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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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2019-05-20 15:23:02 • 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

#practicemanagement #branding #businessdevelopment

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2019-05-17 17:33:06 • 48 minute audio

Join Pareto Systems CEO Duncan MacPherson and Curt Steinhorst, authur of the best selling book "Can I Have Your Attention", as they dive deeply into how to overcome distraction and reclaim your focus in this 48 minute podcast.

Listen on iTunes

Listen on Google Play Music

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2019-05-15 16:28:48 • 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.

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

If you need to open deeper communications with your ideal clients, talk to my team, we can help. Ask for our consulting coordinator: 1.866.593.8020

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2019-05-13 17:53:46 • 20 sec

In addition to strengthening your client relationships and running a more efficient and productive business, the process of developing a “Fee-Worthy” mindset and approach can provide you with another meaningful benefit. You also become more efficient with your time. With money we think of Return on Investment; with time we should be thinking about ROE - Return on Energy.

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2019-05-10 15:29:56 • 20 sec

Just so there is no mistake: Everything you do is client-centered, whether meeting with a client’s friend, recruiting a protégé or conveying the full array of your services. Everything is client-centered, including right-sizing. If you have too many clients, or clients you cannot stand working with, no one wins, and that has to be the core principle that governs right-sizing.

Learn how to stay client-centered through our Total Client Engagement Process: www.paretosystems.com/total-client-engagement

#advisors #businessdevelopment #practicemanagement

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2019-05-08 18:20:18 • 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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2019-05-07 16:52:57 • 20 second read

In The Big D - Dallas TX presenting to a fine group of high caliber fee-for-service professionals along with David Northrup, Eric Holsen and Tim Daniel with First Trust Portfolios.

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2019-05-07 15:03:35 • 20 second read

In the studio with Chris Jeppesen in Dallas, TX working on new content and our upcoming book The Blue Square Method.

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2019-05-06 15:37:24 • 20 second read

Here's a great story by Elaine Christakos I just have to share:

A team I work with was asking about a prospective client. This was the first time they had gone through the entire Pareto process when starting a new client relationship. They sent the intro kit, had the fit meeting and sent them away from the initial meeting saying they had to talk over the situation and determine whether or not they thought they would be a good fit.

48 hours later, the Advisor called the client and said “we looked over your goals, and discussed your situation, and we think you would be a great fit for us.”

The potential client’s response “Great, thank you, I think we would be a good fit too. I can’t wait to call my wife and tell her the good news!”

The potential client’s investable assets? $14 million.

The Advisor later told me “I have been in this business for over 30 years, but I have never felt confident with a prospective client of over $5 million, and I have never even had the opportunity to work with a client of $14 million. Having this process has given me the confidence to present and show my value to anyone – regardless of investable assets.”

Knowing that they are following a proven process, and have offerings for all levels of clients, has given him the confidence to up his game and take his business to the next level.

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2019-05-03 16:50:50 • 20 second read

Advisors who continually expand their client base eventually hit a point of diminishing returns. Once you exceed your service capacity, you can no longer effectively competitor-proof clients, gain their complete financial empowerment or maintain a high degree of refer-ability. As a result, you are likely to become stressed, frustrated and miss important opportunities. Furthermore, unless you hire and manage more staff, which takes time and money, you cannot effectively deploy your service matrix. In time, you will be perceived as a transactional generalist, and you will end up with a business that is a mile wide and an inch deep.

We come back full circle to the question you should ask yourself continually: If 20 percent of your clients generate 80 percent of your business, do you invest 80 percent of your time on that 20 percent? To generate the qualified referrals that will allow you to build a quality practice, you need to do exactly that. Right sizing your clientele will allow you to do it.

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2019-05-02 19:42:36 • 20 second read

In Pittsburgh presenting with Robert Carey and Paul McGinn on behalf of Bill Braasch, Nim Short and Jordan Dunsmore with First Trust Portfolios.

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2019-05-01 16:26:05 • 20 second read

The one thing all professional advisors have an equal amount of is time. We all have 24 hours in a given day. The concept of time-management is a bit of a misnomer. We can’t manage time itself; we can only manage the activities we choose to engage in each business day. The more you value your time, the more your clients will, as well.

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2019-04-30 17:54:22 • 20 second read

On the Seattle waterfront speaking at a Financial Advocates' conference on behalf of Ben Johnson, with First Trust Portfolios.

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2019-04-29 13:36:50 • 20 second read

Every action you perform three or more times, or which has three or more steps in the process, should be documented in your playbook. That is the Rule of Three.

Get everything out of your head and the heads of your team members. The benefits of a playbook go beyond just consistency and continuity. The efforts compound over time creating momentum - regardless of who is deploying them. If a business is driven by maverick talent who operate daily out of their heads, the value is lower than a business driven by the procedures contained in a playbook. The faces on your team may change over time but your processes remain.

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2019-04-26 13:37:54 • 20 second read

In Dallas presenting on behalf of Eric Holsen and Tim Daniel at First Trust Portfolios - emphasizing what practice management does rather than what it is.

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2019-04-25 13:52:10 • 20 second read

In Minneapolis with Daniel Radosevich, Dan Lavin and Rich Jacquemart with First Trust Portfolios - Presenting on 'Total Client Engagement' to convert clients into referral generating advocates.

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2019-04-24 15:37:02 • 20 second read

Stephen Covey, the legendary author of the book The 7 Habits of Highly Effective People, advised that you should always begin with the end in mind … I suggest that you apply a mindset of building a business with the intention of selling it for maximum value at some point in the future.

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2019-04-24 13:53:03 • 20 second read

In Portland presenting with Robert Carey for an Echo Meeting on behalf of Ben Johnson, CFA, Josh Weaver and Mark Friend with First Trust Portfolios. At El Gaucho Restaurant appreciating its terrific open kitchen!

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2019-04-22 17:41:44 • 20 second read

Take a hard look at your operation. Would it run like a Swiss watch if you weren’t there all the time? Could you convince me, today, that your enterprise is a true business and not just a company that sells things? Have you created something with great value, predictable outcomes and ironclad systems? Could you provide documentation detailing exactly how to operate and run your business right down to the smallest detail?

If you have created a business with true systems, you already know the freedom and control it has brought to your business and personal life.

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2019-04-22 16:26:54 • 20 second read

WEBINAR INVITATION: The Indispensable CSA Part III - Click to register free: https://attendee.gotowebinar.com/register/343300913708656907

For Advisors, their support team is the secret to an efficiently run practice. They are the glue that keeps things together, and they ensure a consistent client experience.

In this fast-paced webinar, the third in The Indispensable CSA series, Duncan MacPherson and Elaine Christakos outline a proven approach that enables support team members to help professionalize the ongoing client service process. This approach details how to:

  • Examine your current client service model
  • Develop and refine processes to ensure all clients know what to expect from you
  • Assign responsibility to ensure everyone knows their role and stays in their lane
  • Systematize your service matrix
  • Develop advocacy from you best clients

Wednesday, May 1st at 4:10 PM Eastern/1:10 PM Pacific

Click to register free: https://attendee.gotowebinar.com/register/343300913708656907

Can’t make it? Register anyway and we’ll send you a link to the recording

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2019-04-17 15:32:39 • 20 second read

I have seen many entrepreneurs with successful businesses supported by talented people who unknowingly created self-imposed limitations because everyone in the organization flew by the seat of their pants. Time after time, the creation of an Organizational and Structural Chart followed by the refinement of systems outlined within a Procedures Manual has proven to be essential.

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2019-04-15 18:54:42 • 20 second read

When I ask a professional advisor, “How are things?” nine times out of ten, the answer will be, “I’m extremely busy.” Our response is always, “Busy doing what?”

The Law of Cause and Effect states that your activities will determine your productivity. If you want your productivity to increase, the first place you should look is the activities you engage in which give you the best return on your investment of time and energy.

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2019-04-12 19:17:20 • 20 second read

It’s one thing to want referrals. It’s another thing to deserve them. Ask yourself if the service you provide is enough to consider yourself referable. A commitment to consistent best practices is the foundation of advocacy which leads to fully maximized relationships instead of just a client base.

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2019-04-11 18:30:57 • 20 second read

Watching day turn to night from 7 miles up...

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2019-04-11 18:26:47 • 20 second read

At the San Antonio airport doing my best secret service impression in the hopes of getting upgraded to Air Force One...

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2019-04-10 17:43:38 • 20 second read

In the great city of San Antonio along with Robert Carey, Scott Dawson, Channon Cain, and Michael Ratay with First Trust portfolios - you won't find a bigger advocate for the fee-for-service professional than First Trust!

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2019-04-10 03:04:54 • 20 second read

Many of the most successful professional advisors I know have increased their persuasive impact by radically altering their sales process with prospective clients. These advisors (many of whom used to be salespeople) have evolved into professional consultants; they now strive to attract new clients rather than chase them. Instead of using the old-school sales process to close business, they use a fit process to fast-track new clients to advocacy.

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2019-04-08 14:26:12 • 20 second read

The office experience you create is an extension of your personal branding. It helps clients connect with you on a deeper level. Consistent service, expectation management and performance will always be primary factors when it comes to long-term relationships, but there are many other factors you can utilize to help insulate your relationships from the things outside your control. How clients feel about you, especially when they meet with you in your office, contributes to their sense of belonging, which can contribute greatly to refer-ability. I can also tell you this: Many advisors have told me that their clients mention how much they love their advisor’s office environment and team culture when they are describing that advisor to a friend.

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2019-04-05 14:01:51 • 20 second read
When it comes to practice management, a lot of attention must be placed on the client experience. Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix are just a few of the essentials that I help advisors put into action to project professionalism and strengthen their client relationships.
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2019-04-03 13:41:17 • 20 second read

You are a knowledge-for-profit professional. Your knowledge is your livelihood. I’ve said it before but it’s worth saying again. You aren’t selling tangible things; you are promoting the promise of the future. When it comes to relationship management and client acquisition, it is essential that you take the abstract nature of your business and make it easier to conceptualize by providing people concrete things they can hold in their hands.

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2019-04-02 19:14:35 • 20 second read

At Pebble Beach for a Chairman's Club conference on a panel discussing growth with Matt Oechsli, MBA and John Cianciulli. We got to hear Justin Rose speak just before us talking about balance and incremental improvements.

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2019-04-01 18:32:50 • 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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2019-03-29 16:14:25 • 20 second read

For many advisors, nowhere in their onboarding process does a new client need to convince the advisor that there is a good fit. It’s the advisor doing all the convincing and, in the process, their salesmanship is actually undermining the lifetime value of the relationship.

The advisor cannot be the only one who gets excited when a new relationship is formed. The client has to have a sense of accomplishment, too.

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2019-03-27 17:25:45 • 20 second read

The office experience you create is an extension of your personal branding. It helps clients connect with you on a deeper level. Consistent service, expectation management and performance will always be primary factors when it comes to long-term relationships, but there are many other factors you can utilize to help insulate your relationships from the things outside your control. How clients feel about you, especially when they meet with you in your office, contributes to their sense of belonging, which can contribute greatly to refer-ability.

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2019-03-27 16:43:03 • 20 second read

In Palm Springs for a Mastermind session along with Steve Phillips with The Advisor Protocol. Really enjoy the peer sharing with a great group of fee-for-service professionals discussing best practices for client acquisition, optimizing efficiency and scalable growth.

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2019-03-25 19:40:04 • 4 min audio

If it is to be, it is up to me. In this episode, Duncan suggests the best way to take care of a team, and a community of clients, is to take full responsibility for the outcome of our decisions.

Put Pareto in your pocket, download the Pareto Systems App: www.paretosystems.com

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2019-03-25 15:54:49 • 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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2019-03-22 17:14:07 • 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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2019-03-21 18:22:38 • 20 second read

Speaking at a conference in historic New Orleans along with Tracy Giffen, Matt Graham, Ben Buisson and Matt Johnson with First Trust Portfolios - Canadians always love coming to the land of Cajun!

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2019-03-21 15:26:08 • 60 min audio

Building Continuity and Succession in Your Branding Strategy with Duncan MacPherson and Mitzi Perdue

Listen to Duncan, author of “The Advisor Playbook” and Mitzi Perdue, author of “How to Make Your Family Business Last” on this Podcast as they discuss strategies to help Financial Advisors make themselves indispensable to their clients and their families.

Click here for iTunes

Click here for Google Play

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2019-03-20 18:06:36 • 20 second read

An ideal client doesn’t think of you as a basket and one that does isn’t empowering you fully to deliver the best results. An ideal client and advocate thinks of you as someone who liberates them to go live their life. If a customer isn't prepared to take your advice, perhaps you're doing them a disservice by keeping them and you should introduce them to someone else whose advice they will take?

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2019-03-20 17:49:12 • 20 second read

In Nashville for a President's Club conference on a panel with Matt Oechsli, MBA and John Cianciulli discussing growth, teams, and the future. As always, I raved about Chris Jeppesen with First Trust Portfolios - co-author with me on The Advisor Playbook and our upcoming book, The Blue Square Method.

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2019-03-18 16:41:15 • 20 second read

There has to be an alignment of interest, a coincidence of wants, between yourself and an ideal client. What you want now and in the future has to be aligned to coincide with what they want. If you follow that rule, you will build a community of clients who are enlightened, who respect your value, and are engaged in your process.

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2019-03-15 20:04:32 • 20 second read

In beautiful Portland, Oregon along with Josh Weaver at First Trust Portfolios presenting to a great group of advisors at the FPA conference!

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2019-03-15 16:51:29 • 20 second read

Don't negotiate your value to get someone's business. You're not a broker. There's no salesmanship. You don't lower fees to try to win a sale. That's not how it works. Your professionalism as a consultant is your value, and if you cheapen that, you make yourself less attractive and easier to dismiss.

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2019-03-13 19:44:05 • 20 second read

After completing a client classification process, you will be able to identify three types of clients: Customers, clients and advocates. The value of your business has virtually nothing to do with how many clients you have and everything to do with how many advocates you have.

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2019-03-11 17:07:07 • 20 second read

Think about congruency. Being congruent means I would never tell you to do something I wouldn't do myself. It means I would never say something about someone that would be different if they were present or not. Ultimately what it communicates is 'I do what I say'.

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2019-03-08 21:04:25 • 20 second read

A mentor has to be congruent and not overstep their own responsibilities while liberating the team to do what they get paid to do. You’ve got to focus on what you get paid to do and have others do the same.

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2019-03-08 18:49:37 • 20 second read

WEBINAR INVITATION: The Indispensable CSA Part II - Click to register free: attendee.gotowebinar.com/register/3026210439690679563

For Advisors, their support team is the secret to an efficiently run practice. They are the glue that keeps things together, and they ensure a consistent client experience. In this fast-paced webinar, Duncan MacPherson and Elaine Christakos outline a proven approach that enables support team members to help professionalize the fit, onboarding, and ongoing client service processes. This approach details how to:

  • Examine your process for onboarding new clients
  • Ensure consistency throughout the client relationship
  • Assign roles and responsibilities within the team
  • Enhance overall client experience to move clients to advocacy

Thursday, March 28th at 4:10 PM Eastern/1:10 PM Pacific

Click to register free: attendee.gotowebinar.com/register/3026210439690679563

Can’t make it? Register anyway and we’ll send you a link to the recording...

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2019-03-06 18:34:29 • 20 second read

Entrepreneurship is all about working on the business … it means it's professionalizing and standardizing everything. Creating an Org chart, creating a playbook, bringing on and prepping a protégé, all are vital steps.

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2019-03-04 18:06:49 • 20 second read

There's an element of business success centered on congruency. Do what you say. Your clients follow your strategy, but more than that, they look to your character. They're led not pushed.

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2019-03-01 17:26:25 • 20 second read

AI will never have EI, emotional intelligence, so emphasize practice management and relationship management. That’s where you can differentiate and stand out.

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2019-02-28 18:41:04 • 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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2019-02-28 18:24:49 • 20 second read

"Down South" in Minneapolis with Dan Lavin and Rich Jacquemart with First Trust Portfolios after a presentation on client conversion and enterprise convergence. I always love it here - Minnesotans are as close to Canadian as you can get.

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2019-02-27 17:39:59 • 20 second read

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

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2019-02-25 18:23:25 • 20 second read

Keep imprinting your value. Do it in a unique way that creates an energy that helps your clients socialize your value and create advocacy. This is one of the many things that separates the best from the rest.

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2019-02-22 20:52:26 • 20 second read

Use symbols to give your process personality and identity. Having that tie-in can trigger a moment of recognition and awareness for your value.

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2019-02-20 17:21:00 • 20 second read

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

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2019-02-15 17:17:48 • 20 sec

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

If you are a leader looking to improve your team’s performance, talk to us today about Blue Square: https://www.paretosystems.com/blue-square.html

#branding #businessdevelopment #practicemanagement

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2019-02-13 17:47:56 • 20 second read

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

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2019-02-12 21:52:47 • 20 second read

In the land of (frozen) lakes with Dan Lavin at First Trust Portfolios and Stephen Kruchten at Bremmer Investment Services. Canadians feel at home in Minnesota especially because it is The State of Hockey.

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2019-02-11 19:16:05 • 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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2019-02-08 16:58:20 • 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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2019-02-07 22:15:13 • 20 second read

In St. Louis with Tim Trudo, Joel Donnelly and Christopher Struck of First Trust Portfolios presenting to an elite group of fee for service professionals at an Echo meeting.

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2019-02-06 18:54:17 • 20 second read

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

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2019-02-04 15:31:48 • 20 second read

We all look for balance. Think of balance in terms of work/life: The business is supposed to serve your life, not the other way around. Either you are running a business or it is running you.

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2019-02-01 19:20:08 • 20 second read

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

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2019-01-29 15:03:33 • 20 second read

In Orlando with Craig Koproski of First Trust Portfolios for an FPA conference - Craig is a NY Rangers fan but we still get along (reasonably) well...

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2019-01-29 00:36:09 • 20 second read

One of the most important attitudinal qualities of an ideal client is that they appreciate your value and don’t question your fees. Do you really want to do business with someone who is completely focused on getting something cheap?

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2019-01-25 23:29:37 • 20 second read

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

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2019-01-23 23:09:57 • 20 second read

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

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2019-01-21 19:41:23 • 20 second read

Oscar Wilde said, “A cynic is someone who knows the cost of everything and the value of nothing.” Don’t let the cynics dictate your approach. Find the people who share and value your approach and who have an alignment of interests with you. These are the people who embrace you so completely that they feel they are doing a friend a disservice by not introducing them to you.

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2019-01-17 19:25:24 • 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.

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2019-01-16 18:43:40 • 20 second read

Do your clients know why they should refer someone to you? Have you communicated why you will make yourself available to speak to a friend or family member of theirs? Are you clear as to why your clients aren’t referring people to you now?

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2019-01-14 18:49:46 • 20 second read

Did you know that construction on the Empire State building began in 1930? This was, for a long time, 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.

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2019-01-11 19:35:03 • 20 second read

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

Pareto Systems' Total Client Engagement Process will help you increase refine and define your branding. Click here to learn more about the process: www.paretosystems.com/total-client-engagement

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2019-01-10 15:11:22 • 20 second read

In Honolulu at an Accelerated Mastermind with Daniel Affetto of First Trust Portfolios and Don Williams with LPL Financial. A great way to kick off the New Year!

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2019-01-09 18:53:31 • 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.

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2019-01-07 18:08:09 • 20 second read

Many people still think of professional advisors as salespeople on commission. Your actions on a daily basis will either validate that or prove them wrong. This is why I spend a lot of time deprogramming our advisor clients and replacing their sales approach with a consultative approach. That shift allows them to implement a service model that ensures their clients focus on what the advisor is worth, rather than what he or she costs.

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2019-01-04 16:29:59 • 20 second read

Don't allow yourself to become one of them - Ralph Marsten

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

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2018-12-31 14:14:35 • 20 second read

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

Excerpt from The Advisor Playbook. For our daily stream of actionable insights visit www.paretosystems.com

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2018-12-28 14:56:31 • 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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2018-12-26 17:24:11 • 20 second read

If you travel around the world, you don’t have to go too far to realize that most of the people on the planet would kill for your worst day. Because you aspire to achieve things through integrity-centered actions, you accomplish goals through the service of others rather than at the expense of others. So keep on dreaming big dreams but, in the meantime, be happy with what you’ve already accomplished while you aspire to fill in the boxes that have yet to be checked.

Learn how the Blue Square Method can help you make 2019 your best year ever: www.paretosystems.com/blue-square

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2018-12-24 15:01:23 • 20 second read

In this holiday season, just reflect a moment on gratitude. Gratitude is part of what fuels ambition and it’s powerful to savor the things we’ve already accomplished. Let’s be grateful for what we have while we aspire to what is next.

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2018-12-21 17:31:47 • 20 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.

Pareto Systems Blue Square Method will help you overcome your plateau, learn more: www.paretosystems.com/blue-square

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2018-12-19 19:49:25 • 20 second read

Remember: You can only work it if the clay is soft. Professionals find that no growth comes from arrogance; only from the humility can they improve.

Are you looking to become the best version of yourself personally, professionally or both? This is what the Blue Square Method is all about. Click here to learn more: https://www.paretosystems.com/blue-square.html

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2018-12-17 20:37:58 • 20 second read

Join me and Chris Jeppesen for our 2019 kick off webinar! Click here to register: https://attendee.gotowebinar.com/register/2776995132108639235

The Advisor of the Future - Adapt and plan to thrive while others struggle to survive

Wednesday, January 16th, 2019 at 4:10 EST

Webinar Details: We invite you to join Duncan MacPherson and Chris Jeppesen - co-authors of The Advisor Playbook - for a strategic planning webinar where they will pass along actionable, proven strategies that will enable you to:

  • Put more sand in your hour glass through effective time allocation efficiencies
  • Refine your growth and profitability model
  • Create intellectual property and elevate the client experience to drive enterprise value

You've heard the mantra, "The best work on their business not in it. The best get from the day, not through it." If you're looking for the best practices that separate the best from the rest, this webinar is for you.

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2018-12-17 18:00:38 • 20 second read

There is a distinction between a financial plan and financial planning. A financial plan for a client is essential, but it’s proprietary and is being increasingly commoditized. With any material change in my life - a critical life event – it will render that plan obsolete. Financial planning is not fixed and transactional. It’s fluid and dynamic. You can’t outgrow it. Clients grow into it, especially when it comes to continuity and succession.

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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2018-12-14 16:20:21 • 20 sec

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

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

#branding #businessdevelopment #practicemanagement

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2018-12-12 16:18:39 • 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.

Learn to leverage technology to elevate the client experience with the Pareto Systems Total Client Engagement process: https://www.paretosystems.com/total-client-engagement.html

#branding #businessdevelopment #practicemanagement

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2018-12-10 20:34:20 • 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.

If you are a leader looking to grow your team, talk to us today about Blue Square: www.paretosystems.com/blue-square

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2018-12-07 14:28:02 • 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.

Pareto Systems' Total Client Engagement Process will help define your Ideal Client Profile. Click here to learn more about the process: https://www.paretosystems.com/total-client-engagement.html

#businessdevelopment #practicemanagement #branding

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2018-12-05 17:25:56 • 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.

The Pareto Systems Advisor Flight Plan Program focuses on advisors who are at a transitional point and who seek to move from their current firm to one that is a better fit, both for them and for their clients. Click to learn more: www.paretosystems.com/advisor-flight-plan

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2018-12-04 20:17:39 • 20 second read

In Calgary with Grey Cup Champion and MVP Bo Levi Mitchell - a great guy and a more likely candidate for skin care model than I!

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2018-12-03 17:52:18 • 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.

Get more from your day with the Pareto Systems' Total Client Engagement Process. Click here to learn more: www.paretosystems.com/total-client-engagement

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2018-11-30 18:19:04 • 20 second read

When it comes to clients, the Law of Attraction means that, if we want to attract attractive clients, we have to make ourselves more attractive than their current provider based on professional contrast.

Our Blue Square Method clients learn to enhance their personal branding to make them stand out from the crowd. See if Blue Square is a fit for you: www.paretosystems.com/blue-square

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2018-11-28 16:58:04 • 20 second read

The law of cause and effect is simple; it's good activity that creates productivity. It's incremental, it's cumulative, and it compounds.

Put the ‘Law of Cause and Effect’ into action! Join me at a Mastermind session in Palm Springs, CA and see the positive effects it will have on your business! For dates and more info visit: https://www.paretosystems.com/mastermind

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2018-11-26 17:22:29 • 20 second read

We're so fixated on the next client that we drift into entropy with our client service model. The law of environment says that we have to consistently be mindful of the fact that we are products of our environment. If you hang out with people who are negative and cynical, you'll become a product of that environment. Surround yourselves with a team and clients who have an alignment of interests and a philosophical connection.

To learn more about establishing and maintaining a positive work environment check out the Pareto Systems ‘Business Evaluation Process.’ It’s a gap analysis that will ‘pop-the-hood’ on your business to uncover untapped opportunities and overlooked vulnerabilities and ensure your team is on the right track. Learn more here: www.paretosystems.com/business-evaluation-process

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2018-11-23 17:07:47 • 20 second read

When it comes to relationships, the more familiar a relationship becomes, the more things can be taken for granted. Value gets trivialized. It works both ways. We can fall into that trap because our most deserving clients are often the least demanding, so we can sometimes take them for granted.

Maintain and enhance your client relationships to avoid falling victim to the Law of Familiarity, click here to learn more www.paretosystems.com/total-client-engagement

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2018-11-22 15:25:44 • 20 second read

We wish you and your families the best this holiday season.

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2018-11-21 21:23:29 • 20 second read

Consistently attract and associate with clients who are philosophically aligned with you. When there's turbulence, you don't dread the number of your best clients on the call display because they're not calling to blame you. They're calling to ask you how you're doing. It's the unenlightened client that uses you as their lightning rod and I would suggest you respectfully and professionally disassociate. If somebody’s views and philosophy are not in sync with yours, it's going to hurt you more than it helps you.

Learn how to attract and maintain clients who buy into your philosophy and processes. Join me at Mastermind in Palm Springs, CA early next year where we discuss this and much more. For dates and more info, visit: www.paretosystems.com/mastermind

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2018-11-19 14:26:44 • 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.

To learn more about becoming a Franchise Ready Advisor visit our website at: www.paretosystems.com/franchise-ready

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2018-11-16 18:22:00 • 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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2018-11-14 20:11:44 • 20 second read

I wanted to share an email I received recently from a past client that went through our Pareto System program. It’s for these reasons I do what I do…

"I wanted to reach out to thank you for your post today - Stop transacting/ Start engaging. It really hit home for me.

I read your post immediately after an initial fit meeting with a prospect today - the prospect conveyed your message beautifully. She validated for me the Pareto process I've been following for many years. During our meeting she mentioned she's not sure how many more times she needs to say no to the bank who is after her business in a big way after the sale proceeds of her business hit her bank account recently. She said her experience with me has been so very different. I truly feel I'm a consultant with a process - not a salesperson trying to win her business.

Bye for now and thanks again,
Mark Neufeld"

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2018-11-14 19:39:58 • 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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2018-11-13 20:41:21 • 20 second read

With Geet Chawla at a best practices Mastermind session in Palm Springs, CA - Geet is not only a rising star in financial services, especially serving professionals, he is a serious student when it comes to practice management and a great guy!

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2018-11-12 16:05:03 • 20 sec read

Added this great image of Gordie to the wall of fame in the office. Love having him look over my shoulder especially with the poppy on his hat…. #lestweforget

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2018-11-09 17:13:36 • 20 second read

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 www.keyeragifts.com or call 1-250-801-3217 to learn more.

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2018-11-07 16:39:30 • 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.”

Learn more about managing expectations with the Pareto Systems Total Client Engagement process: www.paretosystems.com/total-client-engagement

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2018-11-05 16:30:44 • 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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2018-11-05 14:38:49 • 20 second read

One of my favorite things at the Palm Springs Airport. And this is one of my favorites quotes - part of his enduring legacy...

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2018-11-02 17:47:01 • 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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2018-11-02 16:19:56 • 20 second read

In Minneapolis with Daniel Radosevich, Rich Jacquemart and Dan Lavin at First Trust Portfolios along with an energetic group of hockey loving advisors. View on LinkedIn: https://www.linkedin.com/feed/update/urn:li:activity:6464145767413137408

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2018-10-31 15:24:02 • 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.

Learn how to be re-position yourself as a specialist and attract top clients with our Total Client Engagement Process: www.paretosystems.com/total-client-engagement

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2018-10-29 15:56:08 • 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.

Get more valuable business development and practice management strategies from The Advisor Playbook. Click here for a sample excerpt: www.paretosystems.com/the-advisor-playbook

 

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2018-10-26 15:53:42 • 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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2018-10-24 15:26:22 • 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.

Are you spending your time on the clients that need you at the expense of the clients that deserve you? The Total Client Engagement II consulting program will help you, and your team, define a process to organize your clients, create scarcity and focus your time. Learn more: www.paretosystems.com/total-client-engagement-II

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2018-10-22 15:09:52 • 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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2018-10-19 16:13:21 • 20 sec

You can become indispensable to a client's life and strengthen a relationship by helping the next generation build motivation. Develop a relationship with the next generation before that money goes into motion, strengthen the relationship with the family, and you'll make yourself indispensable.

To learn more about making yourself indispensable to your clients, check out the Total Client Engagement consulting program and take the first step to the next level: https://www.paretosystems.com/total-client-engagement.html

#businessdevelopment #practicemanagement #coaching

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2018-10-17 16:27:40 • 20 second read

Just wrapped a great Echo meet with Greg Wearsch and Joshua Crosley at First Trust in Columbus, Ohio. Just wondering where the Blue Jacket swag is...

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2018-10-17 15:22:51 • 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.

Our Total Client Engagement consulting program will help you articulate your value to your clients so that they can relay that to their colleagues, family and friends.

Click here to learn more: https://www.paretosystems.com/total-client-engagement.html

#businessdevelopment #practicemanagement #coaching

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2018-10-15 17:05:04 • 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.

Our Total Client Engagement consulting program will help you articulate your value to your clients, click here to learn more: www.paretosystems.com/total-client-engagement

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2018-10-12 15:24:57 • 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:www.lavishcards.com/prints-canvas/

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2018-10-10 16:45:21 • 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.

To learn more about implementing a Client Advisory Council into your practice, check out the Total Client Engagement consulting program and take the first step to the next level: www.paretosystems.com/total-client-engagement

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2018-10-05 07:17:11 • 60 Sec

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.

Check out The Two-Way Street consulting program which will help you build a network of professionals who will introduce you to quality potential clients and provide your best clients with access to their superior services: https://www.paretosystems.com/two-way-street.html

#businessdevelopment #practicemanagement #coaching

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2018-10-03 16:26:53 • 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."

Learn to focus your efforts, 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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2018-10-01 17:52:24 • 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.”

If you’d like to increase your capacity by professionally developing your skills and refining your processes, 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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2018-09-28 18:07:43 • 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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2018-09-26 19:08:50 • 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.

Our Blue Square Method clients learn how to convert their top clients into referral generating advocates. Click here to learn more: www.paretosystems.com/blue-square

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2018-09-25 16:31:28 • 20 second read

with Brad Kessler, Rob, Edwin and Bridget Jaffe along with Billy Hopkins at the Silver Oak Securities, Inc. Conference in St. Louis on behalf of Michael Fink at First Trust Portfolios.

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2018-09-24 15:58:00 • 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.

Need help developing or refining your Fit Process? Speak to a Pareto Consulting Coordinator: www.paretosystems.com/schedule-a-call

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2018-09-21 19:53:59 • 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.

We work with our Blue Square Method clients to improve their personal branding. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2018-09-21 16:36:48 • 20 second read

In Birmingham, Alabama with Reed Nitto of First Trust Portfolios presenting to a great group of Financial Planners at The Financial Planning Association conference.

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2018-09-21 16:36:03 • 20 second read
In Nashville with Morgan Palmer at First Trust Portfolios as well as Ryan Borer, AAMS and Justin Koehler of Fusion Capital Management. I outlined our Total Client Engagement Process. Learn more here: www.paretosystems.com/total-client-engagement
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2018-09-19 14:46:28 • 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. If your goals include scaling your business, and you need help to get there, speak with Scott Wetzel and our friends at Succession Lending who can help propel your advisory practice to the next level: www.successionlending.com

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2018-09-17 18:18:30 • 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.

Our Blue Square Method clients learn to focus their efforts on the clients that deserve them rather than the clients that need them. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2018-09-14 17:42:09 • 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.

Need help professionalizing your process? The Advisor Playbook can help you kick start your own playbook. Learn more here: www.paretosystems.com/the-advisor-playbook

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2018-09-12 16:19:09 • 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.

Invest in yourself, invest in your future. Have you ever considered becoming a Practice Management coach? Learn more about The Pareto Coaches Network: www.paretocoachesnetwork.com

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2018-09-10 19:19:49 • 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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2018-09-07 15:58:32 • 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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2018-08-31 21:20:56 • 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.

Let us help you tell a compelling story your clients will socialize. Schedule a call with my team today: https://www.paretosystems.com/total-client-engagement.html

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2018-08-29 00:00:00 • 2 minute read

A turnkey, actionable process to ignite emotion and create professional contrast.

Join Duncan MacPherson, Author of The Advisor Playbook, and Steve Phillips, Brand Consultant, and CEO of Advisor Protocol, as they speak to the three most important things to consider when developing a branding strategy and how to address them:

  1. Do your clients understand and appreciate everything you do?
  2. Do you know how are you described?
  3. Do you and your team know how to articulate your value?

Register here to access this actionable webinar recording: https://register.gotowebinar.com/register/1999003791848428035

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2018-08-27 00:00:00 • 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.

We continuously work with clients through the Blue Square Method to reframe and maximize existing client relationships. See if you are a fit for Blue Square: https://www.paretosystems.com/blue-square.html

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2018-08-24 18:46:02 • 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.

Uncover potential untapped veins of gold in your business, join me, and a small group of elite advisors, at an upcoming Mastermind sessions: https://www.paretosystems.com/mastermind-total-client-engagement.html

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2018-08-22 00:00:00 • 20 second read

How to Finish 2018 with Momentum and Position Yourself for a Tremendous 2019! Access the FREE recording here: https://attendee.gotowebinar.com/recording/6632599778328672259

Q4 is the perfect time to finish the year with a bang and then fast track success in the New Year. In advance of Q4, this session will highlight three key steps financial professionals should take to maximize their client relationships and position their businesses for a strong and profitable final quarter of 2018, and for a great start to 2019.

Each of the strategies is easy to implement and translate into results quickly and predictably. In this fast-paced webinar, Duncan will walk you through a proven process that will ensure you can:

  • Competitor Proof Your Clients
  • Maximize Existing Relationships
  • Generate More Referrals

Click here for the accompanying pdf: https://lt303.infusionsoft.app/app/form/finish_strong_pdf

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2018-08-20 00:00:00 • 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.

Increase your rate of referrals by improving your introduction process, schedule a complimentary Pareto Systems Intro Call to learn how: www.paretosystems.com/schedule-a-call

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2018-08-17 21:21:47 • 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.

Improve your value proposition, schedule a complimentary Pareto Systems Intro Call to learn how: www.paretosystems.com/schedule-a-call

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2018-08-15 00:00:00 • 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.

Receive consistent quality referrals, fully empower clients and competitor proof your best clients. Learn more here on the one good idea that can help you get there: www.paretosystems.com

 

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2018-08-13 00:00:00 • 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.

Increase your enterprise value, join me and a small group of elite advisors at one of our upcoming Mastermind sessions: www.paretosystems.com/mastermind-total-client-engagement

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2018-08-10 21:22:46 • 20 second read

It's not the 7 pillars encompassing 85-plus things we want them to focus on, it's one thing; that you've developed and refined the process that puts every piece of that puzzle together as a client’s life unfolds and their needs evolve. They can't outgrow your process, they'll grow into it as critical life events occur and their life progresses. This is how you become their personal CFO.

Learn how to develop and refine your process to make yourself indispensable to your clients, join me and a small group of elite advisors at one of our upcoming Mastermind sessions: www.paretosystems.com/mastermind-total-client-engagement

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2018-08-08 13:30:03 • 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.

If you’d like to learn more about Pareto Systems strategies and how they can have a measurable impact on your practice, schedule a complimentary 20 minute call with one of our Consulting Coordinators: www.paretosystems.com/schedule-a-call

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2018-08-06 14:38:08 • 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.”

Learn how to articulate your process to stand out from the crowd, join me and a small group of elite advisors at one of our upcoming Mastermind sessions: www.paretosystems.com/mastermind-total-client-engagement

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2018-08-03 21:23:23 • 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.

Do you know who you are best suited for? Do your clients? Talk with my team and I to better understand, and communicate this. This is the starting point of the Blue Square Method: https://www.paretosystems.com/blue-square.html

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2018-08-01 13:53:34 • 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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2018-07-30 14:14:19 • 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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2018-07-27 14:33:27 • 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.

Working with a Pareto Systems Business Advisor will help you improve the way you articulate your value and enhance your personal branding to increase your level of quality referrals. Schedule a complimentary 20 minute call to learn more: www.paretosystems.com/schedule-a-call

 

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2018-07-25 15:35:59 • 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.

Schedule a complimentary 20 minute call with a Pareto Systems Consulting Coordinator to learn more: www.paretosystems.com/schedule-a-call

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2018-07-23 15:31:59 • 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.

Schedule a complimentary 20 minute call with one of our Consulting Coordinators to learn more: www.paretosystems.com/schedule-a-call

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2018-07-20 15:14:26 • 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.

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

Schedule a complimentary 20 minute call with one of our Consulting Coordinators: www.paretosystems.com/schedule-a-call

#businessdevelopment #practicemanagement #theadvisorplaybook

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2018-07-18 18:04:42 • 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.

At Pareto Systems, our Blue Square clients work with us to ensure that they are always replicating their best success, achieving consistent client acquisition, and driving enterprise value. Take a moment and listen to a short video I did on Blue Square. This could be the turning point in your business: www.paretosystems.com/blue-square

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2018-07-02 21:24:32 • 20 sec

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

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

For our daily stream of actionable insights visit paretosystems.com

https://www.linkedin.com/feed/update/urn:li:activity:6419615767230246912

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2018-06-20 15:55:31 • 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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2018-06-13 14:45:32 • 20 second read

Who views it as an accomplishment when you bring on a new client? Are you celebrating because you’ve closed them or are they excited because they’ve qualified to work with you?

Schedule a Pareto Systems Intro Call to learn more about our consulting programs and see if any are a fit for you: /www.paretosystems.com/schedule-a-call

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2018-06-11 18:50:50 • 20 second read

Just so there is no mistake: Everything you do is client-centered, whether meeting with a client’s friend, recruiting a protégé or conveying the full array of your services. Everything is client-centered, including right-sizing. If you have too many clients, or clients you cannot stand working with, no one wins, and that has to be the core principle that governs right-sizing.

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

Learn how to stay client-centered through our Total Client Engagement Process: www.paretosystems.com/total-client-engagement

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2018-05-30 14:48:04 • 20 second read

Whatever your goals are, if you want your business to serve your life rather than the other way around, you have to get your business out of your head (and your assistant’s head) and start documenting your procedures. I know it sounds like work, but the payoff can be massive.

Learn how to document and organize your process with Total Client Engagement: www.paretosystems.com/total-client-engagement

#businessdevelopment #practicemanagement #theadvisorplaybook

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2018-05-21 18:33:00 • 5 sec

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad - Miles Kingston

https://www.linkedin.com/feed/update/urn:li:activity:6404396705978077185

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2018-05-14 17:13:18 • 20 second read

When I ask a professional advisor, “How are things?” nine times out of ten, the answer will be, “I’m extremely busy.” Our response is always, “Busy doing what?”

The Law of Cause and Effect states that your activities will determine your productivity. If you want your productivity to increase, the first place you should look is the activities you engage in which give you the best return on your investment of time and energy.

Are you looking for a change, does our approach resonate with you? Ever considered becoming a coach? Check out our Pareto Coaches Network: www.paretocoachesnetwork.com

2018-05-11 16:04:09 • 20 second read

Symbolize your value with a dramatic image in your office that reminds your team of your purpose and your clients of your value. Visit www.LavishCards.com or call 1.888.599.7599 to learn more.

#practicemanagement #businessdevelopment #symbol

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2018-05-09 14:27:08 • 20 second read

As the commoditization of your industry continues prompting clients to focus on what you cost rather than what you're worth, there are small steps you can take to differentiate yourself and elevate how you are perceived and described.

One example - and in the spirit of "facts tells, stories sell" - you can transform the abstract, transactional and commoditized nature of your technical wealth management and planning abilities to be more fluid, dynamic, conceptual and proprietary by giving your overall process an identity that symbolizes how you navigate clients through their journey addressing their many critical life events so that they can look to the future with anticipation rather than apprehension.

For more inspiration on how to create an identity for your panoramic and all-encompassing process and anchor your clients to a symbolic icon, visit LavishCards.com

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2018-05-04 15:14:31 • 30 second read

One of the most important procedures you can document and refine is that of onboarding new clients. The benefits of starting a new relationship professionally include:

Validation - The new client was probably referred from an existing client or strategic partner. At some point in the future these two people are going to connect and you want the new client to say “Thank you for introducing me to your advisor”. That validation makes you more referable and increases the likelihood that the referrer will do it again.

Contrast - The new client will contrast your client experience to that of their former advisor. Positive contrast solidifies their decision and competitor- proofs them in the future.

Self-motivation – The new client feels so good about their decision that they feel compelled to wave your flag to others. They know how to describe you because the experience is positive, clear and fresh in their minds.

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

Looking for a challenge? Aligned with our philosophies? Check out our Pareto Coaches Network: http://www.paretocoachesnetwork.com/

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2018-05-02 14:03:25 • 20 second read

Once a successful financial advisor has achieved consistent, sustainable organic growth, the natural next step is to consider scalable, acquisition-based growth. Success in Buying a Business comes by Design, not by Chance.

Join Pareto CEO Duncan MacPherson and Scott Wetzel, Managing Partner at Succession Lending, for this fast-paced podcast on The Art of Buying a Business.

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

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

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2018-04-30 21:29:34 • 20 second read

Often, when asking an affluent prospect about their relationship with their current professional, a typical response is that “all is well” and that “everything is just fine”. Unfortunately, these prospects don’t know what they don’t know, and we have found it a best practice of the elite professional to help draw a contrast between the experience they are currently receiving and the potential of something much greater.

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

Learn how to position yourself as the superior alternative… schedule a call with my team today: www.paretosystems.com/schedule-a-call

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2018-04-23 14:08:36 • 20 second read

When it comes to practice management, a lot of attention must be placed on the client experience. Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix are just a few of the essentials that I help advisors put into action to project professionalism and strengthen their client relationships.

Have you ever had an outside set of eyes review your process to identify the gaps that might be holding you back? Book a call with my team to discuss how we can help refine your approach to ensure an elevated client experience and increased advocacy: www.paretosystems.com/schedule-a-call

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2018-04-20 15:41:03 • 20 second read

When a prospective client meets you for the first time, they are feeling both anticipation and apprehension. After the pleasantries and as you segue to the formal part of the meeting, hand the prospective client a leather portfolio containing a notepad, pen and printed agenda. Watch the apprehension melt away as they realize you are a professional who uses an agenda - and who has no hidden agenda. They can take notes during your meeting and have a takeaway to review as they work through your fit process. Again, the contrast and lasting impression helps them feel compelled to work with you.

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

Give us a call and ask for the Concierge to learn more about our Tangible Tools: 1.866.593.8020

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2018-04-18 16:04:48 • 20 second read

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

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

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

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2018-04-17 14:30:50 • 10 second read

Missed our partner Scott Wetzel's, Managing Partner at Succession Lending, and Duncan MacPherson's, Pareto CEO, recent webinar "The Art of Buying a Business"? Watch the replay of it, and others, FREE on Pareto Academy

Click here to register/login to Pareto Academy: www.paretoacademy.com/recorded-webinars

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2018-04-13 14:14:30 • 20 second read

You must have a linked and sequential array of tools that people can hold in their hands to fully conceptualize and experience your approach. It is far more powerful to show someone your process than it is to just tell them you have one. Not only is it more impactful and memorable, but it also makes it much easier for the client to describe your value to someone else.

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

Want to learn more about what tools work so your clients can fully conceptualize and experience your approach? Schedule a call with our Concierge Services: www.paretosystems.com/concierge-schedule

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2018-04-11 12:04:00 • 20 second read

The Law of Cause and Effect states that your activities will determine your productivity. If you want your productivity to increase, the first place you should look is the activities you engage in which give you the best return on your investment of time and energy.

Excerpt from The Advisor Playbook

Visit paretosystems.com for more daily tips and insights.

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2018-04-02 21:32:13 • 20 second read

If you’re going to tell people you have a process, it helps to actually have one. You can’t just tell them about it, either. You have to show it to them.

Learn more about how to define your process with Total Client Engagement: https://www.paretosystems.com/total-client-engagement.html

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2018-03-26 00:00:00 • 20 sec

When someone gives you the opportunity to explain your value proposition, I want you to ask yourself, “what does this person really want?” How you define yourself shouldn’t address what you do in the literal sense, it should address what the person craves; a relationship with an expert who helps them achieve what they aspire to - financial independence and a greater sense of control.

Learn how to define yourself through our Total Client Engagement Process:
https://www.paretosystems.com/total-client-engagement.html

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2018-03-23 14:19:24 • 20 sec

Some advisors try so hard to make their value proposition unique that they end up reciting a long-winded elevator speech or mission statement that is, frankly, just a collection of words and sounds like everyone else. The goal isn’t to create something earth shattering or esoteric, the goal is to create something simple and clear while instantly differentiating and elevating you.

Learn how to define yourself through our Total Client Engagement Process:
https://www.paretosystems.com/total-client-engagement.html

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2018-03-21 21:34:53 • 20 sec

You want to be perceived as a consultant with a process as opposed to a salesperson with a quota, but you have to define yourself. Tell clients or prospective clients you have a process. Repeat it. Keep reminding them. If you don’t define yourself, you will be defined automatically.

Learn how to define yourself through our Total Client Engagement Process:
https://www.paretosystems.com/total-client-engagement.html

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2018-03-19 00:00:00 • 20 sec read

Many advisors tell me that their clients say that they ‘don’t talk about money with their friends and family members.’ What they are actually saying is that they aren’t clear about the advisor’s process or how endorsing the advisor to someone else will ultimately reflect on them. Or, they are concerned that you will try to sell their acquaintance on buying an investment product and becoming a client. If that ever happens, use the misconception as an opportunity to re-frame their perception and start the process of helping them understand your commitment to stewardship rather than salesmanship. To accomplish that, say something like this:

Excerpt from the Advisor Playbook. Get the scripting in my bestselling book: The Advisor Playbook, found in “Section 3: Branding”: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2018-03-16 00:00:00 • 20 second read

Develop a proven strategy for differentiating yourself and elevating how you’re perceived and how you’re described. Go beyond greeting cards, wall décor and act like the Nike Swoosh to create an identity and imprint your value for your clients.

Visit our friends at LavishCards.com to discover their stunning images that will symbolize your value: https://www.lavishcards.com/product-category/symbols-branding/

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2018-03-14 00:00:00 • 20 second read

Undoubtedly you have an agenda and on that agenda is probably a bullet that says "What's important to you?" Well, this is where you ask a prospective client where they see themselves, what are their goals, and what are they trying to accomplish?

It's a great interaction, but of course it's what every financial advisor does. But why swim in that pool of sameness? Instead, have it read "what's important to you - your FORM goals.” F.O.R.M is an acronym for family, occupation, recreation, and money. When you say to a prospective client that part of our process is to understand what really matters to our clients, and then you write out the acronym FORM and ask them specifically for the goals around family investment legacy, continuity and succession you begin to make it real and personal.

That's why financial independence matters. Financial independence – money - is a means to those ends. Clients can internalize that and lock it down and it makes you unique. By differentiating, you elevate yourself. Does this post resonate with you?

Then take action, give us a call and ask to speak with our Consulting Coordinator to see if we are a good fit for you: 1.866.593.8020

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2018-03-12 00:00:00 • 20 second read

https://www.paretosystems.comI called a client of mine in Florida and got his voicemail. He had a very professional, pleasant greeting, but - 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 and guards his time. The lesson is that, until you do, nobody else will.

For more insights like this, visit our homepage: paretosystems.com

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2018-03-09 00:00:00 • 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. View Photographer Glen Durrell recent post here: https://www.linkedin.com/pulse/symbols-branding-glen-durrell

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2018-03-08 00:00:00 • 20 second read

Business growth is Darwinian, and I’m not talking about survival of the fittest. It’s who can adapt. The advisors who are adapting and capitalizing are taking a scalable growth model. They are saying “Why would I bring on 50 more clients when I can just bring on one advisor who has 50 to 100 clients?” They are going out and buying businesses, and there is a vein of gold there. They are also attracting advisors who are tired of the friction, so they are going to draft in behind the advisor’s process. These advisors turned their book into a business, driven by best practices, and they’re shifting from organic to scalable growth. It’s incredibly powerful.

Are you ready to adapt? Learn more about our Scalable Growth Process: www.paretosystems.com/schedule-a-call

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2018-03-05 00:00:00 • 20 second read

When you and your clients are crystal clear about all the reasons why they want to achieve financial independence, they place far more value on how you plan to get them to there. This will competitor-proof your clients in a way that ensures that anyone trying to steal them will meet resistance and dead ends with every effort. It’s a win-win situation, because the more your now-competitor-proof client buys into your process and understands and appreciates it, the easier it will be for them to describe that process to someone else. You’re more referable.

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

For our daily stream of actionable insights visit paretosystems.com

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2018-03-02 00:00:00 • 20 second read

Building a real relationship, learning to listen and use that knowledge in your conversations with clients, differentiating yourself and ensuring clarity all keep you from falling victim to loyalty fatigue, and all of those factors are heavily influenced by your F.O.R.M. process.

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

Don’t fall victim to loyalty fatigue… schedule a call with my team today: www.paretosystems.com/schedule-a-call

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2018-02-28 00:00:00 • 20 second read

It should go without saying that you can’t take your clients for granted. But it’s probably less obvious to you that you can’t take it for granted that your clients are fully aware of all that you do in a clear and comprehensive way.

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

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2018-02-26 00:00:00 • 20 second read

The longer a relationship exists, the more familiar it becomes and the more things can be taken for granted and trivialized. This is especially true in an abstract and turbulent business that focuses on knowledge and intangibles. You have clients today who stay with you because they like and trust you in general terms, but that doesn’t mean they are immune to the steady bombardment of promises made by the advisors trying to lure your clients away. These competitors are throwing the kitchen sink at your clients trying to instill that nagging feeling in their minds that there is a better asset management approach available than the one you are providing now.

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

Need a strategy to competitor-proof your clients? www.paretosystems.com/total-client-engagement

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2018-02-23 00:00:00 • 20 second read

One of the biggest benefits of a personal branding strategy is that it ensures your clients fully understand and appreciate the value you provide for them. That, in turn, helps insulate them from competitive factors. Yes, branding impacts client acquisition because your clients can describe you and articulate your value to someone else in a compelling way, but you also can’t underestimate the importance of competitor-proofing.

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

Need help with your branding strategy, give us a call: 1.866.593.8020

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2018-02-21 21:37:51 • 20 second read

Tom Stanley noted that when money is in motion from one generation to the next, often the first thing that happens is that it leaves the professional advisor. The person inheriting the money often has no relationship with their parents’ advisor and, as a result, the assets flow out. Just as Under Armour stole market share from Nike and several jeans manufacturers stole business from Levi Strauss, if you don’t have an established relationship with the next generation, you are on a course toward a shrinking client base.

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

For daily tips and insights like these, visit: paretosystems.com

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2018-02-19 00:00:00 • 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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2018-02-16 21:38:38 • 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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2018-02-14 21:53:22 • 20 second read

Advocacy is enhanced when you make it easy for your clients and partners to talk about you.

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

Make it easy on yourself, talk with my team: https://www.paretosystems.com/schedule-a-call.html

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2018-02-12 00:00:00 • 20 second read

As a professional advisor, insurance consultant or any other client-service professional, your skills are the driving force for your business. Much of your business is intangible. That can be abstract and there are a lot of things that will always remain outside your control. Branding helps take the abstract nature of what you do and make it easier to understand and appreciate for a client.

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

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2018-02-09 00:00:00 • 20 second read

Professional advisors frequently ask me which marketing strategies are best for client acquisition. While there is a place for some marketing strategies and campaigns, often I will steer the conversation toward discussing the power of branding and why it can be more effective than traditional marketing over the long haul.

...Marketing is selling something, branding is building something. Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Do you have a personal branding strategy that makes you stand out from the pack? My team can help: https://www.paretosystems.com/total-client-engagement.html

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2018-02-07 00:00:00 • 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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2018-02-05 00:00:00 • 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.

Need more time? Ask us how we help advisors create efficiencies in their practices everyday: www.paretosystems.com/schedule-a-call

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2018-02-02 00:00:00 • 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.

 

Want to learn more about building enterprise value, schedule a call with my team today:  www.paretosystems.com/schedule-a-call  

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2018-01-31 00:00:00 • 20 second read
I talked to a financial advisor last week and asked him a very simple question: “Who is your ideal client?" He started talking in generalities, wandered from any focus, and data-dumped me.

“When someone asks you what time it is, they don't need you to build a clock. Just get to the point,” I said.

Professionalize your Ideal Client definition, frame it in AAA, document it so you can show someone and don't keep it a secret. Everything you do should be client-facing.

-Duncan MacPherson

Need help framing your ideal client profile, schedule a call to learn more: www.paretosystems.com/schedule-a-call
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2018-01-29 21:55:10 • 20 second read

Oscar Wilde said, “A cynic is someone who knows the cost of everything and the value of nothing.” Don’t let the cynics dictate your approach. Find the people who share and

value your approach and who have an alignment of interests with you. These are the people who embrace you so completely that they feel they are doing a friend a disservice by not introducing them to you.

 

Excerpt from The Advisor Playbook – Get your copy today: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2018-01-26 21:56:13 • 20 second read

Richard Branson, the legendary founder of the Virgin Group of companies, has provided us with many memorable quotes, but the one that supports the power of purpose best is this: “Business has to enhance people’s lives or it’s simply not worth doing.” You enrich lives based on your philosophy and process. It’s meaningful and it matters. When you communicate the fulfillment you get from delivering value to someone, you stand out from the pack, you are memorable, and you are more referable.

 

Excerpt from The Advisor Playbook

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2018-01-25 00:00:00 • 2 minute 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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2018-01-24 21:57:17 • 2 minute read

Do your clients know why they should refer someone to you? Have you communicated why you will make yourself available to speak to a friend or family member of theirs? Are you clear as to why your clients aren’t referring people to you now?

Unclear? Learn more about our Gap Analysis Process and get clarity: www.paretosystems.com/business-evaluation-process

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2018-01-23 00:00:00 • 2 minute read

In my travels, I’ve noticed an undeniable trend... When it comes to referrals, there are only two camps: The advisors who effortlessly attract referrals and build a business with second, third and even fourth generation clients and a second group that consists of advisors who hit a plateau and can’t seem to get off the client-acquisition treadmill. My goal has been to determine what distinguishes these two groups. While there are several distinctions and similarities, the common thread is that the most referable professional advisors have a clearly defined sense of purpose and they communicate it consistently to their clients and strategic partners. 

Excerpt from The Advisor Playbook – Get your copy today: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185


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2018-01-22 00:00:00 • 20 second read

In order to increase the volume and quality of endorsements you receive, it doesn’t matter what you believe. What matters is that your clients and partners believe what you believe. Unless, and until they do, their ability to relay your value persuasively to someone else will be hampered.

 

Excerpt from The Advisor Playbook – Get your copy today: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2018-01-19 21:58:07 • 20 second read

As a business development consultant, I am often asked to critique a business owner’s value proposition,mission statement or elevator speech. More often than not, my first observation is that the individual’s attempt sounds much like everyone else. Even though they use words like “unique” and “differentiate”, ultimately the communication is interchangeable, bland and easy to dismiss. Furthermore, the focus tends to be more on “What I do” and “How I do it”, with little emphasis on “Why I do it”.

 

Excerpt from The Advisor Playbook

 

Work with my team to develop a value proposition and branding strategy that differentiates you: www.paretosystems.com/total-client-engagement

 

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2018-01-18 00:00:00 • 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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2018-01-17 21:59:02 • 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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2018-01-16 14:24:37 • 20 second read

How do you welcome newclients? 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 yourbranding. Everything you do matters.Scrutinize the entire client experience, and make a list of how you willrespond

to moments of truth. Thisis the first step in creating velocity, building confidence and ensuring thatyou are continually refining and optimizing your systems and procedures.Everything has to be rooted in process and habits.

 

Excerpt from The AdvisorPlaybook

 

Visit www.paretosystems.com for more daily insights.

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2018-01-15 00:00:00 • 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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2018-01-12 22:00:07 • 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. Excerpt from The Advisor Playbook

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2018-01-09 00:00:00 • 20 second read
If you travel around the world, you don’t have to go too far to realize that most of the people on the planet would kill for your worst day. Because you aspire to achieve things through integrity-centered actions, you accomplish goals through the service of others rather than at the expense of others. So keep on dreaming big dreams but, in the meantime, be happy with what you’ve already accomplished while you aspire to fill in the boxes that have yet to be checked. Excerpt from The Advisor Playbook
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2018-01-08 00:00:00 • 20 second read
Ambition gets a bad rap at times, and it shouldn’t. The foundation of pure ambition is rooted in absolute gratitude. Putting some proportion to your existing success and the concept of your vision for the future must be balanced by humility and appreciation for your accomplishments, both in your nature and in what you’ve nurtured. Excerpt from The Advisor Playbook
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2018-01-08 00:00:00 • 48:53 Podcast
Duncan MacPherson of Pareto Systems joins Jay Coulter for this episode of The Resilient Advisor Podcast. Duncan is one of the industries top thought leaders in the areas of practice management and business development. Click here to listen: www.jaycoulter.com/single-post/DuncanMacPherson
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2018-01-05 00:00:00 • 10 second read
Personal accomplishment is a direction, not a destination. It’s never a bad idea while charting a route and following the trail to our goals to adopt an “in the meantime” mindset. While I pursue what I want, I’m going to pay tribute to what I have, and enjoy all the beauty that surrounds me - which could be missed if my focused goal-attainment blinders are on. Excerpt from The Advisor Playbook Learn more at https://www.paretosystems.com
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2018-01-04 22:00:55 • 10 second read

A gem cannot be polished without friction, nor a man perfected without trials - Seneca

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2018-01-03 22:01:12 • 10 second read

There are some advisors whose business growth is tied primarily to the natural lift of the markets or another industry. They’re not doing anything special or even deliberate when it comes to business development. These are the same advisors who operate in isolation, end up in a vacuum and eventually plateau. Excerpt from The Advisor Playbook Learn more at https://www.paretosystems.com/

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2018-01-01 22:04:19 • 5 sec

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad - Miles Kingston

https://www.linkedin.com/feed/update/urn:li:activity:6404396705978077185

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2017-12-29 00:00:00 • 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
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2017-12-28 22:01:43 • 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

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2017-12-27 22:02:27 • 10 second read

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

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2017-12-22 00:00:00 • 10 second read
Most professionals fixate on how many clients they can get, when the true goal is how many advocates they can get. That is where the value lies, especially over the long haul. Excerpt from The Advisor Playbook Join me at Mastermind to learn more: https://www.paretosystems.com/mastermind
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2017-12-21 00:00:00 • 10 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. Learn more about Refer-ability: https://www.paretosystems.com/total-client-engagement.html
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2017-12-20 00:00:00 • 10 second read
As a professional productivity coach, I spend a lot of time with clients helping them understand the power of consistent and sequential implementation. When you try to develop a skill such as a second language or a sport, ongoing immersion and refinement over time (rather than a quick bombardment) leads to lasting results.
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2017-12-14 00:00:00 • 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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2017-12-13 00:00:00 • 10 second read
In our on-going practice management coaching with professional advisors, I often remind our clients of this simple fact: “Being a great professional advisor, in and of itself, is no guarantee for success in this business. I have seen time and time again where the most effective advisors with limitless growth and progress potential aren’t necessarily the most sophisticated asset managers. The common thread, however, is that they are the most effective at practice and relationship management.”
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2017-12-11 00:00:00 • 10 second read
You want to run the business so that it’s not running you, but it has to be more than a goal. You have to apply a process that helps everyone on your team to get the business out of their heads and into a playbook. It’s a process to turn your book into an actual business, rather than having just a book of business.
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2017-12-08 00:00:00 • 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 https://www.paretosystems.com/the-advisor-playbook.html
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2017-12-07 14:20:58 • 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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2017-12-04 14:26:08 • 20 second read

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

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2017-12-01 14:27:22 • 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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