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2021-02-24 18:41:23 • 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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2021-02-22 19:25:13 • 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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2021-02-22 16:24:56 • 20 second read

Missed last week’s webinar “Leading a Team Forward with Duncan MacPherson”? Watch the replay of it, and other recent Pareto Systems webinars, free on the Pareto Academy: https://www.paretoacademy.com/recorded-webinars.html

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2021-02-19 19:08:19 • 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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2021-02-12 18:48:34 • 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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2021-02-10 18:49:39 • 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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2021-02-08 18:17:49 • 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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2021-02-03 20:29:39 • 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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2021-02-01 19:10:06 • 20 second read

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

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2021-01-29 18:20:44 • 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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2021-01-27 22:01:32 • 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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2021-01-25 20:20:12 • 20 second read

Frustration and anxiety are born in the space between expectation and reality. If your expectation is high and the results you get are low, you're going to be let down. Work the process and results will come.

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2021-01-22 17:20:22 • 20 sec

Count the costs, be mindful of cause and effect, and be unwavering, borderline unreasonable about continually surrounding yourself with people who bring out the best in you based on the law of environment.

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2021-01-20 20:32:34 • 20 second read

Our decisions have to be aligned with our sense of purpose. All of our relationships have to be aligned with our sense of purpose, as well, which is why in many cases a stepping stone to self-actualization is professionally and respectfully disassociating from relationships that are not a good fit.

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2021-01-18 17:49:34 • 20 sec

What is the purest form of client acquisition? It is not going out and trying to convince new people, but rather working with the people who are already convinced and showing them how to convince people on your behalf. They go out of their way to wave your flag; not because they're trying to help you grow your business, but because they feel they are doing their friends a disservice if they don't make the introduction.

Convert your top clients into advocates to gain a steady stream of quality referrals with Pareto Systems Total Client Engagement process: https://www.paretosystems.com/total-client-engagement.html

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2021-01-15 17:16:59 • 20 second read

If you think about the relationship cycle, the first step when it comes to client acquisition is awareness. A prospective client needs to be aware you exist and you need a process to sift out the real prospects from the mass of suspects, but they need to know you are there.

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2021-01-13 19:16:24 • 20 second read

Say up front that you understand the prospective client is vetting you, and be clear that you are also vetting them to make sure that you are a good fit and there is an alignment of interest. It is about engagement, and the client empowering the team.

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2021-01-11 20:14:18 • 20 second read

Most professional advisors say they have no idea. Here is a vital piece of actionable advice: Make your clients the voice you listen to. I’ll say it again and again throughout this book: Listen to your clients. They are on the receiving end of your value and your service. Who better to articulate that value to somebody else?

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2021-01-08 20:02:39 • 20 second read

Ambition gets a bad rap at times, and it shouldn’t. The foundation of pure ambition is rooted in absolute gratitude. Putting some proportion to your existing success and the concept of your vision for the future must be balanced by humility and appreciation for your accomplishments, both in your nature and in what you’ve nurtured.

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2021-01-06 16:58:31 • 20 second read

How do you welcome new clients? How do you say thank you for client referrals? How do you respond to client service issues? Do you recognize milestones? As a business owner, branding is everything to your business, and everything you do is part of your branding. Everything you do matters. Scrutinize the entire client experience, and make a list of how you will respond to moments of truth. This is the first step in creating velocity, building confidence and ensuring that you are continually refining and optimizing your systems and procedures. Everything has to be rooted in process and habits.

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2021-01-04 17:50:25 • 20 sec

There are plenty of difficult obstacles in your path. Don’t allow yourself to become one of them - Ralph Marsten

Pareto Systems' Total Client Engagement Process will help you overcome obstacles and achieve a breakthrough in your business. Click here to learn more: https://www.paretosystems.com/total-client-engagement.html

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2020-12-30 16:58:51 • 20 second read

Talk to your clients and insulate them from the many factors out of your control. The more they trust you and feel comfortable with you, the more likely they will respond with advocacy when a friend asks them if they are happy with their professional advisor.

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2020-12-23 16:53:46 • 20 sec

For branding to work, it has to be consistent and congruent. Professionalize it and standardize it in your playbook, your messaging and your resources to strengthen relationships and create advocacy.

We help our Blue Square Method clients develop a consistent and congruent branding process. See if you are a fit for Blue Square: https://www.paretosystems.com/blue-square.html

#branding #businessdevelopment #practicemanagement

2020-12-22 19:16:47 • 4 min video

Invest your wisdom, philosophy and skillset into the next generation to achieve the purest form of benevolence. Join Duncan MacPherson as he discusses the concept of passing the torch and impact it has on the next generation, personally and professionally.
 

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2020-12-21 21:54:48 • 20 second read

I am excited to announce that my From-the-Field series is now available on Apple Podcasts and Google Play Music! We will be posting exclusive content here as well, conversations, interviews, and consultations that you will not find anywhere else! Subscribe today!

Apple Podcasts: https://itunes.apple.com/ca/podcast/duncan-macpherson-from-the-field/id1359813986?mt=2

Google Play: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFyZXRvc3lzdGVtcy5jb20vZmVlZC8

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2020-12-21 20:56:33 • 20 second read

Join Duncan for this informative webinar on Thursday, January 14th at 2:00pm ET where he will provide actionable strategies on how to become a franchise ready advisor. Click to register free 

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2020-12-21 18:31:11 • 20 sec

Technology can help us elevate the client experience for the 80 percent who generate 20 percent of the business - to tap into that vein of gold as those lives unfold. But it also to buy us some time to elevate the client experience for the 20 percent who generate 80 percent of the business.

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2020-12-17 21:13:58 • 20 second read

If you've got a team, if you've got clients, they're lead not pushed. Self-actualization is all about that best version of our self; not leadership for what gets us, but for what it makes of us.

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2020-12-14 16:33:12 • 20 second read

What are the qualities of your favorite clients? The answer probably isn’t anything centered on business only - on assets and profitability. Their personality traits, their respect for you and your team and their proactive advocacy will stand out. It’s never only assets – attitude and advocacy are just as important.

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2020-12-11 17:43:52 • 20 second read

A transition is an incredible opportunity for you to reintroduce yourself to your clients and elevate how they perceive you and how they describe you. Show how a transition – for example to another firm – is a positive for the client and you reinforce those relationships.

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2020-12-09 18:00:10 • 20 second read

The Law of Resonance states that the value of what you communicate to someone begins after the conversation. How does your client feel a week after a strategy and tactical meeting? Value is amplified by your process and your ability to reinforce what was discussed. This is how you invest every interaction into the rest of the relationship.

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2020-12-07 20:08:55 • 20 second read

Identifying what will suffice versus what is necessary - the practical versus the strategic - has a multiplier of benefits. You only have 24 hours in a day. Let's not get through the day. Let's get from the day by focusing on what's essential.

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2020-12-04 21:14:51 • 20 second read

Missed December 3rd's 'Strategic Planning for 2021' webinar? Watch the replay of it, and other previous webinars, free on Pareto Academy!

 

 

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2020-12-04 19:45:33 • 20 second read

Are you trying to achieve an inflection point and a breakthrough? One of the things that contributes and fuels a breakthrough is the intellectual property you’ve built in your business. You and your team needs to consistently take all of your quality skills and intentions and document them. Professionalize, standardize and monetize so you can become a Franchise Ready Advisor.

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2020-12-02 18:19:46 • 20 second read

Why is it important to you to hear someone reveal the goals that give their life purpose? It takes the accomplishment of the goal beyond anything trivial and drives home purpose. Professionalize this so it's not just good intentions. Understand what somebody aspires to with respect to their family, their occupation and the recreational interests, because money is a means to those ends, but the value you bring around their money ensures that those goals are attained.

Work with my team to learn how to help your clients realize their goals: www.paretosystems.com/total-client-engagement

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2020-11-30 17:10:21 • 20 second read

Expectation management for yourself and your clients is vital. The stronger your relationships are, and the better your communication strategy and execution is, the more likely that your clients will say to you, “Whatever you think is best. I will follow you anywhere.”

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2020-11-27 18:46:37 • 20 second read

When a client leaves, call them. Say you respect their decision and then ask, “In the spirit of elevating the client experience and striving to learn from this, I'd like to ask you: Why did you leave?” Whatever the answer, I want you to think in terms of what refinement and optimization looks like. Make your clients the voice you listen to. Refinement is triggered by critical moments. Some are positive, some are negative. Let all of them serve you as you move to take your business to the next level.

Pareto Systems' Total Client Engagement Process will help you retain and attract top clients. Click here to learn more about the process: www.paretosystems.com/total-client-engagement

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2020-11-26 21:56:56 • 20 second read

At Pareto Systems we have established the BPS Network which is a community of like-minded advisors who have adopted best practices and have a mindset of stewardship over salesmanship. The Azimont Group out of Plano, TX is one of these high performing teams and they are growing! To learn more about the Azimont Group and the BPS Network visit: www.paretosystems.com/bps-network

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2020-11-25 18:14:44 • 20 second read

Make sure prospective clients know you're a specialist, not a generalist. Whatever your target market is, do case studies, success stories, warnings and examples around that target market to help activate contrast - so that prospective clients understand you are superior to their current provider and give them a reason to reach out and talk to you.

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2020-11-23 20:53:23 • 20 second read

Who views it as an accomplishment when you bring on a new client? Is it you for closing them, or them for qualifying because there's a good fit? Which is the track to advocacy?

Attend Mastermind in Palm Springs, CA to discuss strategies with other like-minded advisors looking to turn their top clients into referral-generating advocates. Springs 2019 dates have been added! Click here to learn more: https://www.paretosystems.com/mastermind-total-client-engagement.html#schedule

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2020-11-20 17:20:57 • 20 second read

One of the strangest aspects of writing The Blue Square Method is discarding some of the notes I've accumulated over the years. Observations of the mindset of top fee for service professionals as well as the proven strategies and best practices we've developed along the way get captured, archived and eventually converted from one-offs into a flowing draft. And then they're gone. It's true that sometimes new beginnings involve letting go... 

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2020-11-18 18:17:22 • 20 second read

Ask readers to ask for something as part of your content call-to-action. Write a white paper and you create content that becomes a hook to a first interaction. This helps you sift out prospects from the mass of suspects.

 

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2020-11-16 14:30:53 • 20 second read

As I take a break from The Blue Square Method, I went for a walk past a Steak House here on the ski hill that won't reopen for a couple of weeks, and I'm reminded of the best two minute video on sales created by Elmer Wheeler in the 1940's. One of his 5 principles was "Don't sell the steak, sell the sizzle." Of course he was referring to the experience more than the thing itself.

In other words, it's not what your value is, it's what your value does. It's not what you do but what the client wants and how you get them there that matters. Your clients want, among other things, to achieve a work-optional lifestyle. To be liberated by financial independence to pursue all their aspirations. To go to work because they want to, not because they have to.

As I write this, I'm sitting here in our place in the mountains, I did a webinar in my makeshift "studio", a couple of calls and plugged away at a book. Pretty lucky. My team is humming along back at the office, my wife is holding down the fort and my kids are studying away. I bet it's only the dogs that noticed I'm gone. We're in an amazing era to be portable, flexible and have goals that seem so lofty and yet are attainable. So always remember the impact you can have on the lives of your clients.

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2020-11-13 16:44:08 • 20 sec

You can't want it more than they do. The idea of attracting anyone is all about an alignment of interests: It's all about a fit. You're not trying to convince someone to do something – they’re acknowledging fit.

This is one of the most important concepts we address with the advisors we work with, and that we follow ourselves at Pareto. Any professional that is interested in engaging with us, we take them through a fit process which includes gaining an understanding for our process, and our approach. These daily posts are a great starting point to see if there is an alignment between what we do, and what you are looking to achieve. We hope that some of these posts are having an impact on you and your business.

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2020-11-12 18:44:57 • 20 second read

As I chip away at The Blue Square Method, I take moments to think about books that have had an impact on me. Now that winter is here up in the mountains, Jim Rohn's book "The Seasons of Life" comes to mind. It's a great read because it gives perspective to the ebb and flow of life. Peaks and valleys are par for the course in any journey. When things are great, we're in the autumn harvest, but winter always follows autumn and we have to plan accordingly. And so it goes. I personally prefer summer but when we're in winter we have a choice to make - get through it or make the best of it. And of course we need the cold to appreciate the warm just as we need the dark to fully appreciate the light. 2020 has been bizarre to say the least (thanks Captain Obvious), just as some winters are more severe and drag on longer than others. I'm optimistic that in the not-so-distant future we are going to turn an incredible corner and head into an absolutely stellar spring and beyond.

There's nothing quite like blue sky after a storm.

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2020-11-11 19:09:52 • 20 second read

A few years ago our friends at Lavish Cards had the privilege of shooting Renee and Justin’s wedding ceremony on Justin’s grandparents’ farm, where he had been raised, followed by a beautiful toast given by Justin’s grandfather, standing on his tractor, surrounded by wildflowers and poppies. A spectacular sea of thousands of beautiful little poppies glowing in the afternoon sun. The perfect backdrop. The groom told Lavish his grandfather would be very happy that we’d used this field on their wedding day, since he’d been instrumental in Justin’s upbringing, and was a World War II veteran. His grandfather had toured Europe years after the war and visited the places he’d been during that difficult time. While he was in Flanders he collected some poppy seeds and brought them home and scattered them on the family homestead in remembrance, and they have flourished.
On the 11th hour of the 11th day of the 11th month countries around the world will recognize the sacrifices made by people like Justin’s grandfather.
It will be Armistice Day, Remembrance Day, or Veterans Day. But we will never forget that a poppy by any other name will be as sweet, because it symbolizes love and sacrifice. Not surprisingly, these are two vital ingredients in a successful marriage…

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2020-11-10 18:29:18 • 20 second read

When you impose deadlines on yourself, do you thrive or buckle? Do you feel pressure or apply it? I got to thinking about this as I was adding to our upcoming new book, The Blue Square Method. Needing a break and distraction, I found Queen's epic performance at Wembley Stadium, in addition to Freddie's soaring talent, I was reminded of how many bands have covered this song. So here is my podium of the top 3 versions

Gold - Queen Live 
Silver - David Bowie Live
Bronze - Foo Fighters Live with Rufus
Honorable Mention - My Chemical Romance

How does your ranking line up with mine?

FYI, Vanilla Ice did not make my top 10

OK, back to work...

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2020-11-09 20:35:50 • 20 second read

Professionalizing and standardizing the client experience, using an org chart to outline roles and responsibilities, building a playbook to capture procedures and a service matrix that defines how your service model works provides immense value to your clients. There are many benefits to this for both you and your clients. One of the most important for you is to ensure that you're constantly investing 80 percent of your time with the 20 percent of the clients who generate 80 percent of your business.

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2020-11-06 18:54:48 • 20 second read

Remind people why they should value you beyond rates of return: Your process addresses continuity and succession, family investment legacy - when first-generation earned money becomes second generation found money. Your process addresses that, so just a couple of gentle reminders about some of the core values that you represent, but ensuring that clients never take your value for granted. As Warren Buffet would say, “Price is what you pay, value’s what you get.” Remind your clients of the value of your process - not necessarily what it is and what you do, but what that process does for a client now and in the future as their life unfolds and their needs evolve.

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2020-11-05 18:29:42 • 20 second read

Missed the webinar: "The Main Thing - The one adjustment top advisors are making to fuel growth with Steve Phillips & Duncan MacPherson"? Click here to watch the replay on Pareto Academy: www.paretoacademy.com/recorded-webinars

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