Announcing! Bill Cates’s Newest Book…
The Language of Referrals: The Words & Scripts Financial Professionals Use to Gain More Ideal Clients.
Every financial professional understands the power of referrals and personal introductions.
Marketing experts extol the virtues of building a referral-based business. However, while providing overarching strategies and concepts, they don’t tell you how to actually create results.
In this exclusive interview, Bob Burg (author of Endless Referrals and The Go-Giver Series) interviews Bill Cates – widely known as “The Original Referral Coach” in financial services.
While discussing the release of Bill’s latest book, The Language of Referrals, Bob and Bill explore the core principles and practical strategies for mastering the art and skill of building a referral-based business. They offer insights into promoting introductions, overcoming objections, effectively getting introduced, and more!
Bill and Bob discuss:
- Bill’s motivation behind writing The Language of Referrals. “Does the world need another book about referrals?”
- The self-talk and mindset required to produce more and better introductions to quality prospects.
- The important difference between “referrals” and “introductions.”
- The challenges and misconceptions around asking for referrals and how those can impact an advisor’s ability to produce results.
- The language of promoting introductions to generate high-quality unsolicited introductions.
- The importance of being specific in asking for introductions and the language that can be used to make a focused request.
- Understanding and addressing client reluctance to providing introductions.
- The language of turning a client’s willingness to refer into introductions and solid connections.
- …And more!
Resources:
- Get a copy of “The Language of Referrals”
- Get a copy of “Radical Relevance”
- RapidFire Referrals
- The Go-Giver by Bob Burg and John David Mann
Connect With Bill Cates:
- BillCates@referralcoach.com
- Referral Coach Homepage
- Hire Bill for Coaching
- Enroll in The Cates Academy™
Connect with Bob Burg:
About Bob Burg:
Bob Burg shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way, as well. For 30 years he’s helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.
Bob has regularly addressed audiences ranging in size from 50 to 16,000 — sharing the platform with notables including today’s top thought leaders, broadcast personalities, Olympic athletes, and political leaders including a former United States President.
Bob is the author of a number of books on sales, marketing, and influence, with total book sales approaching two million copies.
The American Management Association named Bob one of the 30 Most Influential Leaders and he was named one of the Top 200 Most Influential Authors in the World by Richtopia.
Bob is an advocate, supporter, and defender of the Free Enterprise system, believing that the amount of money one makes is directly proportional to how many people they serve.
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