How to Sell Your Practice
for $10,000,000... or More
Includes Q&A - with Duncan and Ted
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Do you know how much your business is worth? Learn how to maximize the enterprise value of your business. Special guest and acquisition expert Ted Jenkin.
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Proven Strategies Blog

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2021-09-17 • 20 second read

Planning, philosophy and process are all interdependent. Educating a prospective client as to why this is – or re-framing your value with an existing client through the three Ps – helps them buy into your positioning as a professional consultant. 

2021-09-16 • 1 min video

This video is an excerpt of the “The 7th Pillar: Amp Up Your Fee-Worthiness” video available now on YouTube. To watch the entire video click here: https://youtu.be/cFeLVvKFyCY

2021-09-15 • 1 min video

This video is an excerpt of the “The 7th Pillar: Amp Up Your Fee-Worthiness” video available now on YouTube. To watch the entire video click here: https://youtu.be/cFeLVvKFyCY

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2021-09-14 • 2 min read

As we head into a new era, there's a tremendous opportunity for a financial professional to deepen their relationships with high-value clients and to put more distance between themselves and everyone else vying for the same clients.

Before I get into that, I'd like to ask you a couple of simple questions. Do you want to swim in a pool of sameness, by simply hoping a client will select from a generic menu of products and services? Or do you want to achieve professional contrast by having a client buy into your proprietary process?

Do you want a client to ask you if you sell, for example, long term care? Or do you want a client to ask if long-term care is part of your panoramic process?

Lastly, do you want to find out that a client bought a product or service from another provider because they weren't aware that it was a solution you could have provided? We’ll be releasing three more articles on the Seventh Pillar over the coming weeks. We'll lay out for you how to rejuvenate relationships, activate future pacing and ensure clients understand and appreciate your value fully and completely. If you've already adopted and customized our ‘Seven Pillars, One Process’ approach, you know how to frame your value, and this series will help you go even deeper. In this series, we're going to place a specific emphasis on the seventh pillar (Value-Added Services), because it's the most important for amping up your fee-worthiness and decommoditizing your value.

So as you can see from the Seven Pillars, in essence, you're not an asset manager. Asset management is part of your process. You don't sell insurance products, but risk management is an essential part of your process. On it goes to the seventh pillar, your value added services that clients will find to be of immense value. Not just because you are a good person, but because it's all part of your well-thought-out process. It wouldn't surprise me if you had 15 distinct value added services. Developing a financial plan, providing fluid and dynamic planning advice, being a sounding board for friends and family members, deploying your service model and so on. My three favorites - which we'll drill into over the next three articles – are being a goals-based planner, being a trusted life-coach resource and providing a formalized Value Added Support Team (VAST).

Continued Success!

Contributed by: Duncan MacPherson

2021-09-14 • 1 min video

This video is an excerpt of the “The 7th Pillar: Amp Up Your Fee-Worthiness” video available now on YouTube. To watch the entire video click here: https://youtu.be/cFeLVvKFyCY

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2021-09-13 • 20 second read

Many financial advisors obviously have great intentions, qualities and skills. While these are all important factors, none are proprietary. We want you to professionalize that skillset and every interaction with a process that clients can internalize and buy into.

If you are interested in learning more about our process and working directly with me, click here: www.paretosystems.com/blue-square

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2021-09-10 • 20 second read

You want your business legacy to reflect your commitment to helping people face the future with anticipation and to be an action-oriented implementer. Strategic planning isn’t just about crystallizing your thoughts on paper. It’s also about the application of appropriate strategies that will propel you forward.

2021-09-09 • 1 min video

This video is an excerpt of Duncan’s recent 'Developing a Professional Referral Network' webinar. To watch the full recording, click here:  paretoacademy.com/recorded-webinars

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2021-09-08 • 20 second read

If you patiently and deliberately create a 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 as a guidance system, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.  

2021-09-07 • 1 min video

This video is an excerpt of the “Telling Your Clients You've Sold Your Business” video available now on YouTube. To watch the entire video click here: https://youtu.be/paFMrotIzro

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