Bill Cates's Blog, page 5

How to Warm Up Cold Prospects

You thought they were ready to start working with you. And then they ghosted you. This happens to the best of us. Even when we’ve asked great questions and exposed the gaps in their plans...

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Stop Making Meaningless Client Calls

By Bill Cates, CSP, CPAE

On a recent group coaching call, one of the members of our elite group told us how he had used the VIPS Method™ to generate several introductions that turned into new clients. (The process works – if you work it).

He asked, “I want to go back to this client and ask again, but I’m not sure if or when I should do that.” The good news is that you can continue to ask clients for introductions, but you have to be mindful of two very important things.

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Can You “Re-Ask” a Referral Source for Introductions?

By Bill Cates, CSP, CPAE

On a recent group coaching call, one of the members of our elite group told us how he had used the VIPS Method™ to generate several introductions that turned into new clients. (The process works – if you work it).

He asked, “I want to go back to this client and ask again, but I’m not sure if or when I should do that.” The good news is that you can continue to ask clients for introductions, but you have to be mindful of two very important things.

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Why Your Clients Stories Are Your Biggest Asset

You are in the evidence business! Your prospects need to see the evidence that you are the right fit for them. Your prime evidence building tools are: In today’s blog, I’m going to focus on the stories that come from...

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Reaching a Wider Audience with LinkedIn

In the dynamic world of professional networking, LinkedIn stands out as a pivotal platform for financial professionals seeking to expand their reach and build meaningful connections. Recent insights from Richard Bliss, CEO of Bliss Point Consulting and...

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The Philanthropy Goldmine

Looking for clients with a lot of money? Of course you are. Have you considered the world of philanthropy? For financial advisors, connecting with potential clients who are actively engaged in philanthropy presents a unique...

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Rewarding Referrals Increases Referrals

Let’s start with the statistical evidence – then we’ll get to the “how to.” I’ve seen two studies indicating that rewarding clients for making introductions increases that desired behavior. The first study was a financial...

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A Financial Advisor’s Guide to Holiday Mingling

The holiday season serves a banquet of opportunities for financial advisors, and it’s not just about the turkey and pie at Thanksgiving or the twinkling lights of the winter festivities. Each social event, from autumnal...

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The #1 Destroyer of Relationships

Here is the perfect formula to hurt (or even destroy) any relationship – business or personal: I’m confident that this formula has played out in your business and personal relationships more than you want to...

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The Key to Talking About Your Value at Social Gatherings

Imagine you’re relaxing in the Lazy Boy in the family room, following a big holiday dinner with your family, and your sister’s new beau plops down on the sofa next to you and asks the...

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