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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 fee-for-service 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 fee-for-service professionals
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2020-03-03 • 2 minute read

Turn Volatility into Refer-able Moments

Through many market cycles over the years, I’ve been saying that a good financial advisor is at his or her highest level of refer-ability during times of volatility. Money becomes more topical and many people start to have nagging doubts about the track they are on – both in terms of their current advisor and financial plan. As a result, friends and family members will often confide in and then bare their souls to your clients: 

“Are you happy with your financial advisor, because I think I’ve just about had it with mine.”

Capitalize on this growing stage of readiness so that your clients will feel compelled to shine a light on you at that moment of truth. Trigger a moment of recognition and awareness for your value through proper positioning and imprinting. 

Getting Out in Front 

Call all of your favorite clients. A proactive call can serve as a mid-course correction to prevent them from drifting into a mindset where they fixate on specific products, pricing and performance, back to an enlightened philosophy, panoramic planning strategy and methodical process around financial independence. 

From MORF to FORM 

Be certain that you also bridge your “how” with their “why”. Transition yourself from the traditional Money, Occupation, Recreation and Family approach. Instead, focus on their Family Investment Legacy, their Occupational pursuit to a work optional lifestyle and their Recreational bucket list. This way, you can keep Money as a means to an end. The more they stay focused on why financial independence matters, the more value they will place on how you get them there - and in the process you will de-commoditize yourself. This is essential to keeping clients focused on what matters and what they can control.

Imprint Your Value 

“Just before I let you go, as you can imagine, I’ve been speaking to several clients recently, many of whom have friends and family members who are a bit unsettled and are starting to look to the future with apprehension rather than anticipation. I’m telling you this because I want to remind you that, as a value added service, I will gladly be a sounding board for anyone who is looking for a voice of reason. And keep in mind, they do not need to become a client to take advantage of this service. If they’re important to you, they’re important to me.” 

Act on Their Permission 

Many clients will thank you for your comment. Others will give you permission to elaborate by saying:

“I wasn’t aware that you did that.” 

  • Tell them WHY you do it – it’s because of your sense of purpose
  • Tell them WHO you do it for – by defining the person who fits your ideal client profile
  • Tell them HOW to make an introduction – by demystifying your process 

The C3 Advisor – Beyond the Chief Investment Officer 

You ultimately aspire to become a client’s personal CFO, ensuring total client engagement over the lifetime of the relationship. You can’t achieve that by solely being their CIO. They need to know you are a CEO who runs the business like a business, creating a solid client experience, and you need to be a CMO with a marketing, branding and communication process that ensures clients understand and appreciate your value and continually focus on what you’re worth rather than what you cost. 

Continued Success!

Contributed by Duncan MacPherson

2020-03-02 • 6 minute video

You are at your highest level of refer-ability right now! Talking to your clients about what's going on right now helps them understand how strong your people, practice and process really are, and what it represents in terms of the value you provide.

To subscribe to Brian Westbury's Monday Morning Outlook, and other timely market commentary, head over to or contact your First Trust Wholesaler to learn more…

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2020-02-28 • 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.

2020-02-27 • 5 minute video

In this episode of The Blue Square Method video Duncan points out how we all have the same 24 hours of time in a day and the importance that emotional intelligence has on practice and relationship management.

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2020-02-26 • 20 second read

With Michael Cain, Scott Curran and John Jochum at First Trust in beautiful Westport Connecticut outlining The Blue Square Method - the mindset and best practices of top free for service professionals.

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2020-02-24 • 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

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2020-02-21 • 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.

2020-02-20 • 5 min video

Is your business growth stuck on a plateau? In this episode Duncan discusses becoming franchise ready, and shifting to a scalable growth model.

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2020-02-19 • 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:

#advisors #businessdevelopment #practicemanagement

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2020-02-18 • 20 second read

Duncan MacPherson in Newport Beach with Jeffrey Baker and Rebecca Kern with First Trust presenting to a great group on how to achieve consistent client acquisition and deploy an impeccable client experience.

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