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2020-06-02 14:23:50 • 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: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-07-10 17:12:53 • 20 second read

Quality introductions are by design, not by chance. Don't leave your rainmakers to their own devices trying to figure out who to introduce to you; tell them. In fact, many of our clients go so far as to show them. When they are in an engaged conversation with someone on the topic of who is a good fit, as an extension of their value proposition, they show a list of the qualities of their ideal clients. Excerpt from The Advisor Playbook www.paretosystems.com/the-advisor-playbook

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2020-07-08 17:48:46 • 20 second read

When you position the concept of a referral as a service you provide rather than as a favor you seek,and then drive it home with your sense of purpose, refer-ability is amplified. You don’t look needy and your value is easy to describe to others.

Excerpt from The Advisor Playbook

Learn more about our proven introduction process: https://www.paretosystems.com/total-client-engagement.html

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2020-07-06 20:25:01 • 20 second read

Did you know that construction on the Empire State building began in 1930? This was, for a longtime, the tallest building in the world and it was built during a depression. I’m asking you to apply that same vision, confidence and work ethic to your business and build something that stands above the pack, even in periods of uncertainty and volatility.

 

Excerpt from The Advisor Playbook

 

Join me at Mastermind and start building: https://www.paretosystems.com/mastermind-total-client-engagement.html

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2020-07-01 16:56:40 • 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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2020-06-30 16:48:35 • 20 second read

A fist bump to our friends as we approach Canada Day and Independence Day to pay tribute to our enduring friendship. The best is yet to come….

We are all travelers in the wilderness of this world, and the best we can find in our travels is an honest friend. - Robert Louis Stevenson

Often when I seek inspiration to punctuate a message, I look to both Robert Louis Stephenson and C.S. Lewis. I'm including links to a collection of quotes from both:

https://www.brainyquote.com/authors/c-s-lewis-quotes

https://www.brainyquote.com/a…/robert-louis-stevenson-quotes

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2020-06-29 15:49:29 • 20 second read

One of my favorite quotes,often attributed to Confucius, is “Dig your well before you’re thirsty.” As a professional advisor you know all about the importance of planning, risk management and the power of compounding. From a business perspective, do you apply the same mindset?

Excerpt from The AdvisorPlaybook

Visit www.paretosystems.comfor more daily insights.

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2020-06-29 15:32:49 • 20 second read

Missed last month's Pareto Systems' Practice Management E-Summit?

Watch the replay here: paretosystems.com/virtual-summit-recordings

7 Hours of content
10 Sessions
16 Speakers
100’s of Actionable Ideas

Join Duncan MacPherson, the Pareto Team, and other leading industry experts in a full-day virtual practice management summit as they discussed how you can emerge from this current environment prepared for the future - To convey leadership, strength and optimism and identify.

Watch the replay of each presentation here: paretosystems.com/virtual-summit-recordings

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2020-06-26 19:29:33 • 20 second read

A lot of people in your market area need your expertise, but you shouldn’t spend time with people who need you at the expense of people who deserve you. You are only one person with just 24 hours in a day. Work with the people who are already convinced and let them convince their acquaintances for you.

 

Excerpt from The Advisor Playbook. 

 

Buy it today on Amazon: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2020-06-26 15:31:02 • 20 sec

A lot of people in your market area need your expertise, but you shouldn’t spend time with people who need you at the expense of people who deserve you. You are only one person with just 24 hours in a day. Work with the people who are already convinced and let them convince their acquaintances for you.

Excerpt from The Advisor Playbook: https://www.paretosystems.com/the-advisor-playbook.html 

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2020-06-24 18:04:26 • 20 second read

How do you welcome new clients? How do you say thank you for client referrals? How do you respond toclient 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.

Excerpt from The Advisor Playbook

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2020-06-22 16:42:07 • 10 second read

Legendary personal and business development philosopher and speaker Jim Rohn often said the following: “The winds of opportunity blow the same for all of us. The difference that separates the best from the rest is how they set their sails. As a professional advisor, you invest a lot of time with your clients helping them face the future with confidence thanks to your investment planning process. Be sure that you have a plan, and that it’s leading you to your goals. 

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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2020-06-19 17:19:46 • 10 second read

It’s easy to fall into a consistency trap where complacency seeps in. The Japanese have a word - Kaizen - which means ‘good change’. The business world has adopted and altered it slightly to mean continuous improvement, and Japanese business in particular sees it as a daily, ongoing process. Being consistent doesn’t mean that you shouldn’t be open to the refinement of your established procedures. We can always improve the things we do, and we have to do so in a balanced way.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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2020-06-17 15:57:29 • 20 second read

Refer-ability, too, is a by-product of your habits and rituals. The best hour you can spend every day is calling clients and strategic partners. You’re not calling to sell anything nor are you trying to be the bearer of any profound news. You are just staying in touch and top-of-mind. You are showing and not merely saying that you value the relationship.

We work our clients to establish a fit process to improve their refer-ability. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2020-06-15 16:17:30 • 20 second read

If the prospective client starts talking about short term performance or specific stocks or sectors, the advisor steps in and says, “It’s important for you to know my philosophy. Some advisors fixate on products, pricing and performance – that’s not me. I believe the markets are like the seasons. When things are rocking along, we are in the autumn harvest. Now how often does winter follow autumn? Approximately, how often? Every time. When markets are rising, I think winter. When markets are volatile and dropping, I think spring. The most successful investors in the world, whose results are enduring, share this same philosophy. If you are thinking short term, I’m probably not the advisor for you.”

Excerpt from The Advisor Playbook www.paretosystems.com/the-advisor-playbook

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2020-06-12 16:17:38 • 20 second read

A personal branding strategy, a compelling value proposition, and well- crafted messaging speaks to people at a deeper level and elevates you from the pack so you are never swimming in that lukewarm pool of sameness.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Our friends at LavishCards.com provide stunning images that symbolize and re-enforce your personal branding strategy. VView their website here: https://lavishcards.com/

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2020-06-10 16:33:47 • 25 second read

Many professional advisors I work with are successful, enjoy an impressive lifestyle and should be content, but many of them are still ambitious and are frustrated because they have hit a plateau. While every advisor’s scenario is unique, often the plateau stems from inertia confidence. Simply put, the advisor is busy repeating habits and patterns, and has been for an extended period of time. They are getting results, but they can raise the bar and achieve more.

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2020-06-08 17:21:15 • 10 second read

“It would be great if the world cooperated with our plans on a consistent basis, but that is not the way it is. Let’s face it; that’s why clients hire you. Friction and uncertainty come with the territory. Your ability to deal with this reality is a major factor that separates the best from the rest.”

Excerpt from The Advisor Playbook www.paretosystems.com/the-advisor-playbook

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2020-06-05 17:08:16 • 20 second read

Critical life events that are going to happen to your clients. Whether an inheritance or a liquidity event, that money is going to flow. Your process has to take into account all the dynamics around continuity and succession, family investment legacy and these critical life events. You're not just managing money now, you're managing relationships through change and crisis. Make sure you're not playing defense.

Work with my team to learn how to help your clients deal with their critical life events: www.paretosystems.com/total-client-engagement

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2020-06-03 18:09:19 • 20 second read

Advisors often convince themselves everything will be fine. It’s easy to do when the markets are chugging along. But inertia confidence can be a powerful, crippling force. Remember Blockbuster? Blockbuster had a chance to buy Netflix, and they said “No, we got this. This is fine.” It’s Darwinian and those who can adapt will survive.

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2020-06-01 19:05:51 • 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: www.paretosystems.com

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2020-05-29 19:17:56 • 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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2020-05-27 20:22:36 • 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: https://www.paretosystems.com/concierge.html

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2020-05-25 20:08:37 • 20 sec

Pareto Systems' Practice Management E-Summit - May 28th - 10 am ET

See full speaker lineup: https://paretosystems.com/virtual-summit.html

Featured Presentation: COO Roundtable - A Collection of pro Tips that Work with Scott Hamilton

Scott Hamilton is a long-time professional consultant and business advisor as well as the builder of a successful estate and tax practice and a nationally known Wealth Strategies Firm.

He now devotes much of his professional time to a select group of financial Advisors. His coaching clients now range from smaller boutique practices to a large multi-advisor RIA firm with over $2 Billion in assets under management. Register Now: https://paretosystems.com/virtual-summit.html

#businessdevelopment #practicemanagement #virtualsummit #branding

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2020-05-25 18:57:44 • 20 sec

Pareto Systems' Practice Management E-Summit - May 28th - 10 am ET See full speaker lineup: https://paretosystems.com/virtual-summit.html

Featured Presentation: COO Roundtable - Every Family's Business - Understanding Next-Gen with Tom Deans

In this session, Duncan MacPherson interviews Tom Deans about the biggest unmet need advisors can address with first generation affluent business owners, professionals and executives.

Tom Deans is currently the President of Detente Financial Press, which specializes in offering advanced executive training for financial institutions, charities, as well as legal and accounting firms. His book Every Family's Business is an international bestseller that has sold more than a million copies in 100 countries to date and has been called one of the top ten books business owners should read by The New York Times. His latest book, Willing Wisdom, represents a return to his doctoral research conducted in the US, Canada, and the UK. Register Now: https://paretosystems.com/virtual-summit.html

#businessdevelopment #practicemanagement #virtualsummit #branding

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2020-05-25 16:25:39 •

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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2020-05-25 15:20:48 • 20 sec

Pareto Systems' Practice Management E-Summit - May 28th - 10 am ET

See full speaker lineup: https://paretosystems.com/virtual-summit.html

Featured Presentation: COO Roundtable - Understanding Team Dynamics with Elaine Christakos

In this session, Elaine will be discussing 4 strategies that your CSA can implement immediately to enhance your clients' experience. She will also be discussing Team dynamics and communication and specifically how you can use DISC and Motivation assessments to understand your team, enhance communication within your team, and build your team successfully.

Register Now: https://paretosystems.com/virtual-summit.html

#businessdevelopment #practicemanagement #virtualsummit #branding

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2020-05-22 18:27:00 • 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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2020-05-19 14:04:46 • 20 second read

I'd love to hear your story about something positive that emerged from this episode in time.

Here's mine: A friend of mine, Gary Athans, invited me and my dog Timber to join him and his dog Apollo for a hike in Kelowna recently. Now Gary is a respected leader in the local business community and is also a serious athlete; Olympic downhill skier, World class water skier and above average at every sport he plays, so I knew this wouldn't be your average hike. Timber and I have hiked extensively in the area but we had never hit the trails at Lebanon Creek. It was great as you can see from the pictures. As we wrapped up, Gary pointed out a stone that a kid had painted beautifully and apparently several others had done the same as a project while they were out from school. A few days later, Timber and I headed back to Lebanon Creek, just the two of us, and took a different route and found several more of the painted stones. I thought to myself, had I not been traveling I might never had tried this beautiful trail - and literally at that moment I saw the stone painted "Silver Linings". By the way, the trail is 5 minutes from the home we have lived in for 13 years!

Click here to share your Silver Lining story on LinkedIn

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2020-05-18 20:34:25 • 20 second read

paretosystems.com/recommended-reading

Enclosed is a listing of books that are perfect for:

  • Developing yourself - personally and professionally
  • Studying your ideal clients so that you can grow up market
  • Gifts to recognize critical life events and milestones in your clients lives 
  • Developing next-gen relationships with the kids of your best clients

To attract more attractive clients, you must make yourself more attractive. It's a study to achieve professional contrast. Keep working ON yourself and your business. See the full list at paretosystems.com/recommended-reading

 

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2020-05-15 16:53:38 • 20 second read

The best in any field of endeavor are masters at identifying and responding to unexpected situations. Being nimble means you can pivot on a dime and take action.

Sharpen your practice management skills, attend The Coiled Spring Virtual Summit on May 28th. Click here for more info and to register: https://paretosystems.com/virtual-summit.html

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2020-05-13 18:20:06 • 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.

Join Duncan MacPherson, the Pareto Team, and other leading industry experts in a full-day virtual practice management on May 28th, click here to register: https://paretosystems.com/virtual-summit.html

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2020-05-11 20:36:35 • 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.

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2020-05-08 19:40:02 • 20 second read

Did you miss yesterday’s ‘The Coiled Spring’ webinar with Chris Jeppesen and Duncan MacPherson? No worries, it was recorded and is now on the Pareto Systems YouTube channel where you’ll also find other great content, updated regularly: https://youtu.be/USwfxmw47ws

Register now for the upcoming Coiled Spring Virtual Summit: https://paretosystems.com/virtual-summit.html

The summit will feature Duncan MacPherson and great line up of presenters.

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2020-05-06 20:06:38 • 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 Bank: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-05-05 18:56:04 • 6 min audio

The best in any field of endeavor are masters at identifying and responding to unexpected situations. Being nimble means you can pivot on a dime and take action. Take, for example, the kids of your best clients. Those in the 12th grade have had their graduation plans upended. No gowns, no prom, no ceremony. How about those in college or university? Final exams written at home with anticlimactic fanfare. Why not send those kids a beautiful card to pay tribute to their accomplishment? And life goes on. Birthdays, anniversaries and other milestones and life events have been celebrated virtually recently. Why not respond tangibly with a beautiful Lavish Card. You can also consider sending a copy of The Richest Man in Babylon - a great book for young adults embarking on a road to financial independence. Either way, while others watch things happen, be the one who makes things happen. Strengthening a relationship with a family can be achieved by bringing value to the next generation. And you also get to dig your well before you’re thirsty.

Use this downtime to catch up on your reading, visit: Duncan’s Recommended Reading: paretosystems.com/recommended-reading

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2020-05-04 20:19:18 • 20 second read

Instead of trying to convince a prospect to become client, only accept a new client if the alignment and fit is perfect based on your ideal client profile. How you start a relationship has so much impact in terms of how it will unfold.

Visit the Pareto Systems Knowledge Bank to access videos, scripts and templates that will help you re-focus your business and come out stronger: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-05-01 18:53:31 • 20 second read

Reframe relationships, rejuvenate and elevate your value to emerge from these extraordinary times as the advisor of the future.

Visit the Pareto Systems Knowledge Bank to access numerous other videos, scripts and templates to help you reframe and rejuvenate your client relationships: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-04-29 16:38:46 • 20 second read

Join Duncan MacPherson and Tom Deans, Best Selling Author of Every Families Business, in this in-depth webinar. Tom and Duncan discuss a proven approach to attracting first generation affluent business owners and how to get their families down from the summit successfully.

Tom’s book Every Family’s Business has been selected by prominent New York Times business blogger Josh Patrick as one of 10 books that every business owner should read. The books on the list detail how to ensure success, manage crisis, and, in the case of Every Family’s Business, determine the best exit strategy. Much of this webinar centers around the concepts and strategies pulled from this book

This webinar on demand was recorded live on April 22nd, 2020. https://register.gotowebinar.com/register/4661505296853101068

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2020-04-28 16:25:36 • 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://play.google.com/music/m/Invlkszkicyak7v4vgciyqtqzj4?t=Duncan_MacPherson_-_From_the_Field

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2020-04-22 16:15:58 • 20 second read

Future pace your business to see how you can capitalize on this coiled spring of untapped opportunity that's about to pop. Become indispensable to your clients as their unmet and developing needs evolve.

Visit the Pareto Systems Knowledge Bank to access numerous other videos, scripts and templates to help you future pace your clients during these turbulent times: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-04-20 14:55:59 • 11 minute audio

This audio is taken directly from a recent consultation between Duncan MacPherson and Jeff Gates. Jeff is a successful Advisor based in Waterloo ON, Canada. He and Duncan discuss the positioning of what you can say - right now - to be the voice of reason for your clients.

Listen on: Apple Podcasts  or  Google Play

 

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

https://play.google.com/music/m/Invlkszkicyak7v4vgciyqtqzj4?t=Duncan_MacPherson_-_From_the_Field

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2020-04-17 17:31:53 • 20 second read

During this period of intense volatility, your team went into this together, made it through together and are now starting to come out of it together. Show your clients a composite of your team working from home with smiles, optimism and purpose. Remind your clients that they belong to a community of very dedicated people committed to maintaining a consistent client experience and navigating through the storm with a process.

Visit the Pareto Systems Knowledge Bank to access videos, scripts and templates that will help you navigate these turbulent times: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-04-15 15:00:31 • 20 second read

There is an art and science to navigating your clients through storms. Balance your technical ability with empathy and listening. Strength comes from wisdom, courage and caring - remind them that you care about what they care about. After all, you can't count everything that counts.

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2020-04-13 17:29:50 • 20 second read

During volatile times, a good advisor is at his or her highest level of refer-ability. When money becomes topical, a client’s friends and family members may develop nagging doubts about their current provider and begin looking for a safe haven.

Be your client’s voice of reason and offer to speak to the people important to them to allay their fears. Access the Pareto Systems Knowledge Base for videos, scripts and templates to help be your client’s voice of reason: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-04-08 19:06:53 • 20 second read

Emerging from these turbulent times are a group of enlightened people who have viewed this as an opportunity to look inwards at themselves and their trajectory to determine the refinements needed to achieve self-actualization -- the best version of themselves -- the ultimate reason for being.

Access the Pareto Systems Knowledge Base for videos, scripts and templates to help achieve self-actualization: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-04-03 16:42:23 • 20 second read

Take this opportunity to work on your own personal and professional development to ultimately galvanize your client relationships and become a sounding board for their friends and family.

Access the Pareto Systems Knowledge Bank for videos, scripts and templates to help you refine your client processes check out the: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-04-01 15:53:16 • 20 second read

Avoid drifting into a pattern where your business runs you instead of you running your business. Take this time to reflect and improve upon your processes so you come out stronger and more on track.

Access the Pareto Systems Knowledge Bank for videos, scripts and templates to help you utilize this downtime to re-focus your efforts: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-03-30 17:42:35 • 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 Bank: https://paretoacademy.com/knowledge-bank-volatility.html

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2020-03-25 17:43:18 • 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 Bank to access videos, scripts and templates to help you be your clients’ voice of reason: https://paretoacademy.com/knowledge-bank-volatility.html

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