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Bill Cates, CSP, CPAE, is widely recognized as the financial services foremost expert in how to build a thriving referral-based business. His books, Get More Referrals Now! and Don’t Keep Me a Secret! have revolutionized the way financial professionals are acquiring more and better clients through referrals. And his latest book, Beyond Referrals, is a groundbreaking next step in client acquisition strategies.

Takeaway Quote

“It really doesn’t count until we get connected.”

Show Timeline

2:05 Beyond referrals
2:40 Referrals/recommendations/email handshake/introductions
4:50 How to craft an approach for introductions
7:38 The VIPS methodology
14:00 Value centered referral versus advisor centered referral
15:20 The groundwork that sets up a referral
19:40 Moving people to take action
22:51 Three things to get people talking about you

Links

Bill Cates: www.referralcoach.com
Beyond Referrals: http://amzn.to/2diUeJq

Want More?

Stephen Wershing: www.TheClientDrivenPractice.com/checklistblog
Julie Littlechild: www.absoluteengagement.com/blog

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