Enhancing onboarding to improve relationships and drive introductions
Client leverage is what turns incremental growth in your business into exponential growth. Cates explains what you can do in the first few months of working with a client to strengthen your connection and motivate them to introduce you to others who they think you can help.
Scarcity or abundance mentality
Are your limiting beliefs holding you back? Do you have the right mindset to go along with processes and strategies? Are you serving the middle market because you’re afraid of wealth? Watch two top coaches for financial advisors discuss these issues.
Members only
Bill Cates, CSP, CPAE; Tristan Karl Robert Hartey
Quick steps to gain more clients and referrals
How do you turn business growth from a dream into a reality? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to push through reluctance and establish a time-tested system for expanding your clientele.
Generating the right referrals while offering incentives
What can you offer clients as a way to say thank you? What item or event will get them talking about you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to successfully utilize gifts – pending compliance approval – and other initiatives to enhance relationships and drive referrals.
Overcoming challenges related to multi-generational referrals
Can you treat an entire family as if they are an individual client? What decisions might be forgotten in how one generation’s decisions impact another’s? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how they navigate relationships among multiple generations.
Why what you believe determines what you achieve
We don’t act contrary to our beliefs, even when our beliefs may not be true. This is why beliefs are crucial in determining the kind of life we lead. Two top coaches for financial advisors discuss how your beliefs can either hold you back or take you to the next level in your career.
Members only
Bill Cates, CSP, CPAE
Five strategies to get referred up
Use the right approach and scripts to win HNW client introductions.
Practical advice for growing your A-list
The keys to finding and keeping HNW clients.
Turning referrals into reciprocal introductions
Do you know how to ensure the quality of your referrals? How do you maintain reciprocity with those who refer to you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share techniques for establishing a productive and positive pipeline of introductions.
Episode breakdown:
0:28 – Understanding the difference between referrals and introductions
2:25 – Incorporating a scorecard into your referral process
4:45 – Establishing the criteria to judge reciprocal relationships
8:42 – Recognizing that the more you give, the more you get back
9:55 – Creating a culture of introductions
Appropriate procedures when invited to a client event
Here’s how to approach talking to your clients’ friends.