The Difference Between a Client for Life and Once in a Lifetime Many people in business are transactional in that they sell something to a client but that may be the one and only time they do business together. Think of a car salesman, real estate agent, or the guy who sold you an air [...]
Recently, I became aware of two very unfortunate sets of circumstances by way of my role at Pareto Systems – one impacted a personal business connection of mine, while the other was a story passed along by an advisor client of ours. It was with much dismay that I recently learned a business leader at [...]
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 [...]
One of the Biggest Moments of Truth your Clients will ever Have There aren’t many things in life more important than our home and the family we share it with. Owning a home is at the heart of many people’s dreams and aspirations. It’s a ‘Moment of Truth’ that many of your clients will experience [...]
Join Duncan MacPherson , Co-CEO of Pareto Platform CRM and co-author of the best-selling book “Breakthrough Business Development”, as he and his colleague Stewart Vanderheide conduct a webinar outlining how CRM can improve a financial advisor’s ability to: On-board clients using a consistent process Deploy a service matrix to competitor-proof clients Engage strategic partners and circles [...]
As I eased into the chair at the shoe shine booth, I half-jokingly asked the man if he could make my tired shoes look new again. To my surprise, he answered, “You have to do a lot of things for your shoes long before you get them shined if you want to keep them looking [...]
A Key Component to your New Client Welcome Process As part of the Pareto System coaching program, we recommend a New Client Welcome process that involves multiple steps and key client deliverables. The process begins with greeting card sent after your initial meeting, complete with a personalized hand-written message. The second step in the process [...]
For today’s Tip of the Week, we dig deep into our archives and re-submit this ‘freshened’ article which seems timely. Like “spring cleaning” for our business activities. Enjoy. The Power of Incrementalism Albert Einstein referred to compounding interest as the 8th wonder, and one of most powerful forces in the universe. We are all well aware [...]
It’s not ‘once a year and done’ For those of you who know me, it won’t surprise you that one of my business pet peeves is centered around the implementation (or lack thereof) of a strategy. As we all know, ideas are a dime a dozen. It is the implementation of an idea that sets [...]
The Last Piece of the Referral Puzzle Many advisors ask me what it takes to be refer-able. My response is simple, it all comes down to trust. Clients and strategic partners have to trust that endorsing you will reflect positively on themselves. But what does that really mean, and how can you predictably and methodically [...]
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Our free white paper for financial advisors describes what every financial advisor should ask prospective coaches and consultants. Duncan MacPherson is a financial advisor consultant, coach, professional speaker and author of the four page white paper.