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Proven Strategies Blog

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2021-04-12 • 20 second read

Thursday, April 29th at 12:00 PM or 4:00PM EDT 

Complimentary registration link:  https://register.gotowebinar.com/rt/6152045048541382412

Master the lost art of sending impactful greeting cards by joining Duncan MacPherson of Pareto Systems along with Cathi and Glen Durrell of Lavish Cards as they discuss:
• Why high-quality greeting cards have more impact on client relationships now than ever before.
• How to adopt and deploy best practices and proven strategies that amplify loyalty and advocacy.
• Ensure that you always "own the mantle" whenever you send a card to a client paying tribute to an life-event, milestone or holiday.
Top teams are seizing the moment to up their game when it comes to client engagement. You too can learn how to take the abstract, commoditized, transactional and volatile nature of this business and make your value more conceptual and indispensable with simple and easy to use strategies.

Q&A - Be sure to ask a question when you register for the Q&A portion of the webinar.

Complimentary registration link: https://register.gotowebinar.com/rt/6152045048541382412

Can't make it, don't worry register anyway and we give you access to the recording.

2021-04-15 • 4 min video

If your clients don’t know who your ideal client is, they can’t recommend someone who is a good fit. If they don’t know how to make an introduction to you, they won’t. Communication is key and having a defined process and ideal client profile makes you more referable.

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2021-04-14 •

When it comes to practice management, a lot of attention must be placed on the client experience. Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix are just a few of the essentials that I help advisors put into action to project professionalism and strengthen their client relationships.

The Advisor Playbook is loaded with actionable content to take your business to the next level! Click to download a sample chapter: https://www.paretosystems.com/the-advisor-playbook.html

#branding #businessdevelopment #practicemanagement

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2021-04-13 • 3 minute read

Is it your fault as an advisor that the markets are volatile and the future is uncertain? Not any more than it’s your fault when autumn becomes winter. Your responsibility, however, is that your clients are prepared for winter, and that it’s not a shock to them when it arrives. However, if your clients tend to refer you only when things are rosy, you have a serious vulnerability in the way that you have positioned yourself. Things do not have to be this way!

If advisors would take a page or two from a profession that has already gone through this brand of disharmony, the dentists in the preceding section being a great example, they would finally have a business where clients can and will refer them regardless of how the markets are doing. This is not a pipe dream. There are advisors who have already integrated these things into their businesses. These advisors have clients who have been taught the doctrine and who are not faked out by volatility. As a result, because their clients’ expectations have been exceeded in the areas that the advisor can control, these advisors are immensely referable 365 days out of the year.

When ‘instant rapport’ takes place at your office and the experience is coupled with a client process where the complexities of financial planning have been simplified and future-paced, clients will embrace your efforts. They will also realize that it would be a disservice not to recommend this five-star service to others they know who are unhappy with their professional advisors.

Through a crystal-clear client process, clients are taught that financial planning is not an event, but a process that involves ongoing interaction with their professional advisor, repeatedly and consistently as their lives and needs unfold.

Like the “dental health” mantra, clients can learn a financial mantra and will deliver it to others just as naturally and eloquently. With this kind of structure, to blame a professional advisor for an occasional or sustained hit to a balanced portfolio would be akin to blaming a dentist for your impacted wisdom tooth. The end result is that the instant rapport and the Client Process are what the clients learn to value in their dealings with the advisor, instead of fixating on the rate of return on their investments.

To those advisors who doubt the veracity of this claim, the number-one piece of feedback I hear from the clients of professional advisors who have embraced this approach of perfecting what they can control and improve on is: “Finally! This is what we’ve been waiting for!” Typically, when affluent prospective clients hear about a superior brand of advisor, they will distance themselves from the transaction-oriented advisor as quickly as possible and gravitate to the full-service advisor.

The bottom line is that everything – every action and reaction – executed by you and your team makes you either more or less referable. Scrutinize everything and create a referable experience so that you can nail down the small changes that makes for major improvement; the processes that sharpen the winning edge.

Continued Success!

Contributed by Duncan MacPherson

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2021-04-12 • 20 second read

Professionalizing every aspect of your business – from your agendas to your onboarding process to your office itself – and infusing each element with your brand, governed by replicable process, is the key to moving from the business running you, to you running the business.

2021-04-08 • 15 min

The wonderful women behind ID will be presented "How to Look Your Best in Virtual Meetings" at last month’s "The Women Are Here!" Virtual Summit. Watch the replay here!

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2021-04-07 • 20 second read

It's easy to fixate on our technical ability and our core competencies, but we have to focus on ourselves as well. Jim Rohn said that "we are the average of the five people we spend the most amount of time around" and every now and again we have to assess our environment - because we are products of our environment.

2021-04-06 • 29 minutes

Missed last month's "The Women Are Here!" Virtual Summit? Watch the recording of Marci Fried's presentation "Your Vision, Your Practice" with Kristina Miller here!

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2021-04-05 • 20 sec

Thursday April 8th at 1:00 or 4:00 pm ET

Join Duncan MacPherson, founder of Pareto Systems, as he discusses three proven strategies that branch and complex managers can provide to their team right now.

Click here to register: https://register.gotowebinar.com/rt/3492231862156663564

Not a manager? Please share this with your management/leadership team and if they register we will send you a free copy of Duncan's best-selling book: The Advisor Playbook. To get your free copy, just email support@paretosystems.com letting us know who you shared this with.

#branding #businessdevelopment #practicemanagement

2021-04-01 • 17 min video

In this video, an excerpt from The Women Are Here! eSummit that was broadcasted on March 24th, 2021, Elaine discusses how to up your influence with Jackie Wilke of First Trust Portfolios. 

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