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2021-05-07 20:05:57 • 20 sec

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

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

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2021-05-05 20:08:32 • 20 second read

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

Excerpt from The Advisor Playbook

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2021-05-03 17:04:52 • 20 second read

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

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

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2021-04-30 16:59:33 • 20 second read

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

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

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

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2021-04-28 19:58:02 • 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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2021-04-27 18:42:52 • 2 minute read

Congratulations on taking the next step in personal and professional development. A book club is a great way to gain new perspectives, learn in an informal environment, and build a culture of continuous learning. To have Duncan MacPherson, co-author of The Advisor Playbook, join one of your book club meetings virtually register your book club. Once registered, you will be able to schedule a call with us and complete your free registration and continue to the next step in the process. Click here to learn more: www.paretosystems.com/book-club-TAP

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2021-04-26 17:59:33 • 10 second read

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

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

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2021-04-23 18:23:00 • 20 second read

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

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2021-04-21 18:45:21 • 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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2021-04-19 16:33:33 • 20 second read

Being good at what you do is expected by a client. For clients to feel it would be a disservice to a friend not to make an introduction requires you to be better than good.

Providing an exemplary level of service and communicating your value with clarity allows clients to buy into a relationship with you, not just products from you. It lets you exceed their expectations. Being refer-able actually does lead to referrals.

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2021-04-14 18:15:00 •

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

The Advisor Playbook is loaded with actionable content to take your business to the next level! Click to download a sample chapter: https://www.paretosystems.com/the-advisor-playbook.html

#branding #businessdevelopment #practicemanagement

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2021-04-12 20:17:34 • 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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2021-04-07 18:07:12 • 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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2021-04-05 16:47:32 • 20 sec

Thursday April 8th at 1:00 or 4:00 pm ET

Join Duncan MacPherson, founder of Pareto Systems, as he discusses three proven strategies that branch and complex managers can provide to their team right now.

Click here to register: https://register.gotowebinar.com/rt/3492231862156663564

Not a manager? Please share this with your management/leadership team and if they register we will send you a free copy of Duncan's best-selling book: The Advisor Playbook. To get your free copy, just email support@paretosystems.com letting us know who you shared this with.

#branding #businessdevelopment #practicemanagement

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2021-03-31 17:13:06 • 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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2021-03-29 18:00:22 • 20 second read

Your GPA is an acronym for gratitude, purpose and action. Talk to your clients about your gratitude, sense of purpose and about the actions you are going to take. This is the art and science of being a financial advisor because this isn't about just wealth management, it’s about relationship management.

 

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2021-03-26 17:01:45 • 20 second read

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

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2021-03-25 16:53:44 • 6 min audio

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

Listen on iTunes

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2021-03-22 17:46:12 • 20 second read

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

 

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2021-03-19 20:38:00 • 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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2021-03-17 19:24:11 • 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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2021-03-15 19:46:11 • 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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2021-03-10 17:59:46 • 20 second read

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

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2021-03-08 19:40:07 • 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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2021-03-05 19:53:38 • 2 min read

Wednesday March 24th at 2pm ET
Registration link: www.paretosystems.com/virtual-summit

The Women are Here! is an intelligent, innovative & caring alliance created to empower women in wealth and elevate their advisory practice, with the purpose of inspiring and energizing as many women as possible.

Join Senior Pareto Systems' Business Consultants, Sherri Palle, Marci Fried and Elaine Christakos for this fast-paced, value packed eSummit. Pareto Systems' CEO, Duncan MacPherson will be opening the summit. We want to maximize the value of what women have to contribute to their organizations, clients, team, family, neighbors, community, worthy causes, and by extension of that -- making the world a better place.

Together with vision and determination, we will empower financial independence for women everywhere.

https://www.paretosystems.com/virtual-summit.html

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2021-03-03 18:21:56 • 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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2021-03-01 18:11:29 • 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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2021-02-26 17:57:20 • 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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2021-02-24 18:41:23 • 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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2021-02-22 19:25:13 • 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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2021-02-22 16:24:56 • 20 second read

Missed last week’s webinar “Leading a Team Forward with Duncan MacPherson”? Watch the replay of it, and other recent Pareto Systems webinars, free on the Pareto Academy: https://www.paretoacademy.com/recorded-webinars.html

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2021-02-19 19:08:19 • 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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2021-02-12 18:48:34 • 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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2021-02-10 18:49:39 • 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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2021-02-08 18:17:49 • 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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2021-02-03 20:29:39 • 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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2021-01-29 18:20:44 • 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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2021-01-27 22:01:32 • 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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2021-01-25 20:20:12 • 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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2021-01-22 17:20:22 • 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.

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2021-01-20 20:32:34 • 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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2021-01-18 17:49:34 • 20 sec

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're trying to help you grow your business, but because they feel they are doing their friends a disservice if they don't make the introduction.

Convert your top clients into advocates to gain a steady stream of quality referrals with Pareto Systems Total Client Engagement process: https://www.paretosystems.com/total-client-engagement.html

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2021-01-15 17:16:59 • 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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2021-01-13 19:16:24 • 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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2021-01-11 20:14:18 • 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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2021-01-08 20:02:39 • 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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2021-01-06 16:58:31 • 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.

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2021-01-04 17:50:25 • 20 sec

There are plenty of difficult obstacles in your path. 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: https://www.paretosystems.com/total-client-engagement.html

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2020-12-30 16:58:51 • 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.

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2020-12-23 16:53:46 • 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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