Referral expert Bill Cates discusses strategies for financial advisors to obtain referrals and manage client relationships effectively. 

They emphasize the importance of:

1. Setting clear expectations
2. Being responsive to client communications
3. Understanding the lifetime value of a client

Bill introduces the concept of "referability" and shares insights from his latest book, "The Language of Referrals," covering topics such as promoting introductions, asking for referrals, and addressing concerns.

They highlight the need for authentic, direct communication and the pitfalls of formulaic referral methods. Bill also shares practical advice for advisors to enhance their referral processes and client interactions.

Bill Cates is widely recognized as one of the foremost experts in the art and science of acquiring new clients through referrals and personal introductions. He is president of Referral Coach International, founder of The Cates Academy for Relationship Marketing™, and the host of the podcast TopAdvisorPodcast.com. Bill was recently rated as the #1 Financial Advisor Influencer by Indigo Marketing.

Bill is also a bestselling author. His books are, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, Radical Relevance, and his latest book is The Language of Referrals.

Free resources for listeners:

1. Guides, Checklists, Videos: www.ReferralCoach.com/resources

2. New Advisor Relationship Marketing & Prospecting: www.KickStartProspecting.com

3. 4 Infographic Guides: www.FearlessReferrals.com

4. How I Handle Referrals: www.HowIHandleReferrals.com

5. Link to the Book: www.LanguageofReferrals.com

Get six free training videos and a dozen free planning resources at GoBeElite.com.