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Are you struggling to get valuable referrals from your clients? Have you tried the power of introductions?
In this episode of the Top Advisor Marketing Podcast, Matt Halloran is joined by referral guru, Bill Cates — author of the new book, The Language of Referrals — for his FIFTH appearance on our show. Bill explains his powerful strategies, outlining the six key areas you need to master for referral success. Whether you’re a seasoned professional or new to the field, this conversation offers actionable insights to help you build a referral-based practice with integrity and confidence.
Matt and Bill discuss:
- The subtle difference between a “referral” and an “introduction”
- Why your mindset matters
- How to navigate objections like a pro
- The 6 parts of referral language
- The VIPS Method
- And more
“You’ve asked the client for the possibility of referrals or introductions, didn’t work out for whatever reason, and 2, 3, 4 weeks later they say, “Hey, I got somebody for you.” They want to do it on their terms, when they feel most comfortable, and they see the connection.” ~Bill Cates
Resources:
- Podcast: How to get Referrals Without Asking — Referrals Mini-Series Part 1
- Book: Don’t Keep Me a Secret by Bill Cates
- Book: The Ultimate Sales Machine by Chet Holmes
- Book: Radical Relevance by Bill Cates
- Website: The Language of Referrals
- Podcast: Top Advisor with Bill Cates
Connect With Bill Cates:
Connect With ProudMouth:
- ProudMouth
- LinkedIn: Matt Halloran
- Twitter: Matt Halloran
- LinkedIn: ProudMouth
- Facebook: ProudMouth
- Twitter: ProudMouth
- YouTube: ProudMouth
About Our Guest:
Bill Cates, CSP, CPAE, works with financial advisors to speed up their growth without increasing their marketing budget. Advisors tap into Bill’s proven process to multiply their best clients through introductions from advocates and Centers of Influence, communicate their value proposition more effectively, and create a reputation in a profitable target market. Bill helps advisors move from push prospecting to magnetic marketing – to attract more Right-Fit Clients™.
Bill is the author of 3 best-selling books, Get More Referrals Now, Beyond Referrals, and Radical Relevance. Bill’s newest book, The Language of Referrals is due to be released in March of 2024. He is the founder of The Cates Academy for Relationship Marketing™, has been named the #1 Financial Advisor Influencer by Indigo Marketing, and is the host of the acclaimed Top Advisor Podcast (www.TopAdvisorPodcast.com) – now ranked in the Top 10% of podcasts worldwide.
