About the Episode:
Here’s something we’ve all encountered in our practices: the feast-or-famine cycle of waiting for referrals versus actively generating them. Join guest host Bryan Bibbo, AIF, NSSA, BPC, CEPA, President, CFO, and partner at JL Smith Holistic Wealth Management, as he interviews two referral masters who have cracked the code on systematic generation.
Listen as Bill Cates, CSP, CPAE, renowned author, speaker, consultant, and founder of Cates Academy for Relationship Marketing, shares his proven frameworks for overcoming the discomfort around asking for referrals. John DelGreco, President at DelGreco Tax and Insurance Group and founding partner of C2P, who’s built a thriving practice for 15 years without running a single seminar, reveals his expectation-based approach that consistently generates quality introductions.
Key Topics Discussed:
Whether you’re getting sporadic referrals and want consistency, or you’re hesitant to ask and need confidence-building frameworks, this episode can show you the proven systems that separate referral masters from everyone else hoping for the phone to ring.
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About the Host:
Bryan Bibbo, AIF, NSSA, BPC, CEPA, serves as President, CFO, and Lead Advisor at JL Smith Holistic Wealth Management, focusing on retirement planning, estate, and financial income planning. Since 2015, he has provided financial education and retirement planning strategies to residents in Northeast Ohio. His client base includes successful professionals, business owners, and retirees seeking to develop financial strategies for wealth optimization and securing a reliable income source during retirement. Bryan is committed to ensuring his clients’ financial plans are both comprehensive and adaptable, allowing for peace of mind regarding their financial futures.
He holds various professional licenses and designations, including Life and Health Insurance, Series 65, and the Annual Filing Season Program (AFSP) with the Internal Revenue Service. His specialized designations include National Social Security Advisor, Accredited Investment Fiduciary, and Bucket Plan Certified®. Bryan advocates for a holistic retirement plan that addresses key areas such as withdrawals, taxes, risk tolerance, long-term care mitigation, and inflation, emphasizing the importance of flexibility to adjust plans according to changes in laws, taxes, and the economy.
About the Guests:
Bill Cates, CSP, CPAE, is an internationally renowned client-acquisition speaker and consultant, known for his actionable and proven strategies that have guided over 300,000 professionals, small business owners, and salespeople worldwide to establish thriving referral-based businesses. As the president of Referral Coach International and the founder of The Referral Coach Academy, he has cemented his position as a leading authority in referral strategies and client acquisition.
He is also the author of four books on referrals, including Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals: How to Use the Perpetual Revenue System to Turn Referrals into High-Value Clients, and Radical Relevance: Reinventing Your Value Proposition to Win More Ideal Clients. His work has been featured in major publications like Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post, The Wall Street Journal, and Money Magazine.
John DelGreco is the president of The DelGreco Tax and Insurance Group, a family-owned and operated business in western Pennsylvania, as well as a mentor and founding partner of C2P. He is an accomplished insurance advisor with more than 40 years of experience. John joined the financial services industry in 1976 as a captive agent for New York Life, and by 1984, became one of the first independent insurance advisors. He was one of the first advisors to conduct a workshop in Pittsburgh in the early 1980s. His firm has evolved over the past four decades and currently serves more than 2,500 clients. John has hit a number of milestones over the years, including recently ranking 7th place out of more than 30,000 agents with American Equity.