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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?
Speak with us today:Schedule a Call
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
World Map
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2018-09-28 • 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

2018-09-27 • 5 minute video

In this episode Duncan discusses the strategy of using the wall décor and greeting cards to enhance and reinforce your personal branding.

To view the finest selection of the highest quality greeting cards and prints, visit our friends at www.lavishcards.com. Tell them Duncan sent you! Also, as my kids have reminded me, there’s no Chinook Salmon in Mission Creek or Okanagan Lake, they’re Kokanee!

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2018-09-26 • 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 • 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.

2018-09-25 • 5 minute video

In this episode Duncan discusses fine line between a Rut and a Groove and how to overcome challenges to remain on track to take your client relationships to the next level.

We help our Blue Square Method clients focus on reframing their client relationships to prime the pump for quality referrals. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2018-09-25 • 2 minute 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. 

This symbol can essentially become your Nike Swoosh that triggers a moment of recognition and appreciation for your people, practice and process rather than focus on products, pricing and performance. Remember, your process isn't promissory around short term performance, it's a promise of a client experience - in other words what it means to be your client for a lifetime and then into multi-generations. 

A great place to start is with the greeting cards you use and the wall decor in your office. One of my favorite and artistic examples is an Inukshuk - which is used by the Inuit of Northern Canada as a navigational aid for hunters and translates to mean "in the image of man". Our friends at Lavish have a beautiful card you can use to pay tribute for birthday, referral recognition and for new client onboarding. A print on your wall is something you could point to during a strategy and tactical client review meeting to center them back to the value of your process. 

Other examples of imagery our clients imprint are a Swan (symbolizing how clients sleep well at night), a sailboat (symbolizing how it's not the wind but rather the set of the sail that determines your destination) and a bridge (symbolizing how you are the bridge to your client's goals). 

Speaking of bridges, one advisor who imprints bridges consistently told me not long ago that one of his clients recently mentioned that every time he sees a bridge he thinks about the advisor and another who called to introduce a friend and said that he explained to his friend that his advisor has a "process that puts all the pieces of the financial puzzle together and builds the bridge as we cross it to our financial goals". 

If you verbalize your value using a symbol, you make it easier for your clients to internalize your value and then socialize it to others. 

Continued Success!

Contributed by Duncan MacPherson

Take Action:

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

Lavish's beautiful, gallery-style cards are the perfect way to show your clients that you value their business and, more importantly, you value the relationship! And there's still time to order your Thanksgiving Day cards! But don't delay, order today!

Ordering is simple and the product is exceptional. Visit LavishCards.com or call 1.888.599.7599

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2018-09-24 • 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 • 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 • 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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2018-09-21 • 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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