Rob Knapp interviews Bill Cates, author of the Referral Minute Newsletter.
Bill has revolutionized the way financial professionals generate an abundance of high-quality referrals. You can visit him at http://www.referralcoach.com
Posts By: Tim Byrnes
American Greed and How to Prevent the Next Bernie Madoff
Ponzi Schemes have been around since man first exchanged money for services. There are hundreds of Ponzi Schemes going on as we speak. There are over 50 that are exposed each year, with over 150 exposed in the wake of the Great Recession. Some are pure scams, while others are somewhat market dependent.
What to Say to Clients that Overspend
We have all had to face this difficult situation with a client. You discover that they are clearly spending well beyond their budget. They have no apparent means of replenishing their principle, but they continue to spend in spite of your advice. What do you do? When I would visit an office in my District,… Read more »
Have You Ever Encouraged a Client to Spend More Money?
Giving your clients permission to spend more money is one of the greatest gifts you can give them! Most successful people grew up working hard and saving money. That, probably, is why they are rich now. When you do a cash flow analysis as part of this client’s financial plan, you quickly realize that… Read more »
Suggested Screens to Segment Your Clients
Supernova Sample Screens for Segmenting Clients © 1. Account by production 2. Value of assets 3. Are they likeable? Do they treat my staff well? 4. Are they trustworthy? 5. Do they fall into one of my niches? 6. Do they accept my recommendations? 7. Is there profitability in this account? 8. Is there an… Read more »
The Worst Salesman in the World
By Rob Knapp, President, Supernova Consulting Group We all want change, except when it comes to us changing. This past Presidential election was all about wanting change. We are all very excited to “drain the swamp” because we love the idea of creating change for others. Let’s drain their swamp, not ours. We all know… Read more »