What Do You Think It Is Worth? Creating Business Value, Part I

What Do You Think It Is Worth? Creating Business Value, Part I

Over the years I have been blessed with several very deep and meaningful friendships. Few have meant as much to me as my friendship with ‘John’. We have that rare kind of relationship where we meet often in both social and business circles. We have shared many of our life stories as well as the ups and downs of our businesses. We have talked and prayed together for many years over both small and large events. During the past year I have become very concerned as I realized that John has … [Read more...]

Getting Introduced to Affluent Prospects [With Bonus Download]

getting-introduced-to-affluent-prospects

This month’s article from Bill Cates is inspired by strategies covered in his new book Beyond Referrals. In our Referral Advantage Program™, Step #7 deals with how to maximize the connection between your referral source and the new prospect.  Unfortunately, too many advisors settle for what we call suggestions.  With a suggestion, your referral source (client or center of influence) has given a referral (hopefully more than one), contact information, and some information about your new … [Read more...]

The 2 Reasons Referrals Fail and the 5-Steps to Make Them Sail!

The 2 Reasons Referrals Fail… and the 5-Steps to Make Them Sail!

We would all like our clients to come to us from referrals, for obvious reasons. And there have been hundreds of books and thousands of articles written about how to get referrals.  Yet we all still struggle to get referrals.  Why? Two Reasons: Clients Hate Rejection!—When a client that loves us refers us to a friend by saying something like, “Hey, you should talk to my advisor!  He’s done a really good job helping me with my retirement.” What does their friend say?  … [Read more...]

The 6 Steps to Build Your Referral Pipeline Through Positive Networking

The 6 Steps to Build Your Referral Pipeline Through Positive Networking

Networking, which builds strong relationships, is regarded as the critical skill to find new clients and to keep the ones we have. Networking helps to create long-term working relationships by building them based on respect and with patience. However, networking sometimes has negative connotations, because often the people who traditionally network make new connections for the sole purpose of collecting names rather than establishing quality communications. These people fail to do the … [Read more...]

How to Get More Referrals from a Networking Group

Get more insurance referrals from a networking group

I was inspired by a question asked of me by a top producer at, well, a top producers meeting. I belong to a referral group that meets once a week for the past 4 months. No sales yet. What could I be missing? I guess you can see why I didn’t use this as the title. Anyway, great question nonetheless! It’s hard to say what this agent is missing since I’m not attending the events with him. That said, I answered his question with a few more questions. (I’m funny like that.) Only he … [Read more...]

Getting Introduced to Affluent Prospects

getting-introduced-to-affluent-prospects

Here are some strategies to improve your chances of getting connected with your new referral prospects – especially those more affluent prospects.  In our Referral Advantage Program™, Step #7 deals with how to maximize the connection between your referral source and the new prospect.  Unfortunately, too many advisors settle for what we call suggestions.  With a suggestion, your referral source (client or center of influence) has given a referral (hopefully more than one), contact … [Read more...]