February 13, 2014
Clients want you to succeed and are willing to help, so here’s how to address the problem of “overservicing” them.
January 8, 2014
What is the ideal number of times to be in touch with clients each year? It's probably higher than you think. Here are some ideas to help deepen your relationships.
November 27, 2013
The more your home page talks about prospects, the more they will want to explore. So stop talking about yourself and talk about what your clients are interested in – themselves and their special needs.
November 7, 2013
What are the unique questions your target market should be asking themselves? Because of almost universal access to information, if the clients fully understood their problem or their questions they would have little need for an advisor.
October 2, 2013
Case studies can be a great way to communicate the reasons a client should work with you -- as long as they want to read all the way to the end.
August 19, 2013
We have all heard that the best way to have loyal clients and get referrals is to consistently exceed your clients' expectations.
July 31, 2013
If clients look at their access to you as one of the most valuable aspects of working with your firm, how much value is left in the firm when you leave and how will you ever have enough time? This is the “access to principals” paradox, says referral expert Steve Wershing.
July 15, 2013
Generating referrals is not a numbers game. Referral Coach Bill Cates says that it is better to get one great referral than a litany of names.
July 3, 2013
Most financial professionals are not as referable as they think they are or as they need to be to garner a lot of great referrals.
June 19, 2013
One source of an advisor's referability isn’t the advisor at all; it’s their support staff – be it client assistants, receptionists, para-planners, and other associates. Bill Cates says how your staff represents you can be a limiting factor in your referability. Check out some of his thoughts and ideas to help ensure all the members of your team make a positive contribution to your ability to generate referrals
June 11, 2013
To generate more high-level referrals, Bill Cates suggests advisors try hosting a simple, targeted educational seminar populated by clients and their friends.
June 4, 2013
Putting your clients and best prospects on a regular call cycle is an idea that is well known and well understood conceptually, however, for most advisors it remains a conceptual idea, not an executed one, according to Bill Cates.
May 30, 2013
Bring value on the very first contact. Bill Cates says it is a a simple concept that advisors often muddle. He offers three simple ideas to help provide value immediately to your new referral prospects.
May 24, 2013
Can you say “no” to referral prospects? Bill Cates says it is a critical skill if you want to expand your practice.
May 14, 2013
So you've met a great prospect or received a great introduction. What's next? Bill Cates offers dos (and don'ts) for what to say when you call your new prospects.