatile Market – A perfect opportunity for referrals!

Volatile Market, Looming Recession and Inflation… This is NOT a time to be quiet about referrals and introductions. When the market feels like a roller coaster—volatile stocks, whispers of a bear market, inflation, and economic...

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Unlocking the Power of Value Discussions

Research suggests that when clients articulate the value they see in your services, it strengthens their commitment and makes referrals more natural. Building strong, trusting relationships with your clients is the key to earning referrals...

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Top 10 Marketing Messaging Mistakes Financial Advisors Make & How to Fix Them

On January 29 of this year, I posted a blog titled 18 Principles of Effective Marketing Messaging. As a follow-up to that piece, here are the 10 most prevalent marketing messaging mistakes I see advisors making...

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Welcoming Clients from Another Advisor: A Professional Approach

Changing financial advisors isn’t just about numbers—it’s personal. Clients often feel conflicted about leaving their previous advisor, even when they know it’s the right decision. They may feel awkward, guilty, or even nervous about having...

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Is Holistic Advising in Your Future?

This is a guest article from the folks at IronClad Family, the makers iVaultx. In today’s dynamic financial landscape, clients are increasingly seeking advisors who offer more than traditional investment guidance. They desire a comprehensive approach that addresses...

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18 Principles of Effective Marketing Messaging

Early in your career – odds are you were taught how to prospect. You made cold calls. You contacted your natural market. You went to events in search of prospective clients. You did what you had...

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20 Questions to Build Client Loyalty & Get Unsolicited Referrals

You’ve heard the expression, “Working in your business and working on your business.” Here’s a variation for you, “Working in your relationships and working on your relationships.” The key to client loyalty and unsolicited referrals is client engagement. You can enhance your clients’ feelings of engagement through the questions...

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