In addition to strengthening your client relationships and running a more efficient and productive business, the process of developing a “Fee-Worthy” mindset and approach can provide you with another meaningful benefit. You also become more efficient with your time. With money we think of Return on Investment; with time we should be thinking about ROE - Return on Energy.
Is your business growth stuck on a plateau? In this episode Duncan discusses becoming franchise ready, and shifting to a scalable growth model.
Just so there is no mistake: Everything you do is client-centered, whether meeting with a client’s friend, recruiting a protégé or conveying the full array of your services. Everything is client-centered, including right-sizing. If you have too many clients, or clients you cannot stand working with, no one wins, and that has to be the core principle that governs right-sizing.
Learn how to stay client-centered through our Total Client Engagement Process: www.paretosystems.com/total-client-engagement
#advisors #businessdevelopment #practicemanagement
Duncan MacPherson in Newport Beach with Jeffrey Baker and Rebecca Kern with First Trust presenting to a great group on how to achieve consistent client acquisition and deploy an impeccable client experience.
Avoid those that are negative, cynical and perpetually fault-finding to avoid becoming part of that environment.
The key to reaching the next level is to take your processes from a concept in your head and galvanize your vision and deliverables on paper for you, your team, and your clients to see. None of what you do is an asset or an intellectual property unless it’s documented. If it’s in your head, it’s just a concept.
Turn your good intentions into a proprietary process. Visit: www.paretosystems.com
Use video to promote your brand and take your business to the next level! In this 4 part series I’ve teamed up with the fine folks at IdeaDecanter.com to showcase the power and impact of video can have on your business.
Duncan MacPherson in Jacksonville with Ryan Issakainen, Anthony Laudicina, Bryan Ulmer and Paul Peterson at First Trust getting ready to present on The Blue Square Method - the mindset and best practices of top fee-for-service professionals.
Advisors who continually expand their client base eventually hit a point of diminishing returns. Once you exceed your service capacity, you can no longer effectively competitor-proof clients, gain their complete financial empowerment or maintain a high degree of refer-ability. As a result, you are likely to become stressed, frustrated and miss important opportunities. Furthermore, unless you hire and manage more staff, which takes time and money, you cannot effectively deploy your service matrix. In time, you will be perceived as a transactional generalist, and you will end up with a business that is a mile wide and an inch deep.
We come back full circle to the question you should ask yourself continually: If 20 percent of your clients generate 80 percent of your business, do you invest 80 percent of your time on that 20 percent? To generate the qualified referrals that will allow you to build a quality practice, you need to do exactly that. Right sizing your clientele will allow you to do it.
Implement processes in your business to avoid having prospective clients get lost in the ‘no man's land’ between intent and consent.
