10 TIPS TO GARNER QUALITY REFERRALS by Bill Cates In this document, Bill Cates offers 10 tips you can act on quickly that will start to increase your flow of quality...

APPROACHING FRIENDS FOR REFERRALS: I by Bill Cates How do you approach friends, and others, about the work you do to get referrals? One of the challenges is that they haven...

APPROACHING FRIENDS FOR REFERRALS: II by Bill Cates How do you approach friends, and others, about the work you do to get referrals? How can you go back to clients who have given ...

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

FOUR QUICK HIT REFERRAL IDEAS by Bill Cates Every time I host a Referral Champions Boot Camp, I walk away with great ideas from the attendees - and the latest camp was no excep...

MARKETING MISTAKE: NOT UPSELLING, CROSS-SELLING, OR BACK-ENDING YOUR PRESENT CUSTOMERS by Stephen Anderson As every agency owner knows, identifying prospects an...

When someone is reluctant to give you referrals, it's likely that they're concerned about their friends' or colleagues' reactions to their names coming up in conversation and to your calling them. They could be afraid that their friends or colleagues wouldn't appreciate having a salesperson unleashed on them.

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.