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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
2019-10-03 • 3 min video

Attract high net worth clients by positioning referrals as a service you do for your clients.

In this video Duncan explains how to position referrals as a service you do for your clients rather than a favor they are doing for you and attract a steady stream of quality referrals.

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2019-10-02 • 20 second read

Are you trying to achieve an inflection point and a breakthrough? One of the things that contributes and fuels a breakthrough is the intellectual property you’ve built in your business. You and your team needs to consistently take all of your quality skills and intentions and document them. Professionalize, standardize and monetize so you can become a Franchise Ready Advisor.

2019-10-01 • 4 min video

The law of environment says we're products of our environment.

In this episode, Duncan discusses forming a legendary team to strive for success, not just for what it gets you but for what it makes of you.

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2019-10-01 • 3 minute read

How Being Interested Makes You More Interesting

Whether you’re speaking to a client or a strategic partner, you can improve your refer-ability by getting them to think about their own refer-ability. When you’re having a conversation, ask them this question:

“The next time I’m talking to someone and the opportunity to wave your flag comes up, how would you like me to describe you?”

There is a good chance that your client or partner will say:

“I appreciate that. No one has ever asked me that before, but come to think about it the best thing to say would be this...”

You can then drill-down a bit and validate your question by saying:

“That’s perfect. I’m asking you this because I have a pretty vast network and I’m always looking to make introductions where I see an opportunity and potential fit.”

Inevitably your client or partner will ask:

“What is the best way for me to describe you when I get the opportunity in the future?”

This gives you permission to restate your value proposition and reinforce your personal branding strategy. You might say:

“Thanks for asking. As you know, I manage the wealth of a select few successful business owners across the country using a process that we’ve developed and refined through many cycles and market conditions.”

If they inquire further, you can remind them that you make yourself available as a sounding board should they ever feel compelled to introduce a friend, family member or client to you in the future.

In keeping with not looking needy, frame the reminder with this phrase: This is part of our process. It’s a value-added service our clients find to be of benefit.

Ultimately, this approach needs to be driven by a professional philosophy and mindset, not as a gimmick or tactic to drive sales. Sure, capitalism is rooted in self-interest, networking and endorsements, but you are trying to create a culture of value and awareness for referrals. That can be supported by proper positioning.

There is an old saying that giving starts the receiving process. The world is round and positive actions come back full circle to us in time. The beauty of this approach is that it doesn’t make you look needy and congruently supports the premise of positioning a referral as a service you provide. It conveys your mindset: You like to identify opportunities where there might be an alignment of interests. In the process you attract referrals rather than chase them.

It’s good karma to be looking out for your clients and partners while demonstrating that you are interested in them and are bringing value to them. The concept of advocacy appeals to our core drivers as business professionals. Think about it. When you ask someone the question, “How’s business?” often, after they respond, they will ask you how business is for you.

Let me add one more scenario to reinforce this concept. Think of your favorite wholesaler. Sure, he or she knows their stuff and works for a good firm that provides good returns, but that isn’t why he or she is your favorite wholesaler. They are your favorite because they are interested in your business and are often trying to add value beyond just good rates of returns.

The most consistent professionals in this business, who thrive in all conditions, don’t live solely by the performance sword. They stand out and differentiate by being interested in their clients. This not only makes you memorable and referable - it makes you indispensable, too.

Continued Success,

Contributed by: Duncan MacPherson

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2019-09-30 • 20 second read

Why is it important to you to hear someone reveal the goals that give their life purpose? It takes the accomplishment of the goal beyond anything trivial and drives home purpose. Professionalize this so it's not just good intentions. Understand what somebody aspires to with respect to their family, their occupation and the recreational interests, because money is a means to those ends, but the value you bring around their money ensures that those goals are attained.

Work with my team to learn how to help your clients realize their goals: www.paretosystems.com/total-client-engagement

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2019-09-27 • 20 sec

Use a framework in your gifting. Any time you send a gift, it should have impact so it can't be dismissed because it shows that you're paying attention to what's important to your clients around their family, their occupation, and their recreational interests and aspirations. What you send has to have shelf life; it can't be consumed, it can't be forgotten.

Our partner, KeyEra Gifts, offer the perfect gifts that have a lasting impact. Their one-of-a-kind vintage keys attached to a beautiful personalized key chain is the perfect way to say thanks and promote your brand. Visit their website at https://keyeragifts.com or call 1-250-801-3217 to learn more.

2019-09-26 • 4 min video

How you start a relationship has a profound impact in terms of how it will unfold.

In this episode, Duncan speaks on this importance of recruiting and building a team to fully monetize with scalable growth.

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2019-09-25 • 20 second read

Expectation management for yourself and your clients is vital. The stronger your relationships are, and the better your communication strategy and execution is, the more likely that your clients will say to you, “Whatever you think is best. I will follow you anywhere.”

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2019-09-24 • 20 second read

I am excited to announce that my From-the-Field series is now available on Apple Podcasts and Google Play Music! We will be posting exclusive content here as well, conversations, interviews, and consultations that you will not find anywhere else! Subscribe today!

Apple Podcasts: https://itunes.apple.com/ca/podcast/duncan-macpherson-from-the-field/id1359813986?mt=2

Google Play: https://play.google.com/music/m/Invlkszkicyak7v4vgciyqtqzj4?t=Duncan_MacPherson_-_From_the_Field

2019-09-24 • 4 min video

Would your business run like a Swiss watch if you were to take a month off tomorrow?

In this episode Duncan discusses the need and importance of professionalizing and standardizing everything into a proprietary playbook that will ensure your business runs smooth, even without you or a key team member.

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