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2020-03-30 16:33:39 • 20 second read

Now, more than ever, your clients, and their family and friends, need you to be a fountain of hope and reason. Call them, discuss what’s important to them and be their beacon of light.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Base:

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2020-03-27 18:01:01 • 20 second read

Your GPA is an acronym for gratitude, purpose and action. Talk to your clients about your gratitude, sense of purpose and about the actions you are going to take. This is the art and science of being a financial advisor because this isn't about just wealth management, it’s about relationship management.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Base:

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2020-03-25 19:19:31 • 20 second read

Your responsibility, as a Financial Advisor, is to not just to get your clients up, but to safely get them back down. In these turbulent times, your clients need you more than ever to be their voice of reason.

Check out the Pareto Systems Knowledge Base to access videos, scripts and templates to help you be your clients’ voice of reason:

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2020-03-23 18:03:22 • 20 second read

Be the person who runs into a burning building while everybody else is running away. Talk to your clients and be their voice of reason and help them thru these turbulent times.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Base:

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2020-03-20 18:03:32 • 20 second read

Now, more than ever, your clients need you to be the voice of reason. Call your clients, start with your ideal clients and work through the list and be the fountain, not the drain. Tell some stories. Lead with purpose. Getting out in front of their concerns will ultimately increase your referability.

For access to videos, scripts and templates to help you be your clients’ voice of reason check out the Pareto Systems Knowledge Base:

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2020-03-19 15:12:39 • 20 second read

This is Why
You Became a Financial Advisor

Remember your Purpose, stick to the Plan, and trust the Process.

The Pareto Systems Knowledge Bank includes actionable resources for you to be the voice of reason in these volatile times. We will continue to add insights, videos, scripting and more to this page, so check back often.

Click here to access:

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2020-03-13 19:39:13 • 20 second read

One of the most effective ways to sift prospects from suspects and get them to contact you is to deploy a permission marketing approach... This means that you change the call to action from asking them to meet you personally to asking them to request some content from you online. They can begin a relationship with you without actually meeting you at first.

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2020-03-11 18:25:01 • 20 second read

When clients realize that you don't try to sell to people but rather inform them, they know that they can wave your flag without fear. To complement this you should create a habitual approach to providing market commentary, insights and updates and feed it into your site on consistent basis.

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2020-03-09 19:57:54 • 20 second read

From a business development perspective, your website can become an essential and dependable 24/7 driver for you. Of all the benefits that today’s savvy advisors are achieving with their websites and on-line communications, the most important is in making it effortless for clients to introduce friends, family members and business associates. Your web-presence can enhance your referrals and act as an approachable route for communication, not just for your existing clients, but for their statistical circle of 52 friends and family.

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2020-03-06 18:50:20 • 20 second read

Whenever a client or partner introduces you to someone, you know that, at some point down the road, those two people will talk and the experience you provided will come up in the conversation. Ensure that the person that was introduced says “thank you!” to the rainmaker. Your commitment to service prompts him or her to validate their delight to the person who referred them, and that validation opens the referral floodgates in the future.

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2020-03-05 16:33:47 • 20 second read

Duncan in Denver with Chris Jeppesen, co-author The Advisor Playbook and Head of Practice Management at First Trust along with Jon DiGiovanni, Jake Rigert, and Jared Marcus, CFA presenting on the best practices for organic and scalable growth.

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2020-03-04 19:46:44 • 20 second read

One of the golden rules of conversation is that people tend to discuss the things that exceed their expectations, or that fall below them. People seldom discuss the things that meet their expectations, because those types of things do not make for a good anecdote. Your referability works in exactly the same way.

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2020-02-28 18:05:04 • 20 second read

Being good at what you do is expected by a client. For clients to feel it would be a disservice to a friend not to make an introduction requires you to be better than good.

Providing an exemplary level of service and communicating your value with clarity allows clients to buy into a relationship with you, not just products from you. It lets you exceed their expectations. Being refer-able actually does lead to referrals.

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2020-02-26 19:24:19 • 20 second read

With Michael Cain, Scott Curran and John Jochum at First Trust in beautiful Westport Connecticut outlining The Blue Square Method - the mindset and best practices of top free for service professionals.

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2020-02-24 18:33:10 • 20 sec

Make your clients the voice you listen to. Just as importantly, demonstrate that you’re acting on their feedback. Close the feedback loop by continually pointing to any surveys or input you sought from your clients, and show them the actions you’re taking. This takes it from a claim that you’ll be improving the client experience, to your clients actually appreciating the elevation of service

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2020-02-21 16:54:37 • 20 sec

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.

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2020-02-19 18:19:06 • 20 sec

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:

#advisors #businessdevelopment #practicemanagement

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2020-02-18 21:30:54 • 20 second read

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.

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2020-02-14 17:57:21 • 20 second read

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:

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2020-02-13 16:27:38 • 20 second read

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.

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2020-02-12 18:33:55 • 20 second read

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.

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2020-02-10 17:20:36 • 20 second read

The one thing all professional advisors have an equal amount of is time. We all have 24 hours in a given day. The concept of time-management is a bit of a misnomer. We can’t manage time itself; we can only manage the activities we choose to engage in each business day. The more you value your time, the more your clients will, as well.

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2020-02-07 16:18:26 • 20 second read

Whatever your goals are, if you want your business to serve your life rather than the other way around, you have to get your business out of your head (and your assistant’s head) and start documenting your procedures. I know it sounds like work, but the payoff can be massive.

Learn how to document and organize your process with Total Client Engagement:

#businessdevelopment #practicemanagement #theadvisorplaybook

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2020-02-05 21:01:17 • 20 second read

In Las Vegas with Brad Shaffer and Daniella Sucato at First Trust presenting on The Advisor of the Future - the art and science of shifting from organic to scalable growth.

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2020-02-05 17:48:25 • 20 second read

Stephen Covey, the legendary author of the book The 7 Habits of Highly Effective People, advised that you should always begin with the end in mind … I suggest that you apply a mindset of building a business with the intention of selling it for maximum value at some point in the future.

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2020-02-03 16:01:13 • 20 second read

Take a hard look at your operation. Would it run like a Swiss watch if you weren’t there all the time? Could you convince me, today, that your enterprise is a true business and not just a company that sells things? Have you created something with great value, predictable outcomes and ironclad systems? Could you provide documentation detailing exactly how to operate and run your business right down to the smallest detail?

If you have created a business with true systems, you already know the freedom and control it has brought to your business and personal life.

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2020-01-31 20:04:55 • 20 second read

I have seen many entrepreneurs with successful businesses supported by talented people who unknowingly created self-imposed limitations because everyone in the organization flew by the seat of their pants. Time after time, the creation of an Organizational and Structural Chart followed by the refinement of systems outlined within a Procedures Manual has proven to be essential.

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2020-01-29 16:31:05 • 20 second read

When I ask a professional advisor, “How are things?” nine times out of ten, the answer will be, “I’m extremely busy.” Our response is always, “Busy doing what?”

The Law of Cause and Effect states that your activities will determine your productivity. If you want your productivity to increase, the first place you should look is the activities you engage in which give you the best return on your investment of time and energy.

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2020-01-27 20:38:48 • 20 second read

In Minnesota for Stephen Kruchten at Bremer Bank on behalf of Ross Neuman, Rich Jacquemart, Christopher King and Dan Levin, CIMA®, CPWA® at First Trust outlining how to achieve a breakthrough in 90 days!

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2020-01-27 19:05:35 • 20 second read

It’s one thing to want referrals. It’s another thing to deserve them. Ask yourself if the service you provide is enough to consider yourself referable. A commitment to consistent best practices is the foundation of advocacy which leads to fully maximized relationships instead of just a client base.

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2020-01-24 18:40:30 • 20 second read

Many of the most successful professional advisors I know have increased their persuasive impact by radically altering their sales process with prospective clients. These advisors (many of whom used to be salespeople) have evolved into professional consultants; they now strive to attract new clients rather than chase them. Instead of using the old-school sales process to close business, they use a fit process to fast-track new clients to advocacy.

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2020-01-22 21:14:39 • 20 second read

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.

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2020-01-22 01:50:46 • 20 second read

In Century City with Mark Seume, Jeffrey Krogh and Craig Pierce with First Trust presenting on scalable growth and enterprise value to an elite group of fee for service professionals.

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2020-01-21 21:19:18 • 20 second read

In Atlanta along with Dan Magnetta, CIMA®, Steve Ritter, Craig Koproski, Jace James and Michael Darr at First Trust presenting to a great group of fee for service professionals.

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2020-01-20 17:35:15 • 20 second read

You are a knowledge-for-profit professional. Your knowledge is your livelihood. I’ve said it before but it’s worth saying again. You aren’t selling tangible things; you are promoting the promise of the future. When it comes to relationship management and client acquisition, it is essential that you take the abstract nature of your business and make it easier to conceptualize by providing people concrete things they can hold in their hands.

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2020-01-17 20:08:51 • 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.

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2020-01-17 14:46:57 • 20 second read

At Lambeau Field in Green Bay along with Strider Elass, Daniel Radosevich, Daniel Blong and Will Click at First Trust for an Elite Advisor Client Event. As Vince Lombardi said, "The best in any field of endeavor are brilliant at the basics."

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2020-01-15 16:55:58 • 20 second read

For many advisors, nowhere in their onboarding process does a new client need to convince the advisor that there is a good fit. It’s the advisor doing all the convincing and, in the process, their salesmanship is actually undermining the lifetime value of the relationship.

The advisor cannot be the only one who gets excited when a new relationship is formed. The client has to have a sense of accomplishment, too.

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2020-01-13 21:05:01 • 20 second read

The office experience you create is an extension of your personal branding. It helps clients connect with you on a deeper level. Consistent service, expectation management and performance will always be primary factors when it comes to long-term relationships, but there are many other factors you can utilize to help insulate your relationships from the things outside your control. How clients feel about you, especially when they meet with you in your office, contributes to their sense of belonging, which can contribute greatly to refer-ability.

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2020-01-10 17:17:52 • 20 second read

Consultants focus on the lifetime value of a relationship. You are in the relationship business as much as you are in the field noted on your business card. Use tangible tools as a symbol of your professionalism and as an extension of your brand, and your results will be outstanding.

Learn more about using tangible tools, visit:

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2020-01-08 18:27:42 • 20 second read

An ideal client doesn’t think of you as a basket and one that does isn’t empowering you fully to deliver the best results. An ideal client and advocate thinks of you as someone who liberates them to go live their life. If a customer isn't prepared to take your advice, perhaps you're doing them a disservice by keeping them and you should introduce them to someone else whose advice they will take?

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2020-01-06 17:13:49 • 20 second read

There has to be an alignment of interest, a coincidence of wants, between yourself and an ideal client. What you want now and in the future has to be aligned to coincide with what they want. If you follow that rule, you will build a community of clients who are enlightened, who respect your value, and are engaged in your process.

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2020-01-03 17:52:11 • 20 second read

Think about congruency. Being congruent means I would never tell you to do something I wouldn't do myself. It means I would never say something about someone that would be different if they were present or not. Ultimately what it communicates is 'I do what I say'.

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2020-01-01 19:52:11 • 20 second read

A Very Happy and Prosperous New Year to all of our Friends and Family! We hope 2020 is your best year ever!

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2019-12-30 17:37:00 • 20 second read

A mentor has to be congruent and not overstep their own responsibilities while liberating the team to do what they get paid to do. You’ve got to focus on what you get paid to do and have others do the same.

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2019-12-27 15:00:52 • 20 second read

Entrepreneurship is all about working on the business... it means it's professionalizing and standardizing everything. Creating an Org chart, creating a playbook, bringing on and prepping a protégé, all are vital steps.

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2019-12-26 16:50:18 • 20 second read

There's an element of business success centered on congruency. Do what you say. Your clients follow your strategy, but more than that, they look to your character. They're led not pushed.

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2019-12-23 16:55:02 • 20 second read

It's your adversity that gives your accomplishments meaning. Appreciation and aspiration must go hand in hand.

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2019-12-20 17:26:39 • 20 second read

Keep imprinting your value. Do it in a unique way that creates an energy that helps your clients socialize your value and create advocacy. This is one of the many things that separates the best from the rest.

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2019-12-18 18:04:02 • 20 second read

Use symbols to give your process personality and identity. Having that tie-in can trigger a moment of recognition and awareness for your value.

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