1. © 2004-2006 Copyright by Bill Cates
FOR INTERNAL USE ONLY
© Copyright by Bill Cates

6. Burning Desire! “The starting point of all achievement”
Napoleon Hill Think & Grow Rich

7. The way of the world is meeting people through other people.
Strategies!
The way of the world is meeting people through other people.

8. Build Your Business With
Courage!

9. Ground
Rules

10. Prospect for Introductions Network Strategically
Enhance Referability
Prospect for Introductions
Target a Niche
Network Strategically

11. Embrace a Referral Mindset

12. “I meet my prospects the way they want to meet me.”
Referral Mindset
“I meet my prospects the way they want to meet me.” 1

13. Willingness of the Affluent to Give Referrals
83% Said “willing to give referrals to their advisors.”
11% have been asked.
Securities Industry and Financial Markets Association

14. “I leverage the life-time value of my clients.”
Referral Mindset
“I leverage the life-time value of my clients.” 2

15. “I am constantly giving referrals.”
Referral Mindset 3
“I am constantly giving referrals.”

16. “I have a system for generating referrals.”
Referral Mindset
“I have a system for generating referrals.” 4

17. It’s Like Billiards

18. Geometric Growth
Unlike billiards where one shot leads to one shot – unless you’re lucky.
With referrals, one client can lead to two. Two clients can lead to four.
Four clients can lead to eight.
Your business grows geometrically.

19. Referral Mindset 5
Expect
“I to get referrals!”

20. is the most important ingredient in making a sale…
Trust
is the most important ingredient in making a sale…

21. So make sure you meet all your new prospects starting at the highest point of trust. That means a
referral !

22. Cold calls are
God’s punishment
for failure to get
enough referrals!

23. Prospect for Introductions Network Strategically
Enhance Referability
Prospect for Introductions
Target a Niche
Network Strategically

24. Become Referable Quickly

25. Become Referable Sooner
Have an initial process that makes your clients go “wow.” 1

26. Coffee Beans = Commodity
The Experience Economy Joseph Pine & James Gilmore - Harvard Business School Press
Coffee Beans = Commodity

27. Coffee Beans = Commodity
The Experience Economy Joseph Pine & James Gilmore - Harvard Business School Press
Coffee Beans = Commodity
Coffee Grounds = Goods

28. Coffee Beans = Commodity
The Experience Economy Joseph Pine & James Gilmore - Harvard Business School Press
Coffee Beans = Commodity
Coffee Grounds = Goods
Diner Coffee = Service

29. Coffee Beans = Commodity
The Experience Economy Joseph Pine & James Gilmore - Harvard Business School Press
Coffee Beans = Commodity
Coffee Grounds = Goods
Diner Coffee = Service
Starbucks =
Experience

30. Commodities = Fungible
The Experience Economy Joseph Pine & James Gilmore - Harvard Business School Press
Commodities = Fungible
Goods = Tangible
Services = Intangible
Experiences =
Memorable

31. Become Referable Sooner2
Find out what your prospects expect in the relationship.

32. Become Referable Sooner3
Lead your clients to make the right decisions and not procrastinate.

33. Million Dollar Advisor
“I believe I really help people. So I’m on a mission. Our job is to transfer our belief in what we do to our clients…
Mike Brown, CFP
Million Dollar Advisor

34. Million Dollar Advisor
“If we believe it, our clients will believe it. For instance, it took me 2 hours to convince a guy he loved his family…
Mike Brown, CFP
Million Dollar Advisor

35. Million Dollar Advisor
“2½ years later he discovered he had a brain tumor and was permanently disabled.”
Mike Brown, CFP
Million Dollar Advisor

36. Become Referable Quickly
Have an initial process that makes your clients go “Wow.”
Talk about expectations in the relationship. Take a leadership role.

37. Develop and Use a Model for Client Contact and Service
Stay Referable
Develop and Use a Model for Client Contact and Service

38. Segment Your Client Base
Stay Referable
Segment Your Client Base
A’s B’s C’s
Why?

39. Deliver impeccable transactional service.
Stay Referable
Deliver impeccable transactional service.

40. Consider “Themed Meetings”
Stay Referable
Consistently deliver value to your clients.
Consider “Themed Meetings”

41. Build business friendships.
Stay Referable
Build business friendships.

42. Stay Referable Deliver impeccable transactional service.
Constantly deliver value to your clients Build business friendships.

43. Create and Implement Your Client Service Matrix
Stay Referable
Create and Implement Your Client Service Matrix

44. Plus, new referral magazine later this year!
2 FREE gifts:
7 Deadly Referral Mistakes
What Every Financial Professional Needs to Know to Build a Referral Based Business
Plus, new referral magazine later this year!

45. 3 Referral Boot Camps per Year

46. Deepen Your Commitment to Referrals!

47. Promote Referrals

48. “Don’t keep me a
secret.”

49. “I’m never. too busy to. see if I can. help any of your friends,
“I’m never too busy to see if I can help any of your friends, family members, or colleagues.”

50. “If you ever introduce me to anyone, I’d like you to know how I would handle it – what it might look like.”

51. Referral Tic-Tac-Toe Have fun – Make it yours! Bob Mary Art Joe Ned
Sue
Barb
Jean
Frank

52. Remember:
Your referral business
grows at the
speed of
relationships.

53. I can lead you to the referral waters, but I can’t make you drink!

54. Time to
TAKE ACTION

57. Woulda-Shoulda-Coulda
All the woulda-shoulda-couldas
Layin’ in the sun,
Talkn’ ‘bout the things
They woulda-shoulda-coulda done…
But those woulda-shoulda-couldas
All ran away and hid
From one little did.

58. “Without courage, all other virtues lose their meaning..”
Winston Churchill