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2019-08-21 14:07:08 • 20 second read

Narrowcast instead of broadcast. Set a goal to become the specialist, not a generalist; the specialist for business owners. There are business owners within your client. These clients are going to have continuity and succession and family investment legacy issues – so engineer a process to become indispensable to these clients. From a pure organic target marketing perspective, simply start calling business owners in your town, especially family enterprises and smaller blue collar first generation businesses that are self-made. Don't call them up asking for business - ask them for advice. There's an old saying: "If you ask someone for money, you often get advice. If you ask someone for advice, you often get money."

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2019-08-20 16:32:46 • 20 second read

At Focus with Daniella Sucato, Tim Daniel, Ryan Bradley and Daniel Radosevich, of First Trust - visit the crew at their booth if you'd like a copy of The Advisor Playbook!

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2019-08-19 18:58:29 • 20 second read

In San Diego with Len Fox, Rob Jacobsen, Melissa Taylor, Roger Starr and Brad Shaffer of First Trust presenting to a great group at Focus.

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2019-08-19 18:57:19 • 20 second read

The circumstances don't make the man; they reveal him. It's not about the glass being half full or half empty – the question is this: Is the glass growing? A mentor shared this with me a long time ago, he said, “If you fill a cup with water and you leave it there, when you come back, it will have evaporated. You’ve got to top it back up - but that's as big as the cup gets. When you top up with experience and take some risks, you keep personally and professionally developing your skills and refining your process. The Cup gets bigger even as you keep topping it up.”

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2019-08-16 16:37:33 • 20 second read

Clients don't just buy something, they buy into something. Moving customers who are just “buying something” into a client role can reveal a vein of gold, and that shift can come about when you go back and treat your existing customers as prospective clients. Reintroduce yourself, your process and your value to gain that empowerment.

If you would like to learn more about converting customers into fully empowering clients, join Duncan at a Pareto Systems Mastermind event in beautiful Palm Springs, CA. or Kelowna, BC. Limited seats remain for dates this fall, visit our website to learn more: www.paretosystems.com/mastermind-total-client-engagement

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2019-08-15 14:27:35 • 20 second read

In La Jolla, CA with Mike McKeating, Tom Pearse and Tom Hacker with First Trust outlining our philosophy and process for Total Client Engagement to a great group of fee-for-service professionals.

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2019-08-14 16:55:43 • 20 second read

You need a process to sift real prospects from the mass of suspects. Your advocates will do that for you. Your most valuable prospective clients are the friends and family members of your existing clients. Your existing clients have more persuasive impact on them than you ever will, so don't go out there and try to convince new people - work better with the people who are already convinced. Show them how to convince people and you'll create client acquisition.

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2019-08-13 20:49:39 • 5 min audio

Listen as Pareto Systems CEO Duncan MacPherson and Ted Jenkin, CEO of Hyperchat Social provide valuable tips on “How to Make Your Brand Personable With Social Media.”

Click here for iTunes

Click here for Google Play

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2019-08-12 18:18:24 • 20 second read

Use a Fit Process so that, when someone opts in, they come to their own conclusions: They're buying in. You're not closing them - they're closing you.

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2019-08-09 16:57:12 • 20 second read

It is more important to reach people who count than it is to count the number of people you're reaching. Branding helps someone understand their unmet needs and compare and contrast your value to their current provider. Conversion follows, where you take that intent and create consent.

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2019-08-07 17:27:39 • 20 second read

Gratitude and appreciation is fueled by understatement and humility. Don’t pivot away from goal setting, keep reaching, but keep everything in proportion, everything in perspective. There is purpose and meaning in achieving goals for what they make of us.

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2019-08-05 17:38:02 • 20 second read

It’s often said that what separates the best from the rest is that the best don't major in minor things. They don't mistake motion for action, as Hemingway eloquently put it. Identify the best activities, focus on them, let them compound. They'll serve you well.

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2019-08-02 20:07:56 • 20 second read

Take all your qualities, skills and intentions, and put them into a process. Build an intellectual property that somebody else could deploy. Make yourself obsolete. Build a business that runs like a Swiss watch whether or not you're there.

Your growth can be scalable without dilution, no matter how big it gets. Once it's professionalized, it can be standardized in a proprietary playbook that can be handed to somebody else, and that enables you to monetize that intellectual property.

 

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2019-08-01 16:28:06 • 20 second read

After an excellent conference in St Louis with Eric Stoiber at First Trust Portfolios, I just wrapped another meeting in Lake Geneva, Wisconsin with Tom Knickerbocker.

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2019-07-31 16:18:05 • 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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2019-07-29 17:04:30 • 20 second read

There are people who need you and there are people who deserve you, and you can't spend time with people who need you at the expense of the people that deserve you.

Detach from the noise and head to the desert to focus on what matters at an upcoming Mastermind session hosted by Duncan MacPherson. Click here for dates and details: www.paretosystems.com/mastermind-total-client-engagement

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2019-07-26 17:32:24 • 20 second read

Warren Buffet said “price is what you pay, value is what you get.” Define Yourself. Define who you are and who you're not. Use the contrast principle. Let them come to their own conclusions; and remember, how you start that relationship will impact how it will unfold over its lifetime.

We help our Blue Square Method clients define and refine their processes to ensure they start their client relationships right and never need to negotiate their value. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2019-07-24 13:12:48 • 20 sec

Your commitment to proactive and reactive service driven by your Service Matrix makes you referable, but you have to go beyond that. You can't be your own best kept secret. You've got to make it easy for your clients to tell your story.

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2019-07-22 16:50:55 • 20 second read

It's never a bad idea to go back to your existing clients and start to reframe gradually how they perceive you and describe you. You are the gateway to their success, but because the commoditization and the velocity of noise, it's easy for that value to be trivialized.

Help them understand your practice and your process, not just that you're a good person. Get them to buy into that panoramically. You'll competitor-proof them through the entire journey and into the next generation and make it easy for them to articulate your value to others.

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2019-07-19 19:14:02 • 20 sec

Among the qualities that can make you better at what you do, a profound one is this - even at the highest level, the mindset is that the clay is soft. There's no fixation on inertia confidence, the best don't mistake movement for achievement, they are always trying to refine and optimize what they do. They never stop learning. Even if it is subtle, minor adjustments, they can lead to major improvements.

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2019-07-17 13:11:29 • 20 second read

Outline the introduction process; explain the why, the who and the how. Don’t leave your clients to their own devices to figure out how to make an introduction. This closes the gap between endorsement and introductions.

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2019-07-15 19:05:02 • 20 second read

People are bombarded with noise, you need them to tune in your signal. Every hook is either a “me too” that captures your attention or “so what” that’s dismissed.

Craft your value proposition to act as that hook, removing the mystery about who your ideal client is and differentiating so that you’re not swimming in the pool of sameness.

 

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2019-07-12 17:11:19 • 20 second read

Where do you get new clients? From your existing relationships.

You’re not out there trying to convince new people, you’re working better with people who are already convinced, and that helps you to tap into the second and third generations of your existing clients.

 

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2019-07-10 17:26:08 • 20 second read

Selling a business is the biggest liquidity event you'll have. It's your opportunity to monetize your life’s work. A great advisor doesn’t spend their life selling investments, products and solutions. Instead, they build relationships and build a practice. It's not a ‘book of business’; it’s a business, and it has immense enterprise value.

Enterprise value goes well beyond AUM. What is it a buyer is acquiring? At one time valuation would be based solely on the assets bought, but that’s not always a representative measure. It's not just the AUM – the buyer is buying a practice and they're buying relationships, and the more work you put into building those relationships, the more enterprise value you will build.

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2019-07-08 18:32:04 • 20 second read

Marketing is what you say, branding is what they hear - what they internalize - and then can socialize to someone else. It's their interpretation of your value.

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2019-07-05 14:22:08 • 20 second read

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 "so what". A "me too" that resonates and stands out and differentiates you or a "so what" that's just part of the noise.

Ultimately, connect it with your process. Don't tell people you “help your clients”, tell people that you've “developed and refined a process that helps your clients achieve their financial goals”. That’s a “me too.”

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2019-07-04 16:08:37 • 20 second read

"Enjoy the peace your valor won. Let independence be our boast, Ever mindful what it cost; Ever grateful for the prize, Let its altar reach the skies!" - Joseph Hopkinson

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2019-07-03 17:10:48 • 20 second read

Consistently tell your clients who you're suited for, not who you're looking for; not using minimums, but professionalizing using AAA. A top client has the assets, the attitudinal qualities, and the advocacy to make them an ideal client. When a client knows who you are suited for, they feel they are doing a suitable friend a disservice by not introducing them to you. They're an advocate for you and your process, but they're also an advocate for the friend.

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2019-07-02 18:44:46 • 20 second read

Attracting the right clients that fit with your team… Pareto Coaches Network SPOTLIGHT!

Elaine Christakos is one of my trusted consultants and is a senior level results-oriented professional and strategist with two decades of management and coaching experience in the financial services sector. Here is more from Elaine: www.paretosystems.com/coach-elaine-christakos

“A team that I work with had plateaued at a pretty respectable level of production. We worked together to find efficiencies and gaps in their current processes and found that they were so busy adding clients that they didn’t realize they were making their business “bottom heavy”.

Once we applied the 80/20 rule, and introduced a stringent fit process into their new client onboarding, their world changed. They no longer focused on bringing in a volume of clients, they focused on attracting the right clients that fit with their team.

“Empowering” is the word I love to hear when advisors realize that they no longer have to struggle, and that they have the ability to attract clients that align with their skill and philosophy.”

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2019-07-01 15:07:13 • 20 second read

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

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

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2019-06-28 16:55:08 • 20 second read

Think of your service model. You may provide 85 services for your client over the lifetime of the relationship, but none of those 85 services are proprietary to you; a client can find them elsewhere.

Think of those 85 things like 85 bricks in front of you. Your process is the mortar that holds it all together. You're not selling products. You're not asking people to buy something. You want clients to buy into your process.

To see how a Pareto Systems Business Advisor can help you define and enhance your process schedule a complimentary 20 minute call: www.paretosystems.com/schedule-a-call

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2019-06-27 19:05:01 • 20 second read

In Nashville and Memphis along with Strider Elass, Michael Fink, Mike Hannold and Rob Jacobsen at First Trust Portfolios outlining a proven process to achieve conversion and convergence.

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2019-06-26 17:03:14 • 20 second read

When you talk in specifics about your Ideal Client, and you professionalize all forms of communication, your clients internalize this and then mirror it back. Your ability to verbalize your value helps them internalize that value and then socialize it to someone else.

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2019-06-25 13:53:26 • 20 second read

On a flight home, this beauty wanted to say hello.

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2019-06-24 16:56:45 • 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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2019-06-21 15:43:27 • 20 second read

Do you ever have a client who says to you "Hey - our upcoming quarterly review meeting - I can't make it, and listen, it’s all good, everything looks fine, I trust you, whatever you think"? Often an advisor responds with "Well, yeah that happens a lot" in a tone that projects that this is no big deal, or is in fact a good thing.

It's NOT a good thing.

I get that they’re busy. Good, upmarket clients are always busy, their time is valuable. The client is saying that they do not perceive there being enough value to make the meeting a priority in their day. That is where loyalty fatigue is born. That’s where the relationship starts to be at risk. Stop calling them “quarterly review meetings” and instead call them strategy and tactical meetings. Communicate the value of that meeting and top clients will engage.

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2019-06-20 15:53:25 • 20 second read

Let's get ready to rumble! At a Mastermind session at the Omni Rancho Las Palmas Resort in beautiful Palm Springs, CA. An amazing forum for peer sharing and capturing lightning in a bottle.

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2019-06-19 18:25:48 • 20 second read

Quality is a habit, not an act; we are what we repeatedly do.

We are products of our habits and rituals. Creating a new habit can be difficult because traction and meaningful results take time to manifest. Our daily routines get hardwired into our mindset and whenever we deviate we often subconsciously revert back to our original ways of doing things.

An important step is to develop an approach where you take action and build the bridge as you cross it. If you know you have to start doing something that’s in your best interest - or stop doing something that is not in your best interest - take action and let the momentum of your new habit compound over time.

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2019-06-17 19:23:22 • 20 second read

I’m astounded when advisors engage in time consuming tactics such as seminars, direct mail campaigns, trade shows and cold calling, although none of their best clients were attracted in these ways. Replicate your best successes. If you track your client genealogy and discover that your best clients were referrals or introductions, invest your time and money in that area.

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2019-06-14 16:24:10 • 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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2019-06-12 16:25:39 • 20 second read

The investment world is all about confidence and trust. Whether you are buying or selling, the more effectively and consistently you communicate with the clients involved, the more you will multiply the value of what you are buying or selling.

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2019-06-10 18:20:42 • 20 second read

There is much that you can’t control and there is no sense worrying about any of that. Constantly scrutinize and refine the things you can control, especially when it comes to breathing life into your client relationships.

Your clients are your most valuable asset and you can’t be complacent about your relationships with them.

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2019-06-07 17:22:28 • 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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2019-06-05 18:23:38 • 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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2019-06-03 16:41:04 • 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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2019-05-31 15:55:35 • 20 sec

You probably have a handful of existing clients today who are ideal. The question is how can you best convert and create more of these ideal clients from within your client base? How can you keep them when things are chaotic? You have to coach them and lead them through a methodical communication plan, and the best time to start this is when market conditions are positive. Farmers work hard during the autumn harvest because they know winter is inevitable.

Grow your crop of Ideal Clients… schedule a call with my team today: https://www.paretosystems.com/total-client-engagement.html

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2019-05-29 18:03:18 • 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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2019-05-27 14:59:05 • 20 second read

On behalf of the entire team here at Pareto Systems, I wish our American friends and family a wonderful day as they commemorate their fallen heroes.

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2019-05-24 17:25:32 • 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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2019-05-22 15:23:13 • 5 sec

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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