Bill Cates

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.

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.

Can you say “no” to referral prospects? Bill Cates says it is a critical skill if you want to expand your practice.

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.

Here are five critical things blogger Bill Cates believes advisors should do to turn a referral into a quality introduction.

To get referrals with real payoff, make sure your clients and professional peers understand your firm's offerings -- and needs.

When don’t you ask for referrals? In these three scenarios.