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2019-10-16 15:17:55 • 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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2019-10-15 15:57:37 • 20 second read

In Dallas along with Ryan Borer, at Fusion, Morgan Palmer at First Trust and Jake Marxen, at Partners Advantage Insurance Services, LLC launching our Total Client Engagement enterprise solution!

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2019-10-14 17:43:28 • 20 second read
A Very Happy Thanksgiving to all our Canadian Friends and Family!
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2019-10-11 16:54:56 • 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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2019-10-09 16:35:56 • 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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2019-10-08 17:50:54 • 20 second read

In Austin along with Channon Cain, Michael Ratay, Robert Carey and Scott Dawson with a great group at an Echo meeting outlining best practices that separate the best from the rest.

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2019-10-07 17:55:01 • 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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2019-10-04 16:08:47 • 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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2019-10-02 17:25:59 • 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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2019-09-30 17:05:04 • 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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2019-09-27 15:52:34 • 20 sec

Use a framework in your gifting. Any time you send a gift, it should have impact so it can't be dismissed because it shows that you're paying attention to what's important to your clients around their family, their occupation, and their recreational interests and aspirations. What you send has to have shelf life; it can't be consumed, it can't be forgotten.

Our partner, KeyEra Gifts, offer the perfect gifts that have a lasting impact. Their one-of-a-kind vintage keys attached to a beautiful personalized key chain is the perfect way to say thanks and promote your brand. Visit their website at https://keyeragifts.com or call 1-250-801-3217 to learn more.

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2019-09-25 16:42:54 • 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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2019-09-24 20:30:31 • 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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2019-09-23 17:02:01 • 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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2019-09-20 19:07:54 • 20 sec

In Cleveland presenting on our enterprise deployment on behalf of Jack Conroy with First Trust - it's incredible when an entire firm buys into a turnkey process to elevate the client experience!

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2019-09-20 16:27:27 • 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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2019-09-19 13:57:14 • 20 second read

Presenting on The Blue Square Method in San Antonio on behalf of Michael Ratay and Melissa Taylor at First Trust - focusing on how to pivot from organic to scalable growth and become franchise ready.

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2019-09-18 16:34:17 • 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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2019-09-16 19:43:35 • 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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2019-09-16 16:25:22 • 20 second read

Duncan MacPherson in Dallas presenting at a Top Performers conference along with Tracy Giffen, Tim Daniel, Joe Selvaggio and Kyle Donley at First Trust - focusing more on what practice management does rather than what it is - advocacy, competitor-proofing and total client engagement.

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2019-09-13 17:11:02 • 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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2019-09-13 16:10:50 • 20 second read
ln Palm Springs for a Blue Square Mastermind event along with my good friend Steve Phillips from The Advisor Protocol.
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2019-09-11 16:58:08 • 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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2019-09-10 20:58:40 • 20 second read

Having a great day in The Twin Cities with Dan Lavin and Rich Jacquemart with First Trust along with Mark Gherity at the Advisor Growth Forum.

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2019-09-09 18:35:59 • 20 second read

When a client is relentless on fee negotiation and you are tempted to back down, ask yourself “are you fighting for the fees, or are you fighting for the relationship?”

If the answer is the relationship, is this client a ‘AAA’ client? If they have the assets, do they also have the attitudinal qualities and the advocacy?

If you can’t answer yes to those questions, what does this relationship look like in three to five years - and do you want to walk that road?

Pareto Systems Consulting Clients learn to focus their efforts on the clients that matter most and never need to negotiate their value. Learn more about our consulting programs: https://www.paretosystems.com/one-to-one-coaching.html

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2019-09-04 16:25:09 • 20 sec

Don't pitch what you want or what you need. Position what you provide and how it helps people. Make it easy for your clients to articulate that value and the quality and quantity of referrals you get will go up.

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2019-08-30 20:45:35 • 20 sec

Brand yourself to Business Owners, Professionals, and Executives. Podcast available NOW at the Apple Store and Google Play. This Lightning in a Bottle audio is from a recent consultation I had with one our Blue Square Consulting clients. We talk about his branding and messaging as he moves up market working with business owners, professionals, and executives.

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

#practicemanagement #businessdevelopment #branding

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2019-08-30 16:00:40 • 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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2019-08-28 16:10:49 • 20 second read

Look around your office and just assess how it makes your clients feel. What imagery do you have that symbolizes your value? I'm sure you have pictures of your family and milestones that you've achieved and artwork, and that's all great. It says a lot about you, but what is it that you're imprinting in your clients minds that takes the abstract and commoditized nature of your value and makes it conceptual and proprietary?

For artwork for your walls that will reinforce your branding and set you apart from the crowd check out our friends at LavishCards.com. They actually do much more than just cards, they do gallery style art prints and canvas that will make your walls pop. Click here for full details: https://www.lavishcards.com/prints-canvas/

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2019-08-26 16:20:49 • 20 second read

Give some consideration to the concept of a client advisory council. It’s an unbelievable bang for the buck in terms of investment of time, money, and effort. Just invite six or eight of your favorite clients to a lunch or a dinner and simply tell them that you take a lot of pride in the client experience you provide, but you know you can always raise the bar. Let them know that they, the clients, are the only critics whose opinions really count - and that you want to make them the voice you listen to.

 

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2019-08-23 14:46:37 • 20 second read

The law of familiarity is a powerful force that can have clients eventually take you for granted because they're not bought into the entire array of value you provide.

I've had a client recently who has not only done this for the 20 percent of his clients who generate 80 percent of his business, but also for strategic partners. He has many relationships with accountants and lawyers and bankers and other influencers and the problem is they've never really gone from intent to consent and introduced a consistent array of clients to this advisor and his model. Up until now he has primarily been taking them for lunch, had a conversation in which he admitted that he kind of “wandered generally around his value”. He talked about how he helped people and his successes and general things like that.

He's gone back, now, taking them for lunch and reintroduced himself, but instead of wandering generalities he’s used meaningful specifics with all roads leading to his process. He talks about how he's developed and refined a process that puts every piece of the puzzle together and rather than just wanting to refer and create recipe reciprocity with strategic partners, he wants to talk about making introductions and engaging strategic partners into the process so the clients can have a complete picture. And it’s worked. It can for you, too.

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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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