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Are you a professional who wants to:
  • Consistently attract and retain great clients?
  • Run a more efficient and profitable practice?
  • Elevate the client experience?
  • Drive enterprise value?
  • Deploy a scalable growth model?
  • Create a panoramic branding strategy?
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Pareto Systems is a consulting firm dedicated to knowledge-for-profit professionals. Our practice management and relationship management programs are ideally suited for:
  • Financial Professionals
  • Insurance Specialists
  • Estate Planning Attorneys
  • Accounting Professionals
  • Trust Specialists
  • Wholesalers
  • All knowledge-for-profit professionals
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Blog Posting Image
2019-01-08 • 3 minute read

Each week I spend a considerable amount of time speaking to clients, answering their questions and suggesting possible courses of action. Without a doubt, one of the most frequent pieces of advice I offer is to keep going. Keep going with structured and reliable call rotations, keep mailing letters to your clients and prospects, keep communicating with your inside champions and/or Client Advisory Council, and keep the faith that you will realize a breakthrough.

Don’t make the common mistake of assuming that because you work with people similar to your target market, those people will want to hand you their investment portfolios. You cannot get around the fact that you are a stranger to them, so you have to take time to build familiarity and create in them the desire to meet you, and the desire to know what you believe in as a person and a financial professional.

Above all else be interesting and patient

In your written pieces, identify with your readers. If you know that most people are busy and reluctant to read a stranger’s newsletter or emails, state that fact right off the top. By doing just this one thing, you already distinguish yourself from every nearly other financial advisor.

Always try to send an interesting magazine article or newspaper clipping with your paper communications, or links to informative articles with your email communications. It will highlight as much about your client service as it does your professional services. A popular article used by several of our clients outlines the pros and cons of buying versus leasing a vehicle. While it may not seem like much, your prospect will come to understand over time that things like this separate you from other financial advisors.

Consider the effect of an article with a personal note that reads:

I recently met with a couple and, among other things, we discussed their plans to replace their existing car. After the meeting, I searched my article library on my computer and found this item to send them. It helped these particular clients decide between leasing or buying. I hope that when the time comes, you will find it helpful as well. Keep it handy.

Other article ideas include health and fitness, vacation destinations around your area, on-line directories of local businesses and restaurants, etc.... Do not fall into the trap of ‘sameness’, and send another article on mutual funds or other strictly investment-related content. 

Don’t stop sending until they ask you to

So what happens when you invite people to one of your social or open-house type events and they don’t come? Well, you could choose to ignore them, but that won’t get them ‘in the door’ for an initial discussion. I suggest that you follow-up with them via email or letter and tell them that you were sorry you didn’t see them there, that a great time was had by all, and that a lot of information was shared. Pass along a few of the questions that were asked together with the answers, and then point to your next event or remind them you are always available to meet to act as a sounding board on their investment and retirement plans. 

As we stated near the beginning of the article, keep going, and ensure you keep differentiating yourself, and positioning yourself as a professional so that you will attract them when you reach them at their correct stage of readiness.

Continued success!

Take Action:

Webinar Invitation:

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

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

Join Duncan and Chris for this informative Go-to-Webinar webcast. Click the following link to register: https://attendee.gotowebinar.com/register/2776995132108639235

Can’t make it? Don't worry register anyway and we will send you the recording.

Blog Posting Image
2019-01-07 • 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.

Blog Posting Image
2019-01-04 • 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

2019-01-03 • 2 min video

In this episode Chris Jeppesen and I discuss the importance of succession planning, both for your clients and for yourself.

Join me and Chris Jeppesen for our 2019 kick off webinar! Click here to register: https://register.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: Chris Jeppesen and I, co-authors of The Advisor Playbook, invite you to join us for a strategic planning webinar where we 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. See you there! https://register.gotowebinar.com/register/2776995132108639235

2019-01-02 • 3 min video

In this episode Chris Jeppesen and I discuss the strategic importance of building social relationships with your clients.

Join me and Chris Jeppesen for our 2019 kick off webinar! Click here to register: https://register.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: Chris Jeppesen and I, co-authors of The Advisor Playbook, invite you to join us for a strategic planning webinar where we 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.

See you there! register.gotowebinar.com/register/2776995132108639235

Blog Posting Image
2018-12-31 • 3 sec

Happy New Years from everyone at Pareto Systems! 

Blog Posting Image
2018-12-31 • 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

Blog Posting Image
2018-12-28 • 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.

2018-12-27 • 5 minute video

In this episode Chris Jeppesen introduces the concept of a Client Onboarding Process and using a service timeline to contrast yourself from other advisors and how to successfully implement the strategy with your clients.

Join me and Chris Jeppesen for our 2019 kick off webinar! Click here to register: https://register.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: Chris Jeppesen and I, co-authors of The Advisor Playbook, invite you to join us for a strategic planning webinar where we 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. See you there! register.gotowebinar.com/register/2776995132108639235

Blog Posting Image
2018-12-26 • 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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