Tag Archives: Marketing Activities

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Episode #61 Becoming Fluent with The Language of Referrals – A Special Episode with Bob Burg Interviewing Bill Cates

Education, Finance, Leadership, Marketing, Prospecting, Speaking, Top Advisors, , , , , , , , , , , , , , , , , , , , , , , ,

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: 

Connect With Bill Cates:

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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Episode #42 The Power of Effective Networking for Financial Advisors – with Michael Goldberg

Education, Finance, Marketing, Speaking, Uncategorized, , , , , , , , , , , , , , , , , ,

“I tried networking once. It didn’t work!”

Yes!  This is an actual quote from a financial advisor.  Sad!

Networking for financial advisors is not just going to networking events – which even “The Referral Coach” loathes. Networking is forming our own “community” of mutually beneficial relationships. And it can be done without ever going to a single networking event.

And don’t forget… It’s not called, “Net-sit” or “Net-eat.”  It’s called “Net-work” for a reason. Forming a great network of folks who can help you build your business does take some effort. The good news is that most of the time that effort can be fun!  

In this episode, Bill Cates interviews Michael Goldberg, author of Knock Out Networking as well as a consultant and trainer to financial professionals for decades. 

With unusually fun and lively banter, Bill and Michael discuss:

  • How Michael’s career as an amateur boxer (hence “Knockout Networking”) informs how he helps advisors become successful networkers. 
  • ​​Why effective networking for financial advisors goes beyond just attending events, emphasizing that it’s a verb that can be applied in a variety of ways, including social media (LinkedIn, etc.)
  • How the pandemic made people more intentional about networking, and how that intentionality is helping advisors achieve better results. 
  • Why and how focusing on a clear target market makes networking for financial advisors easier and more productive.
  • Michael’s three goals for networking events (if you do choose to go this route), and how to break the ice to have more meaningful conversations while you’re there.
  • The importance of preparation for networking events.
  • The difference between networking and selling, and how prospecting at events can be unattractive and off putting. 
  • How to answer the dreaded, “What do you do?” with Michael’s PEEC Statement formula.
  • The importance of time blocking and owning your calendar to manage your time properly and make the most of networking activities.
  • …And more!

 

Resources: 

Connect With Bill Cates:

Connect With Michael Goldberg: 

About Michael Goldberg:

Michael Goldberg has helped financial advisors, brokers, agents, reps, wholesalers, and other sales producers add hundreds of thousands of dollars to their bottom line.

His firm Knock Out Networking, LLC is renowned as a speaking and training resource in the financial services industry. Described by clients as “dynamic and motivational”, Michael is a master at invigorating and engaging audiences. His knock-out style is “in your face” and high energy. His content is real world and can be applied immediately. Michael speaks at conferences and associations, runs sales meetings, and delivers results-driven programs on networking, referral marketing, and sales presentations.

“It’s all about Connection” – Michael Goldberg

Boxing, like networking, is a contact sport. The more and better connections you make, the more wildly successful you will be. The state of growing a business and gaining more market share for your top performers is becoming more challenging. Despite technology and all that it has allowed us to accomplish, those with the most contacts, the best relationships, and a greater understanding of how to utilize them will achieve the most success.

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