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From a Wholesaler's standpoint I couldn't imagine running my business
without a process in place like Pareto's. The ability to focus my
attention and have procedures in place has allowed me to put a
foundation in my business that gives me ample room to grow. Thanks
again!

The personal coaching of The Pareto System has given me a very
effective client centered process. This system has vastly improved my
professionalism, my presentation skills and my client delivery. I
believe Pareto has enhanced my ability to (1) develop and maintain a
long term trusting relationship with my clients, and (2) grow my
practice with an improved quality of clientele. More importantly, this
system holds us accountable to follow a process that facilitates the
realization of client' goals.

I've received such a positive response from our event held last
Thursday that I'm beginning to wonder how I will top it next year! Your
presentation was most certainly a highlight of the day for everyone in
attendance. After listening for two hours, I'm sure there was not one
[who] could claim leaving without a new idea or simply a "new-found"
enthusiasm to put to use in their business.

Pareto has revolutionized my business. They have given me a much greater understanding of the elements of a successful practice. They have assisted me in implementing these elements effectively, particularly in those areas where my existing attitudes and fears "got in the way." The coaching program made all the difference. I strongly recommend Pareto to anyone who wants to feel that they are running their business and it is not running them. I thought I would mention that I have had 8 referrals in the last three weeks, have signed up $1,300,000, have another $300,000 pending and have yet to meet 4 of them. That's in addition to new money coming in from existing clients. You won't believe it: I was writing to my manager to tell him I had 7 referrals, the phone rings and its an 8th referral. Thanks for the help!

....for IAs looking to build a true Financial Advisory business practice that has a defined structure and one's own personal stamp or brand attached to it, the Pareto System is the way to go. Drawing on the Pareto team's hands on experience adds a lot of integrity...

After using the Pareto Systems approach I had an advisor tell me that I was over-qualified for my job.

I'd like to thank everyone at Pareto for a great consulting experience. I'm no stranger to coaching having worked with Steve Moeller and Bill Bachrach but I have to say that the Pareto System is the most practical and useful coaching program I have seen or experienced. In particular, the concept of systematizing client and office processes to insure a consistent world class experience is very powerful. It's an idea that's intuitive but much more easily said than done. I think you have made "doing it" as easy as it's going to get! Thanks again.

I had to share this story with you. I had lunch with one of my AA clients (we talked about him). I have a great relationship with this client, ever since I asked him to leave (he came back, if you remember). He has really been terrific since. Anyway, I shared with him "my new business model" and explained to him that I have reduced my client households down to 176 and it will continue down to 100. I explained to him that I am doing this in order to service clients like him even better. I described my client profile to him: Assets - $1 million minimum; Attitude - I told him I wished to be the exclusive financial advisor with complete honesty and disclosure; and Advocacy - "People like you. You've introduced me to a number of important people." To make a long story short, he was thrilled to hear about it. He loved that I was "catering" to him and the like. I even discussed having him on my board of directors. During the course of lunch, I was invited to meet three extremely wealthy individuals, set up a meeting to meet 4 other key business people he deals with and set up a lunch with the CEO of another company (one of his neighbors). He also asked me to be involved with two business deals he's involved with. What a great day!!!

I began working with Pareto Systems one year ago. The immediate impact
on my business was tremendous. By the end of the year, I had
experienced my best production month, and I had established myself
solidly with a number of new clients. The Pareto System has been of
inestimable assistance to me during the difficult times of 2002. My
goal became one of keeping existing clients. Incorporating the
principles of The Pareto System has resulted not only in client
decisions to stay with me, but to also bring additional assets to their
accounts here. The Pareto System is a unique program. It takes a
broker's hand and walks through the process of changing behavior so
that he/she can actually implement the ideals the industry espouses.
Thank you David, Ken, Darren, Dylan, Tom.

The paretowholesaler program has enabled me to build relationships first and not be a "product pusher". This has helped me increase sales 119% from 3Q to 4Q in 2003 and it continues to increase sales into 1Q 2004. My clients have continued to give me predictable, sustainable and consistent business month to month.

I recently tried out the Pareto Planning Process with a new prospect with a 1.5 MM account. After our 'Are We a Fit' call, we agreed to work together. The wife commented, "We were so impressed by you and how comfortable you made us feel. My husband has already talked about you to his friends." Needless to say, I am anxious to get more processes underway.

Just a short note to say thanks for all your support over the past six
months. I have thoroughly enjoyed working with you and Pareto Systems.
We have covered a lot of material over that time period and I am happy
to say that I am well on my way to transforming my business to a
client-focused entity. I found the material very useful and the weekly
coaching calls very helpful as it acted as a structure to actually
implement the tremendous amount of work that was needed to get my
business on track. For example, at my last client event (prior to
hiring your services) I had no prospects show up, only clients. At my
client event that I just held (after working with Pareto Systems) I had
5 qualified prospects show up. More importantly, I had one of my best
clients introduce me at the event. He went way above and beyond what I
asked him to say. He went on to give a glowing number of reasons of why
he is happy I am his advisor. The best part of this was that all my
other clients were nodding their heads in agreement as he went through
this list. This was obviously a very powerful testimonial in front of
the 5 prospects. There were a number of subtle things you coached me to
implement into this event that made all the difference in the world. In
my ten years in the business, this was by far my most successful event.
Thanks to Pareto Systems, I am on track to getting away from being just
an investment commodity and more of a relationship manager. I am
looking forward to using the numerous tools that Pareto Systems has
provided me to building truly deep relationships with my clients and
the steady amount of client introductions that are sure to come as a
result of those deep relationships. Thanks!

The response to Pareto's Personal Financial Policy Statement has been overwhelmingly favorable. I have used this document as a way to move from being my clients' 'money manager' to being their trusted advisor. It has been hugely successful' and I credit this document as an important tool in making the move from performance manager to being a financial advisor. Since November, I have had meetings with 39 clients (21 AA Clients, 12 BB Clients, 4 CC Clients, and 2 Center of Influences). By the end of the year, we had received 5 qualified referrals with combined assets in excess of $6,000,000. This holiday season was the first I could remember that we have received personalized holiday cards and gifts including personal notes of gratitude for what we've done.

I have met face to face (with my clients) and have discussed the new structure and service 'package' they will all receive - I also communicate this to those referred to me - the impact (of the quickstart installation) has already been seen - I have transferred in ~ $4,000,000 in new assets which would have possibly gone to other firms without a structure such as this in place. [updated] I just wanted to take a minute and drop a quick note to say Thanks!!!!!!!!!!!! for the help in implementing the Pareto process to my business over the past 8 months or so. Since I've implemented the program at the beginning of August 2003, my best month of $65,000 was in October, followed by my best month of $82,500 in January, now followed by my best month of $102,750 in April! All this with more time for myself, a healthier business and happier clients. I wonder where I'll be when my 1-year anniversary for the Pareto System is here? Thanks again,

Here is a follow up to our conversation today regarding moments of truth/anchors. Based on what I learned about (responding to) Moments of Truth while going through the Pareto program, I recently sent a copy of The Richest Man in Babylon to the children of three AA clients who graduated from college. I got a nice note back from each of the them. An example follows:

Dear Mr. Martino, Thank you for the graduation card and book! .....I look forward to a future relationship!

It has been fun working with you to develop a process that reflects best what we do and how we view the client relationship. Thank You!

Our service levels have made a HUGE difference in the level of our client satisfaction. It has helped to increase client loyalty because clients know what to expect from us now and they also are more comfortable referring us to friend etc. For example: We have had a client for several years and we did not know her at all. Since we met with her and completed the Personal Financial Policy Statement (provided by Pareto), she has transferred in over a million in assets and she could not be more appreciative of our efforts. She has quickly become one of our favorite clients and she is singing our praises and trying to find us a suitable introduction.

We are very pleased with the implementation of The Pareto System.
Although we have not finished the program we are impressed with the
ability to thoroughly systematize our business and to enable us to
focus on our top clients to improve service and delivery and put into
place a low key system to increase client referrals.

I produced an income which is an increase of 33% from the previous year and was number 1 in our office. I am still progressing with the Pareto System Ideas. We\'re headed to the French Polynesian Islands. Diving and yes, lots of good photos.

Regarding the Personal Financial Policy Statement (PFPS)...the Pareto
System's contribution to financial planning accountability and
"trackability." This is a simple, elegant, and customizable methodology
for tracking the tasks and progress of a client's plan, and most
importantly, for creating a record of accountability for who is
responsible to do what and when. I am finding my clients are responding
with enthusiasm and appreciation.

I want to work smart and live the saying "quality not quantity." It's
not about the number of relationships, it is the quality of those
relationships. When you believe this, referrals become a natural part
of your dialogue and the way in which your business grows.

We have been using the Pareto Systems program for the past three
months. Although we have not completed the entire program (we're about
two thirds through), we have already seen significant improvements in
our business in this short time. Since we've started the program, we
were referred and have transferred in both a $2,500,000 client and a
$1,000,000 client. We're also in the process of meeting with and
transferring in several more qualified referrals. Of course all of the
new assets are a great benefit; however, the most important benefit of
going through this program is making our business run a lot more
efficiently in the long term. We are already seeing that our time is
used more efficiently in the office (we still have room to improve on
this) and that our clients are enjoying a significant higher level of
service and consistency. If two people of very average intelligence and
charm (my partner and me) can make this work, most advisors certainly
could very well do the same. Thanks again for your great follow up and
tremendous support!

We have greatly benefited from Pareto Systems custom installation (formerly customized consulting), and we can see even better results as we continue to use and implement the processes. It has been of value on both a personal and professional basis.

Dear Pareto, There is no question that your system is the finest I have
ever used. I feel as if I have taken the first steps up Mount Everest.
My team and I also want to discuss the possibility of having the full
treatment (customized consulting) sometime in the not-so-distant
future. Thanks for all the updates.

Dear Pareto Systems, D. and I wanted to let you know how highly we think of Tom (Pareto Consultant) and what an asset he is to Pareto Systems. We began working with him in the summer and since then he has impressed us time and time again with his knowledge, insight, and his sincere attitude. Tom has helped us enormously as he has guided us through the custom installation (formerly customized consulting) program. He seems to know just how to motivate, encourage, teach, and correct in order to bring out the best in us. Recently, we have undergone a huge upheaval in our business that took us off track with Tom and our program. We reconnected with Tom today after about 1 1/2 months and although we have lost some time, focus and momentum, he, with patience, grace and understanding, has come alongside us, seemingly without skipping a beat. We are thankful that we have Tom. He truly has become a pivotal aspect to our business and I'm not really sure what we would do without him! We look forward to continuing our relationship with him. He is a great example of what Pareto stands for. Best regards

I am just beside myself on the results gathered so far from instituting
the Pareto System. I use an agenda for meetings now and have formulated
a standard package given to new clients. Already I have sent out twenty
thank-you cards to new referrals. I even got a referral from a referral
if that makes sense. Some clients didn't know what I was still
expanding my business. I am also finding advocates that I didn't
classify as such. Opening twenty accounts in this short timespan is
amazing but already I have another ten leads in the pipeline. You guys
were right, it does work.

Here is the neat part. I have tracked over $1M in sales generated from people I didn\'t even know two weeks ago prior to these meetings. Not bad, and certainly better revenue than from meetings in which I had talked only about product. It gets their attention.

We have been building client relationships for 45 years....Pareto Systems successfully helped us to pause and then guided us through the process of defining the appropriate business structure and systems which will strengthen and enhance our best client relationships. We are now focusing on a comprehensive, systematized program for select clients. The results have been amazing - client satisfaction is way up and so are revenues.

I wholeheartedly recommend The Pareto System to anyone who seeks to improve their business and position themselves as the advisor of choice. The Pareto System helped me get results by systematically taking my practice apart and putting it back together in a way that created, and will continue to create, raving fans. Furthermore, I have been able to systematize my practice, which has created more time for me and my family. The service provided was excellent. The program is of great value and was totally worth my investment.

Since mid-January, we've made it our focus to run through our "new client orientation" script with our top clients. As a result, over the past four weeks we've received a number of referrals that have resulted in the following: * One new "A" client - $1,000,000 + * One new "B" client - $500,000 + * Two new "C" clients - $250,000 + Furthermore, due to our continued focus on client advocacy, we've seen a number of clients transferring additional assets into their accounts. The most noticeable was a "B" client who is transferring in another $500,000 which will elevate their code to "A." This client is also a considerable C.O.I. in the community so we feel this is a big win. Lastly, we continue to see a reduction in the number of "E" clients ($100,000 and under) through re-assignment to I.A.s and Transfer-Outs. All of this bodes well in our effort to reduce the number of clients while increasing our average account size.