AN ADVANCED LESSON IN REFERRALS by Bill Cates Bill Cates explains how you can adjust your referral requests to the personality of your client or prospect. If youre familiar wi...

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...

I recently had the pleasure of interviewing Linda Dobson, an estate-planning attorney from Los Angeles. She had this advice for financial services professionals who want to win referrals from estate-planning attorneys:

REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

RELATIONSHIP BRANDING: FULFILL THE PROMISE OF YOUR BRAND by Patricia Berry Although the basic idea of your brand mi...

SHARK-PROOF YOUR ACCOUNTS! by David Connolly Use this strategy to insulate newly written accounts against the comeback attack of the incumbent agent. Youve sold y...

In this document, Bill Cates tells you why a client-centered approach to seeking referrals is usually more effective than one that’s producer-centered. Instead of saying "I’m building my business and I need your help," you’re saying, "I’m glad you see the value in what we’ve accomplished. Let’s see who else can benefit from this service."