The Major Cause of Call Reluctance By Gail Goodman

In the financial services profession, it seems everyone agrees that there is such a thing as "call reluctance." Managers and trainers use this phrase when referring to specific behavior - i.e. someone not willing to get on the phone and schedule their appointments. When I ask managers and trainers "Why...

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3 Steps to Positive Word of Mouth

Here are few questions to think about as I lead into the topic for this issue of  this post: When your clients talk about you to others, what are they saying? Do you have any idea? Do your clients talk about you in glowing terms, neutral terms, or worse? (Hopefully glowing!) If they were asked...

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Refining Your Referral Language

Step One - V - Value Discussion With the theme being "transitions," I should talk about getting the value discussion started - transitioning from another item on the agenda.In review meetings with established clients, here's my favorite language: "Let's put the economy aside for a minute. Let's put...

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Getting Your Prospects to Return Your Calls

Getting prospects to return your calls is one of the most frustrating problems we experience. We can be 90% sure a deal will close in the next week and suddenly, silence. If you keep calling, you appear desperate and annoying, so what do you do? Before you drive yourself completely crazy, take solace...

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7 Simple Referral Tips by Bill Cates

Host a Wii Party One Boot Camp participant told us about very successful client (bring-a-friend) event. She hired a party planner to help her put together a Wii party. She had 6 stations in a private room in a local pub. She said that all her clients had a blast playing Wii tennis, baseball, bowling,...

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Referral Study Groups That Produce Results

By Bill Cates I just delivered a full-day referral program to a financial company in Atlanta. Right after lunch, before I was to resume the program, the leader of the firm challenged the 60 people in the room to take referral generation to the next level. She announced the formation of a 15 member...

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5 Referral Killers

Here are 5 surefire ways to kill (or at least diminish) your chances for getting referrals from prospects, clients, and Centers of Influence. If you have been following my work for some time, you have probably already heard me address these issues in one form or another. I hope you find this issue...

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