“Beyond Referrals” (Bill Cates)

Bill Cates: “Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients”

Bill Cates has authored 5 books and he is THE Referral Coach. Spend less than 30 minutes with us and you’ll be on your way to creating your own “Perpetual Revenue System.”

Here’s what Mr. Cates covered for us:

  1. When you were fresh out of college, you had a memorable work experience that sparked an awareness of this whole referral thing…
  2. I imagine some of our viewers are of the mindset, “If I deliver great service and my clients love me, then naturally they’ll want to recommend me, right?”
    How would you address this notion?
  3. This is not your first book on referrals – what is the BEYOND part, in Beyond Referrals?
  4. Are most people simply not asking for referrals? …why is that?
  5. Let’s say someone has just started a new job in sales. How much time should they expect it to take before a considerable amount of their business is coming from referrals?
  6. I recommend NPS – (Net Promoter Score) as a customer loyalty measurement tool to my clients and I’ve even interviewed Satmetrix’s CEO on this show. You say that measuring NPS is worthwhile, but that most companies are missing an opportunity for referrals…
  7. What should we do when a client says, “Yeah, just give Jim a call and tell him you got his number from me.”
  8. What are a few of the steps required to becoming more referable?
  9. You talk about the power of attending events with your clients…
  10. What is “Word of Internet” and how should we be leveraging it?
  11. You say, “The right introduction can make or break the referral process, and so we can’t leave it to chance.”
  12. A growing number of people are turning to online reviews. In your opinion, how powerful are review sites like Yelp, Google reviews, Angie’s list, and the like?
  13.  You say (and I agree!) that it’s important to keep the referral source in the loop…
  14.  When it comes time to reach out to a referral, what’s better, e-mail or phone?
  15.  You have a quick tip for getting referrals to open your e-mails…

“5 Millennial Myths: The handbook for managing and motivating Millennials” (Gabrielle Jackson)

Gabrielle Jackson: 5 Millennial Myths: The handbook for managing and motivating Millennials”

Generational strategist, author and millennial motivator, Gabrielle Jackson, helps us understand our generational differences and guides us toward positive and effective actions.

Here’s what Gabrielle covered for us:

  1. This is the first time we have 4 generations in our workforce. Who are they and why is this important to recognize?
  2. Why are you so passionate about this topic?
  3. Is college preparing millennials for today’s work environment?
  4. Do millennials value a college education as much as previous generations did?
  5. When I look back at what I’d accomplished by 26, it’s nowhere near what you’ve achieved. Is this part of the millennial culture; rapid achievements?
  6. One of the things millennials have become known for is job-hopping. In fact, the average tenure is less than 2 years. Why is this? Are millennials just disloyal?
  7. You say, “Hard work still means something to us – it just looks different.”
  8. When we’re employing a rockstar millennial, how do we keep them engaged and onboard?
  9. What are your thoughts on mentoring; mentorship programs?
  10. If an organization is looking to attract millennials, what should they be doing; providing?
  11. Millennials are viewed as feeling ENTITLED. Why is this the perception and how can employers and employees address this?
  12. Are millennials really “addicted to technology” and is this good or bad?
  13. Is it possible that technology has made us less equipped to handle social situations?
  14. Each generation has their own preferences when it comes to communication – how can we all get along and communicate effectively?
  15. You say: millennials don’t want to be managed, they want to be led…

“The Mindful Leader” (Lowell Nerenberg)

Lowell Nerenberg: “The Mindful Leader

Did you know that we’re all effectively running on “autopilot” … the majority of the time? What is mindfulness and how can it benefit our business and our life? Find out in this thought-provoking interview with Coach Lowell:

Here’s what Coach Lowell covered for us:

  1. Who was it that brought this practice of mindfulness to the world, and how is it different from meditation?
  2. Why do you think this practice has gotten so much recent attention?
  3. I imagine this takes great patience and great practice. Where might one begin?
  4. Many business leaders & entrepreneurs are afflicted with ADHD. Can someone with ADHD build this muscle of mindfulness?
  5. Do you know of any famous business leaders already practicing mindfulness?
  6. When we’re not being mindful, are we just operating on autopilot?
  7. We have a 1-year-old at home and experienced parents are all telling us how the time just flies by; that the “days are long and the years are short” – have we cracked the code on slowing down time … by being mindful?
  8. Does mindfulness make us more effective, or does it slow us down; all of this noticing?
  9. I’ve read that mindfulness can increase memory and creativity?
  10. How can a mindful leader best work with a mindless employee?
  11. I imagine this is the thing that many salespeople are lacking. Many seem to be running on autopilot, not really noticing the body language of the buyer, not really listening, and not ever connecting with that other person…
  12. I’ve read that mindfulness makes one less judgmental of others…
  13. Has technology made us less mindful? Is it a bad thing?
  14. You once led a $13MM Inc500 company. What did you know about mindfulness at the time?
  15. How does one create a mindful culture in their organization?
  16. What the one thing you hope our viewers will get out of today’s interview?