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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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2018-12-24 • 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 • 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 • 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

2018-12-18 • 5 minute video

In this episode Chris Jeppesen and I discuss the strategy of utilizing a ‘3-minute trailer’ to highlight your process and showcase your value as an all-encompassing, multi-generational financial planner.

I also invite you to join me and Chris for our 2019 kick off webinar! Click here to register: 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: I invite you to join me 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. Click here to register: attendee.gotowebinar.com/register/2776995132108639235

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2018-12-18 • 5 minute read

As a coach in the financial service community, I continually ponder this very simple question:

Why are some Financial Advisors more effective than others?

You already know that the quality of your client relationships is just as important as the quality of your advice. And while I will never trivialize the importance of providing sound financial strategies and solid investment decisions, they alone won’t guarantee success. In fact, it has been proven that there are three numbers in the combination that can unlock an advisors full potential:

  • Sound investment advice
  • Consistent client relationship management
  • Predictable deployment of best practices

To validate this, we often scrutinize what separates the best from the rest in this business. We look at why some advisors are more successful than others and what it is they are doing that others don’t.

But what’s really fascinating is that this study transcends the financial services industry. The most successful consultants, accountants, dentists and other skilled professionals aren’t just effective at their core roles, they are also proficient at creating exceptional client experiences that lead to loyalty and refer-ability. The quality of the core deliverable is crucial, but that alone is not enough.

One of my favorite examples would have to be dentists.

First Things First

One of the most important things dentists realized was that their time is their most valuable asset. Your dentist doesn’t call you to confirm your next cleaning. Someone else does that (in fact, try to get your dentist on the phone. It’s not easy. They guard their time.). A good dentist creates organization and structure and empowers people who make $25 per hour to do $25 per hour tasks. In the process this liberates the dentist to focus on what he or she gets paid to do while creating scarcity that is attractive.

Master the Things That You Can Control

Somewhere along their specific evolutionary curve, dentists also clued into the fact that their vocation was close to the top of the list of professionals that many people despised, and then they got smart and did something about it. They started concentrating on the things that they could control. One thing they could control was preparing an environment that was so memorable and relaxing that people felt great even though they were visiting the dentist! With this historical move, dentists finally realized that they too could make use of word-of-mouth advertising! For the first time, people were talking about their dentists, and yet it wasn't in the context of pain! They were talking to their friends, families and colleagues about this special brand of 'instant rapport' that they had experienced, and it was at a dentist's office! People hearing about such things could have remarked to themselves: "I must check this out! My dentist basically uses pliers and rum!"

The other smart thing that successful dentists did was to help their patients map out a foundation for good dental health. As a part of this foundation, clients were taught that they would need regular and never-ending visits to the dentist to ensure that this strategy for good dental health was to succeed. In other words, it was an ongoing process that never ended until the patient died or lost his/her teeth. Clients are trained to empower their dentist.

Every new service provided by a dentist is communicated to clients in a forthright manner and positioned as a benefit to the client rather than as a sales opportunity. Clients become aware of their unmet needs before they even realize the need exists. And they take action.

Where is this all going? Is it such a stretch to think that we can implement the same kind of atmosphere and professional processes into the office of a financial advisor? Dentists realized at some point that the overwhelmingly negative public predisposition toward their kind was out of their control. Once they started mastering the office visit and educating their clients about the link between great dental health and how that was directly proportional to a lifelong relationship with their dentist, they have never looked back. The good dentists attract, they don’t chase.

Be Referable 365 Days a Year

Is it your fault as an advisor that the markets are volatile and the future is uncertain? Not in the least. However, if your clients tend to refer you only when things are rosy in the markets, you have a serious vulnerability in the way that you have positioned yourself with your clients. Things do not have to be this way!

If advisors would simply take a page or two from a profession that has already gone through this brand of disharmony, they would finally have a business where clients can and will refer them regardless of how the markets are doing. This is not a pipe dream. There are advisors who have already integrated these things into their businesses as we speak. These advisors have clients who have been taught the doctrine and who are not faked out by volatility. As a result, because their clients' expectations have been exceeded in the areas that the advisor can control, these advisors are immensely referable 365 days out of the year.

What's Holding You Back? Your Clients WILL Embrace This Approach!

When 'instant rapport' takes place at your office and the experience is coupled with a Client Process where the complexities of financial planning have been simplified and “future-paced”, clients will embrace your efforts. They will also realize that it would be a disservice not to recommend this five-star service to others they know who are unhappy with their financial advisors. Through a crystal-clear Client Process, clients are taught that financial planning is not an event, but a process that involves ongoing interaction with their financial advisor, repetitively and forever as their lives and needs unfold.

Like the dental mantra, clients can learn a financial mantra and will deliver it to others just as naturally and eloquently. With this kind of structure, to blame a financial advisor for an occasional or sustained hit to a balanced portfolio would be akin to blaming a dentist for your root canal.

The end result is that the 'instant rapport' and the Client Process are what the clients learn to value in dealing with the advisor instead of fixating on the rate of return on their investments.

To those advisors who doubt the veracity of this claim, the number one piece of feedback we hear from the clients of financial advisors who have embraced this approach of perfecting what they can control and improve on is:

Finally! This is what we've been waiting for!

Typically, when affluent prospective clients hear about a superior brand of advisor, they will distance themselves from the transaction-oriented advisor as quickly as possible and gravitate to the full-service advisor.

The bottom line is that everything – every action and reaction – executed by you and your team makes you either more or less refer-able. Scrutinize everything and create a refer-able experience.

Continued Success!

Contributed by Duncan MacPherson

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.

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2018-12-17 • 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 • 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 • 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

2018-12-13 • 4 min

In this episode of the Blue Square Method Duncan is joined by co-author Chris Jeppesen as they discuss scripting to have your clients better understand the value you offer.

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

In this session, Duncan and Chris 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

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

#branding #businessdevelopment #practicemanagement

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2018-12-12 • 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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