Strategic Planning for 2023
Includes Q&A - with Duncan
Thursday, October 20th at 12 pm ET
By refining your plan for the coming year over the next few months, rather than on a Sunday evening over the holidays in December, you'll create a plan that better serves you and your team, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.
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Proven Strategies Blog

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2022-09-27 • 20 second read

Thursday, October 20, 2022 at 12:00 PM ET

Have you created a strategic plan for the coming year? Do you need to make refinements to an existing one? Have you had a strategic planning meeting with your team?

By refining your plan for the coming year over the next few months, rather than on a Sunday evening over the holidays in December, you’ll create a plan that better serves you and your team, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.

Strategic plans can have real value if they are referred to regularly and adjusted as needed. Are you meeting your targets? What can be done to bring you back on track? What needs to be adjusted in your business activities to ensure the desired outcomes? What changes have to be implemented with your clients?

In this actionable webinar, Duncan will discuss the steps to take with your team to make a strategic plan an integral part of your business and an invaluable reference point that won’t be filed away and forgotten.

Join Duncan for this informative Go-to-Webinar webcast by clicking here: www.paretosystems.com/webinars

Can’t make it, but don’t want to miss out? Don’t worry, register now and ask your question, and we will give you access to the recording following the broadcast.

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2022-09-28 • 20 second read

As you will see throughout the book, we will never suggest that you ask for referrals. We’ve seen it all. Common variants are: “Who else do you know?” or “I get paid in three ways” or “I’m trying to grow my business” and all the other nonsense that a) doesn’t work and b) makes you look needy. You can’t pitch the idea of a referral as a favor you are asking of a client, but you can position it as service you are providing to a client. That distinction is massive and we will outline it comprehensively in subsequent chapters.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: thebluesquaremethod.com

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2022-09-27 • 20 second read

One of the biggest factors conspiring against change is time. For many of us, there doesn’t seem to be enough time - but is that true? Time is the one thing we all have the same amount of. A key distinction is moving beyond a mindset of time management to time allocation. How do you allocate your investments of effort?

When many people max out and realize that something has to give, often the first action they take is to work longer hours, start prioritizing and or delegating tasks and even reassigning clients. That’s a good start, but often superficial and unsustainable. Ultimately, we don’t want you to work harder...

Click here to read more on LinkedIn

2022-09-26 • 20 second read

In this excerpt from episode 28 of the ‘Always On with Duncan MacPherson’ podcast, guest Jeff Ambrose and Duncan discuss where the most successful advisors are spending the majority of their time when it comes to client interactions.

Click here to watch on YouTube

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2022-09-23 • 20 second read

Your financial qualifications, licenses, and technical know-how are not enough to make you indispensable. If you want to attract and retain clients, you need to think beyond investment management.

Learn how to enhance your value proposition and differentiate yourself from your competitors in the latest episode of the Always On podcast by clicking here: https://bit.ly/AODM_ep28

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2022-09-22 • 20 second read

Add a Coaching Dynamic to Your Client Experience with Jeff Ambrose

There’s a huge difference between someone buying your products versus someone buying into a relationship with your practice, people and process.

Adding a coaching dynamic to your practice can help you win and retain clients in the long run.

In this episode, Duncan MacPherson talks to Jeff Ambrose, business consultant at Pareto Systems. They share strategies to create professional contrast as the financial industry becomes increasingly commoditized.

Jeff and Duncan discuss:

• Action items that every advisor should have on their client meeting agenda

• Why clients might be seeing only 5% of your total value (and how to fix it)

• How coaching improves your relationships — especially with high-net-worth clients

• The underrated benefits of goals-based planning

• And more

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep28

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2022-09-21 • 20 second read

For obvious reasons, a client who engages with you due to fit is far more predisposed to becoming an advocate. Why? Because of the ultimate incentive that comes with advocacy. Charlie Munger, Warren Buffet’s right-hand man, said it well: “Show me the incentive and I’ll show you the outcome.” The incentive of advocacy is that the client is an advocate of their friend, not just you. They feel they are doing that friend a disservice by not introducing them to you. They know you will appreciate the new business, but that isn’t the only incentive. The advocate knows how the introduction will reflect on them and how their friend will benefit, and let’s be honest, a consultant is far more referable than a salesperson.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: www.thebluesquaremethod.com

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2022-09-20 • 20 second read

Relationship management encompasses how you manage the world’s perception of you and how people describe you to others. You’re not just managing the performance of your core competency, you are managing a business and you are managing people. You have to be as deliberate, intentional and process-driven with numbers two and three as you are with number one…

Click here to read more on LinkedIn

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2022-09-19 • 5 min video

Do you know when you have an interaction with somebody and the impact lasts long after the conversation is over? It’s tough out there for a lot of folks right now, and with all of this in mind I have a challenge for you... Get Caught.

Click here to watch on YouTube

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2022-09-16 • 20 second read

The best way to start a relationship is through a fit process, not a sales process. You’re not trying to convince a prospective client to take action, you’re trying to activate professional contrast and let them come to their own conclusion that your combination of people, practice and process is an upgrade from their current situation - or any other option. Ironically, it is common that using a fit process will prompt a prospective client to try to close you – they interrupt you halfway through the meeting saying, “You know what, I’ve heard enough. I just want to get started.” You’re not convincing them, they are trying to convince you there is a good fit. You’ve undoubtedly had that happen before. The stars just lined up beautifully. It was the perfect synchronicity of professional scarcity and professional contrast. You projected no pressure or need and yet you were able to convey that no one else was better suited for the client. The point is, that can be engineered – it’s by design, not by luck or by chance.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: thebluesquaremethod.com

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