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...

Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

DO YOU FORGET TO ASK FOR REFERRALS? THESE FIVE QUESTIONS CAN HELP! by Bill Cates A common referral challenge I hear in my seminars and coaching programs is the issue of forgetting ...

DONT GO TOO FAR WHEN ASKING FOR REFERRALS! by Bill Cates After reading a new book on referrals, I was shocked! The author opened with a story of an occasion when he asked for refer...

REFERRALS: GO FROM A 'ME' TO A 'WE' PROCESS by Bill Cates For many years, the referral process has been taught as a...

RETENTION AND RENEWALS: TWO NEW STEPS FOR PRODUCERS AND CSRs by Preston Diamond The higher your agencys referral and renewal rate, the stronger your bottom line. In this docume...

SIX WAYS TO lsquo;WOW' YOUR CUSTOMERS by Vicki Lenz The problem with many businesses today is that they strive to satisfy cus...

THE HERO FACTOR-USE IT FOR REFERRALS! by Bill Cates One reason people like to give referrals is to help their friends, ...

When you experience those fearful moments of awkwardness or self-doubt, what’s your response? Bill Cates describes how your response to the everyday fears in life (business and otherwise) will make a huge difference in how successful you become.