How to Sell Your Practice
for $10,000,000... or More
Includes Q&A - with Duncan and Ted
Watch Recording
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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2021-09-17 20:06:30 • 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 16:26:18 • 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 19:03:01 • 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 19:32:01 • 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.

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2021-09-08 19:31:31 • 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.  

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2021-09-03 16:14:28 • 20 second read

Competitor-proofing and countering loyalty fatigue has to be ongoing throughout the lifetime of a client relationship. Making your process and value clear to a client through your relationship management process insures you won’t disappear in a sea of sameness - or find yourself suddenly replaced because a drifting client decided to “try something new.”

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2021-09-01 15:58:36 • 20 second read

The difference is this: Always appeal to what someone wants and how you will get them there – they’ve helped a friend meet you because your process will address their needs – not because they wanted to “bring you more business.” Their ‘why’ aligns with your ‘how’, and that takes out any form of salesmanship and fuels everything with stewardship.

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2021-08-30 16:12:27 • 20 second read

For a professional whose solutions are not tangible, and the benefits of which can be delayed, it is essential to create a client experience that de-commoditizes your services – and a process that communicates those benefits clearly.

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2021-08-27 20:04:13 • 2 minute read

Few professional advisors have cracked the code when it comes to consistently attracting referrals from other influencers and rainmakers who are not clients. In this session Duncan MacPherson will lay out a processes to guarantee referrals are a two-way street.

During this session, Duncan will discuss:
• How to position a referral process as a service you provide
• How to delineate and position your process to strategic partners
• How to contrast yourself favorably with other advisors

Watch the replay on ParetoAcademy.com/Recorded-Webinars

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2021-08-23 19:33:18 • 20 second read

Clarity is one of the most important results of having a plan and a process. It allows you to tune out noise and distractions and focus on proven strategies that generate results. A good plan serves as a reminder of what matters as the year unfolds to ensure that you don’t drift off track. Ultimately it’s about a solid trajectory and mid-course corrections made early.

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2021-08-18 19:53:30 • 20 second read

Incrementalism transcends personal development and affects how you strengthen client relationships. It would be nice if you could take a relationship to a higher level quickly, but that’s not how things work. Solid client relationships are based on trust, and trust is earned over time, based on your credentials and chemistry but also because of your consistency and congruency. Your consistent communication compounds over time.

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2021-08-16 19:33:46 • 20 second read

In business, we have to be committed to continual refinement and optimization. The velocity of change, the intensity of competition, and the increase in volatility requires that we continually look for ways to elevate our approach and be positioned for anything. 

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2021-08-13 19:05:10 • 20 second read

When you de-personalize your business by going beyond raw talent and instead focus on your ongoing and progressive process, you can evolve from a production mindset to an asset mindset. Your business can be worth far more than it is today.

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2021-08-10 20:29:14 • 20 second read

Missed Pareto CEO Duncan MacPherson’s LIVE 60-Minute Q&A session “Where do we go from here?” held on July 28th? Visit ParetoAcademy.com to watch the replay of it, and other past Pareto Systems webinars: www.paretoacademy.com/recorded-webinars

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2021-08-06 15:58:38 • 20 sec

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.

Work with my team to learn how to strengthen your client relationships:
https://www.paretosystems.com/total-client-engagement.html

#branding #businessdevelopment #practicemanagement

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2021-08-04 17:49:31 • 20 second read

Take the abstract nature of what you do and make it intuitive and compelling. Give it some personality, identity and make it real. Call your process something. It’s a handle the prospective client can grab onto. It keeps a client locked into you and can also competitor-proof them. It will not only capture money in motion as life unfolds, but also prompts them to be more than a client; to be a referral-generating advocate because you made it so easy to wave the flag. They can communicate this to somebody else and they will get it, too.

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2021-08-02 17:49:26 • 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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2021-07-28 17:42:27 • 20 second read

You want to speak to a specific hook that grabs someone’s attention. Again, it’s not what you say but rather what they hear that matters. Your hook has to speak more to what your clients want rather than what it is you do.

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2021-07-23 15:41:07 • 20 second read

A value proposition is not a jargon-filled burble where you spout a collection of words and hope they resonate with someone. It’s not an elevator speech or a mission. It is a methodical approach that differentiates you and invites someone to engage in a conversation. You aren’t trying to impress someone, you are trying to impress upon them what your points of difference are so that it engages them.

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2021-07-21 16:43:55 • 20 second read

There is an old maxim that states that, "Marketing is what you say; branding is what they hear." At a basic level, marketing helps you sell something, while branding helps you build something. Marketing typically involves stand-alone campaigns and strategies that have a beginning and an end. Branding is ongoing and every investment into your professional branding strategy builds upon itself, and can become a proprietary asset over time.

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2021-07-16 16:01:46 • 20 second read

Communicating that you understand the concerns of your clients - what matters to them - family, occupation, recreation and money - is of immeasurable value in your referability and more. When it comes to consistent client acquisition through advocacy, when it comes to fee-worthiness, client loyalty and total client engagement over the lifetime of a relationship, your technical ability and core competency matter. But words matter, too.

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2021-07-14 17:34:54 • 20 second read

You can rebrand the tired and dreaded “Review Meeting” into a refreshed “Strategy and Tactical Meeting” to rejuvenate and competitor-proof the client relationship and make it part of your overarching process. “Review Meeting” - just by its name - looks back and is a passive regurgitation of the previous period, where a “Strategy and Tactical Meeting” is forward-looking, investing the past into the future.

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2021-07-12 17:40:16 • 20 second read

When things are in flux, changes and improvements are a natural and appreciated response; it shows a client that the professional is working on the business and has an eye on the future. Not all of these adjustments have to be dramatic, wholesale changes. Sometimes they're minor tweaks, just twisting the knobs a little bit to find the perfect combination.

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2021-07-07 19:02:48 • 20 second read

As clients share their aspirations, goals, and concerns, connect those with your value and deliverable. Make that part of your branding strategy and your process. Showing you understand and are listening will elevate your perceived value - and they'll help you differentiate yourself from the vast majority of providers. Tracking and responding to those concerns should always be high on your list of priorities.

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2021-07-04 15:49:18 • 20 second read

Just like to take a moment to wish all of our American friends, family, colleagues and clients a very Happy Independence Day long weekend! The best is yet to come!

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2021-07-01 15:47:08 • 20 second read

Wishing all of our Canadian friends, family, colleagues and clients a Happy Canada Day. We have a lot to be grateful for and a lot to look forward to.

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2021-06-28 16:11:16 • 20 sec

A personal branding strategy helps people connect with you on a deeper level. The firm you represent has its own brand, but you need to build a brand within that brand. This adds credibility to your overall brand, but people are connecting with you, the messenger, not just your message in terms of solutions, products or rates of return.

Learn how to refine your branding with our Total Client Engagement Process: https://www.paretosystems.com/total-client-engagement.html

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2021-06-25 18:14:22 • 20 second read

Listening doesn’t just make a client confident and happy; it gives you real information that makes you better in turn. It’s possible for your judgment to be clouded by inertia confidence, by neglect or by getting into a feedback vacuum. Your clients are the best board of directors/advisory panel you can have. They will keep you on track.

 

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2021-06-23 19:50:02 • 20 second read

Clarify your goals on paper. Use the W-5 Process. You can’t just randomly or haphazardly approach the future; you must design it. You’ve heard about the fool who goes hunting with a crossbow and fires an arrow into the forest, saying to himself, “Boy, I sure hope something runs into that.” Later, he finds the arrow lodged into a tree and draws a bull’s eye around it.

Don’t leave your future to chance. Visit paretosystems.com for more daily tips and insights.

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2021-06-21 17:15:11 • 20 second read

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 are trying to help you grow your business, but because they feel they are doing their friends a disservice if they do not make the introduction.

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2021-06-16 16:51:40 • 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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2021-06-14 17:25:14 • 20 second read

Join Pareto certified coaches Sherri Palle and Terry Gronbeck-Jones in this fast-paced coaching webinar pulled directly from our "Building Exceptional Teams" program.

Click for free registration

Can't make it, don't worry register anyway and we give you access to the recording.

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2021-06-11 16:47:56 • 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.

For more information on how to make your clients the voice you listen to and much more, talk to us about The Pareto Systems: https://www.paretosystems.com/the-pareto-system.html

https://www.linkedin.com/feed/update/urn:li:activity:6415227684355395585

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2021-06-09 18:31:22 • 20 second read

There are advisors who have made themselves indispensable to their clients, and created incredible buzz throughout families, by creatively bringing value to their clients’ children when it comes to understanding money and investing. If you read The Millionaire Next Door by Tom Stanley, you already know the power of positioning yourself within the entire family.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

Need a next gen strategy? Talk to my team: www.paretosystems.com

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2021-06-07 16:14:04 • 20 second read

Just a gentle reminder that, contrary to the old cliché, time is more valuable than money.

I called a client of mine in Florida and got his voicemail. He had a very professional, pleasant greeting, and - right out of our Playbook - at the end of the voicemail he said “I return messages between 3 and 4 pm every day. If your matter is urgent, please contact so and so”. He is projecting to his clients and anybody else that he values his time. He guards his time, and unless and until you do, nobody else will.

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2021-06-04 18:52:36 • 20 second read

One of the easiest and most powerful branding strategies you can deploy to exceed the expectations of your high net-worth clients - and make yourself indispensable to them in the process - is to adopt a train-the-trainer mindset. Help them to encourage their children to develop a solid financial philosophy and approach.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

Need a next gen strategy? Talk to my team: www.paretosystems.com

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2021-06-03 18:22:57 • 6 min audio

Everything is possible, but virtually nothing is certain. In periods of difficulty we find ourselves lurking. When you have a plan C and you think through all the contingencies, and spend a lot less time worrying. Join Duncan as he discusses the power of plan C and the impact it can have on you and your team when developing your strategy or plans.

Listen on iTunes

Listen on Google Play

Do you have a ‘Plan C”? Visit our website to learn more about our customized consulting designed to help you re-focus your business and take it to new heights: www.paretosystems.com

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2021-06-02 20:02:14 • 6 min audio

Join Duncan as he discusses the impact of repositioning your ‘Review Meetings’ into 'Strategy and Tactical Meetings' where you invest the past into the future and make it an extension of your overarching process.

Listen on iTunes

Listen on Google Play

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2021-06-02 18:08:06 • 20 second read

I spoke with a client last week about communication and how they transmit their message and, ultimately, they need a receiver to tune that in. Think of the room you're in right now. There are probably a thousand signals and with the right receiver you can pull anything in. But there is also a signal-to-noise ratio. There's a lot of noise out there. You want people to tune out the noise and really tune into what it is you're communicating.

Everything you say is either a "me too" or a "so what": A "me too" that resonates and stands out and differentiates, or a "so what" that's just part of the noise.

Do you want to make sure your communication stands out? Talk to my team about our Total Client Engagement process and ensure your signal is being received: www.paretosystems.com/total-client-engagement

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2021-05-26 20:27:44 • 20 second read

Remember, you are not marketing to yourself. What matters is how you are perceived and described by your clients. You don't sell insurance. You're not an insurance broker. Risk management is part of your process. You're not selling something, you're building something. You're building financial independence for your clients. You're building advocacy within those clients. You're building enterprise value, not trading your time for money. Don't be your own best-kept secret, relying solely on skills and intentions that a client can get somewhere else. Skills are important, but everything you do is part of your process. Imprint the panoramic process. Make sure your clients can internalize it, that so they can socialize it to others.

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2021-05-24 17:29:07 • 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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2021-05-21 18:20:54 • 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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2021-05-19 17:14:35 • 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

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2021-05-17 18:31:54 • 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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2021-05-14 18:47:12 • 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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2021-05-10 17:30:15 • 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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2021-05-07 20:05:57 • 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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2021-05-05 20:08:32 • 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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2021-05-03 17:04:52 • 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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2021-04-30 16:59:33 • 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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