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Wednesday, July 14, 2010

Is the do-not-call list still an issue for you?
This article explains that one of the most efficient, effective, and safe ways to get introduced to referrals is via e-mail.

Thursday, May 20, 2010

Seven strategies to help you get to the top and stay there
This article is devoted to seven strategies that you can employ in order to get to the top and stay there. The better you can master each strategy, the more likely that you will achieve and retain top producer status.

Thursday, April 29, 2010

Getting introduced to the affluent
While there is nothing wrong with a referred lead when trying to reach affluent clients, it's usually not enough. This article provides some alternatives.

Wednesday, March 31, 2010

Better service equals better referrals
In my last column, I gave you some ideas to help you enhance your referability by improving your client service. Here are some more ideas to help you with that.

Friday, March 26, 2010

Are you committed to client service?
In this article, Cates demonstrates some areas of service that need to be top notch in order for you to retain your clients and get them talking about you to others.

Tuesday, March 16, 2010

A referral-based business that's built to last
This article uses the metaphor of a castle for a business that is strong and less susceptible to negative influences such as a sagging economy or volatile stock market, and also includes five critical elements to building a referral-based business.

Thursday, March 11, 2010

Your integrity is tested daily
In your business, as in any business, your integrity is everything. To win clients, to keep clients, and to gain referrals, you must allow your integrity to show in many ways, as often as you can.

Friday, February 19, 2010

Calling your new referral prospects
What do you say when you get on the phone with your new referral prospects? This article offers a template from which you can base your own script.

Monday, October 12, 2009

When not to ask for referrals
Tnis article explains that there are three basic scenarios in which you should consider not asking for referrals.

Monday, June 15, 2009

Five steps to leverage your sales process
This article explains that when it comes to referrals, it's important to prioritize "process" over "products."

All articles from Bill Cates

Is the do-not-call list still an issue for you?
This article explains that one of the most efficient, effective, and safe ways to get introduced to referrals is via e-mail.
Seven strategies to help you get to the top and stay there
This article is devoted to seven strategies that you can employ in order to get to the top and stay there. The better you can master each strategy, the more likely that you will achieve and retain top producer status.
Getting introduced to the affluent
While there is nothing wrong with a referred lead when trying to reach affluent clients, it's usually not enough. This article provides some alternatives.
Five steps to leverage your sales process
This article explains that when it comes to referrals, it's important to prioritize "process" over "products."
Building your business in this volatile market
Read this article to learn more about making the most of and easing your client's fears in the current volatile market.
Do you have a vision of more referrals?
This article explains why meeting people through referrals should be a producer's primary method of prospecting for new clients.
Mistaken assumptions = no referrals
Read this article to find out why mistaken assumptions will discourage many advisors from gathering leads.
Calling your new referral prospects
What do you say when you get on the phone with your new referral prospects? This article offers a template from which you can base your own script.
Better service equals better referrals
In my last column, I gave you some ideas to help you enhance your referability by improving your client service. Here are some more ideas to help you with that.
When not to ask for referrals
Tnis article explains that there are three basic scenarios in which you should consider not asking for referrals.

All articles from Bill Cates

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Is the do-not-call list still an issue for you?
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Wealth Practice Sales Tanking? Ask These 5 Questions...
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