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2018-04-18 18:29:14 • 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

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2018-04-23 14:08:36 • 20 second read

When it comes to practice management, a lot of attention must be placed on the client experience. Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix are just a few of the essentials that I help advisors put into action to project professionalism and strengthen their client relationships.

Have you ever had an outside set of eyes review your process to identify the gaps that might be holding you back? Book a call with my team to discuss how we can help refine your approach to ensure an elevated client experience and increased advocacy: www.paretosystems.com/schedule-a-call

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2018-04-20 15:41:03 • 20 second read

When a prospective client meets you for the first time, they are feeling both anticipation and apprehension. After the pleasantries and as you segue to the formal part of the meeting, hand the prospective client a leather portfolio containing a notepad, pen and printed agenda. Watch the apprehension melt away as they realize you are a professional who uses an agenda - and who has no hidden agenda. They can take notes during your meeting and have a takeaway to review as they work through your fit process. Again, the contrast and lasting impression helps them feel compelled to work with you.

Excerpt from International Best-seller: The Advisor Playbook www.paretosystems.com/the-advisor-playbook

Give us a call and ask for the Concierge to learn more about our Tangible Tools: 1.866.593.8020

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2018-04-18 13:16:22 • 20 second read

You are a knowledge-for-profit professional. Your knowledge is your livelihood. I’ve said it before but it’s worth saying again. You aren’t selling tangible things; you are promoting the promise of the future. When it comes to relationship management and client acquisition, it is essential that you take the abstract nature of your business and make it easier to conceptualize by providing people concrete things they can hold in their hands.

Excerpt from International Best-seller: The Advisor Playbook https://www.paretosystems.com/the-advisor-playbook.html Looking for a challenge?

Aligned with our philosophies? Check out our Pareto Coaches Network: http://www.paretocoachesnetwork.com/

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2018-04-17 14:30:50 • 10 second read

Missed our partner Scott Wetzel's, Managing Partner at Succession Lending, and Duncan MacPherson's, Pareto CEO, recent webinar "The Art of Buying a Business"? Watch the replay of it, and others, FREE on Pareto Academy

Click here to register/login to Pareto Academy: www.paretoacademy.com/recorded-webinars

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2018-04-16 19:32:34 • 20 second read

Professionalizing every aspect of your business – from your agendas to your onboarding process to your office itself – and infusing each element with your brand, governed by replicable process, is the key to moving from the business running you, to you running the business.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Schedule a call and see if we are a fit to help you professionalize your business: www.paretosystems.com

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2018-04-13 14:14:30 • 20 second read

You must have a linked and sequential array of tools that people can hold in their hands to fully conceptualize and experience your approach. It is far more powerful to show someone your process than it is to just tell them you have one. Not only is it more impactful and memorable, but it also makes it much easier for the client to describe your value to someone else.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Want to learn more about what tools work so your clients can fully conceptualize and experience your approach? Schedule a call with our Concierge Services: www.paretosystems.com/concierge-schedule

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2018-04-11 12:04:00 • 20 second read

The Law of Cause and Effect states that your activities will determine your productivity. If you want your productivity to increase, the first place you should look is the activities you engage in which give you the best return on your investment of time and energy.

Excerpt from The Advisor Playbook

Visit paretosystems.com for more daily tips and insights.

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2018-04-09 12:04:00 • 20 second read

For many advisors, nowhere in their onboarding process does a new client need to convince the advisor that there is a good fit. It’s the advisor doing all the convincing and, in the process, their salesmanship is actually undermining the lifetime value of the relationship.

The advisor cannot be the only one who gets excited when a new relationship is formed. The client has to have a sense of accomplishment, too.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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2018-04-06 12:04:00 • 20 second read

The office experience you create is an extension of your personal branding. It helps clients connect with you on a deeper level. Consistent service, expectation management and performance will always be primary factors when it comes to long-term relationships, but there are many other factors you can utilize to help insulate your relationships from the things outside your control. How clients feel about you, especially when they meet with you in your office, contributes to their sense of belonging, which can contribute greatly to refer-ability.

Visit www.ParetoSystems.com for strategies on how to increase your refer-ability and to see if our consulting programs may be a fit for you or call 1.866.593.8020.

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2018-04-04 00:00:00 • 20 second read

Consultants focus on the lifetime value of a relationship. You are in the relationship business as much as you are in the field noted on your business card. Use tangible tools as a symbol of your professionalism and as an extension of your brand, and your results will be outstanding.

Learn more about using tangible tools, visit: https://www.paretosystems.com/concierge.html

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2018-04-02 00:00:00 • 20 second read

If you’re going to tell people you have a process, it helps to actually have one. You can’t just tell them about it, either. You have to show it to them.

Learn more about how to define your process with Total Client Engagement: https://www.paretosystems.com/total-client-engagement.html

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2018-03-28 00:00:00 • 20 sec

A personal branding strategy helps people connect with you on a deeper level. The firm you represent has its own brand, but you need to build a brand within that brand. This adds credibility to your overall brand, but people are connecting with you, the messenger, not just your message in terms of solutions, products or rates of return.

Learn how to refine your branding with our Total Client Engagement Process: https://www.paretosystems.com/total-client-engagement.html

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2018-03-26 00:00:00 • 20 sec

When someone gives you the opportunity to explain your value proposition, I want you to ask yourself, “what does this person really want?” How you define yourself shouldn’t address what you do in the literal sense, it should address what the person craves; a relationship with an expert who helps them achieve what they aspire to - financial independence and a greater sense of control.

Learn how to define yourself through our Total Client Engagement Process:
https://www.paretosystems.com/total-client-engagement.html

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2018-03-21 00:00:00 • 20 sec

You want to be perceived as a consultant with a process as opposed to a salesperson with a quota, but you have to define yourself. Tell clients or prospective clients you have a process. Repeat it. Keep reminding them. If you don’t define yourself, you will be defined automatically.

Learn how to define yourself through our Total Client Engagement Process:
https://www.paretosystems.com/total-client-engagement.html

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2018-03-19 00:00:00 • 20 sec read

Many advisors tell me that their clients say that they ‘don’t talk about money with their friends and family members.’ What they are actually saying is that they aren’t clear about the advisor’s process or how endorsing the advisor to someone else will ultimately reflect on them. Or, they are concerned that you will try to sell their acquaintance on buying an investment product and becoming a client. If that ever happens, use the misconception as an opportunity to re-frame their perception and start the process of helping them understand your commitment to stewardship rather than salesmanship. To accomplish that, say something like this:

Excerpt from the Advisor Playbook. Get the scripting in my bestselling book: The Advisor Playbook, found in “Section 3: Branding”: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2018-03-16 00:00:00 • 20 second read

Develop a proven strategy for differentiating yourself and elevating how you’re perceived and how you’re described. Go beyond greeting cards, wall décor and act like the Nike Swoosh to create an identity and imprint your value for your clients.

Visit our friends at LavishCards.com to discover their stunning images that will symbolize your value: https://www.lavishcards.com/product-category/symbols-branding/

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2018-03-14 00:00:00 • 20 second read

Undoubtedly you have an agenda and on that agenda is probably a bullet that says "What's important to you?" Well, this is where you ask a prospective client where they see themselves, what are their goals, and what are they trying to accomplish?

It's a great interaction, but of course it's what every financial advisor does. But why swim in that pool of sameness? Instead, have it read "what's important to you - your FORM goals.” F.O.R.M is an acronym for family, occupation, recreation, and money. When you say to a prospective client that part of our process is to understand what really matters to our clients, and then you write out the acronym FORM and ask them specifically for the goals around family investment legacy, continuity and succession you begin to make it real and personal.

That's why financial independence matters. Financial independence – money - is a means to those ends. Clients can internalize that and lock it down and it makes you unique. By differentiating, you elevate yourself. Does this post resonate with you?

Then take action, give us a call and ask to speak with our Consulting Coordinator to see if we are a good fit for you: 1.866.593.8020

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2018-03-12 00:00:00 • 20 second read

https://www.paretosystems.comI called a client of mine in Florida and got his voicemail. He had a very professional, pleasant greeting, but - right out of our Playbook at the end of the voicemail - he said “I return messages between 3 and 4 pm every day. If your matter is urgent, please contact so and so”. He is projecting to his clients and anybody else that he values and guards his time. The lesson is that, until you do, nobody else will.

For more insights like this, visit our homepage: paretosystems.com

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2018-03-09 00:00:00 • 20 second read

A personal branding strategy, a compelling value proposition, and well- crafted messaging speaks to people at a deeper level and elevates you from the pack so you are never swimming in that lukewarm pool of sameness.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Our friends at LavishCards.com provide stunning images that symbolize and re-enforce your personal branding strategy. View Photographer Glen Durrell recent post here: https://www.linkedin.com/pulse/symbols-branding-glen-durrell

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2018-03-08 00:00:00 • 20 second read

Business growth is Darwinian, and I’m not talking about survival of the fittest. It’s who can adapt. The advisors who are adapting and capitalizing are taking a scalable growth model. They are saying “Why would I bring on 50 more clients when I can just bring on one advisor who has 50 to 100 clients?” They are going out and buying businesses, and there is a vein of gold there. They are also attracting advisors who are tired of the friction, so they are going to draft in behind the advisor’s process. These advisors turned their book into a business, driven by best practices, and they’re shifting from organic to scalable growth. It’s incredibly powerful.

Are you ready to adapt? Learn more about our Scalable Growth Process: www.paretosystems.com/schedule-a-call

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2018-03-05 00:00:00 • 20 second read

When you and your clients are crystal clear about all the reasons why they want to achieve financial independence, they place far more value on how you plan to get them to there. This will competitor-proof your clients in a way that ensures that anyone trying to steal them will meet resistance and dead ends with every effort. It’s a win-win situation, because the more your now-competitor-proof client buys into your process and understands and appreciates it, the easier it will be for them to describe that process to someone else. You’re more referable.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

For our daily stream of actionable insights visit paretosystems.com

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2018-03-02 00:00:00 • 20 second read

Building a real relationship, learning to listen and use that knowledge in your conversations with clients, differentiating yourself and ensuring clarity all keep you from falling victim to loyalty fatigue, and all of those factors are heavily influenced by your F.O.R.M. process.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Don’t fall victim to loyalty fatigue… schedule a call with my team today: www.paretosystems.com/schedule-a-call

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2018-02-28 00:00:00 • 20 second read

It should go without saying that you can’t take your clients for granted. But it’s probably less obvious to you that you can’t take it for granted that your clients are fully aware of all that you do in a clear and comprehensive way.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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2018-02-26 00:00:00 • 20 second read

The longer a relationship exists, the more familiar it becomes and the more things can be taken for granted and trivialized. This is especially true in an abstract and turbulent business that focuses on knowledge and intangibles. You have clients today who stay with you because they like and trust you in general terms, but that doesn’t mean they are immune to the steady bombardment of promises made by the advisors trying to lure your clients away. These competitors are throwing the kitchen sink at your clients trying to instill that nagging feeling in their minds that there is a better asset management approach available than the one you are providing now.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Need a strategy to competitor-proof your clients? www.paretosystems.com/total-client-engagement

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2018-02-23 00:00:00 • 20 second read

One of the biggest benefits of a personal branding strategy is that it ensures your clients fully understand and appreciate the value you provide for them. That, in turn, helps insulate them from competitive factors. Yes, branding impacts client acquisition because your clients can describe you and articulate your value to someone else in a compelling way, but you also can’t underestimate the importance of competitor-proofing.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

Need help with your branding strategy, give us a call: 1.866.593.8020

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2018-02-21 00:00:00 • 20 second read

Tom Stanley noted that when money is in motion from one generation to the next, often the first thing that happens is that it leaves the professional advisor. The person inheriting the money often has no relationship with their parents’ advisor and, as a result, the assets flow out. Just as Under Armour stole market share from Nike and several jeans manufacturers stole business from Levi Strauss, if you don’t have an established relationship with the next generation, you are on a course toward a shrinking client base.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

For daily tips and insights like these, visit: paretosystems.com

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2018-02-19 00:00:00 • 20 second read

One of the easiest and most powerful branding strategies you can deploy to exceed the expectations of your high net-worth clients - and make yourself indispensable to them in the process - is to adopt a train-the-trainer mindset. Help them to encourage their children to develop a solid financial philosophy and approach.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

Need a next gen strategy? Talk to my team: www.paretosystems.com

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2018-02-16 00:00:00 • 20 second read

There are advisors who have made themselves indispensable to their clients, and created incredible buzz throughout families, by creatively bringing value to their clients’ children when it comes to understanding money and investing. If you read The Millionaire Next Door by Tom Stanley, you already know the power of positioning yourself within the entire family.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

Need a next gen strategy? Talk to my team: www.paretosystems.com

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2018-02-14 00:00:00 • 20 second read

Advocacy is enhanced when you make it easy for your clients and partners to talk about you.

Excerpt from The Advisor Playbook: https://www.amazon.com/Advisor-Playbook-Liberation-Personal-Professional/dp/B01MQVORIW

Make it easy on yourself, talk with my team: https://www.paretosystems.com/schedule-a-call.html

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2018-02-12 00:00:00 • 20 second read

As a professional advisor, insurance consultant or any other client-service professional, your skills are the driving force for your business. Much of your business is intangible. That can be abstract and there are a lot of things that will always remain outside your control. Branding helps take the abstract nature of what you do and make it easier to understand and appreciate for a client.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

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2018-02-09 00:00:00 • 20 second read

Professional advisors frequently ask me which marketing strategies are best for client acquisition. While there is a place for some marketing strategies and campaigns, often I will steer the conversation toward discussing the power of branding and why it can be more effective than traditional marketing over the long haul.

...Marketing is selling something, branding is building something. Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

Do you have a personal branding strategy that makes you stand out from the pack? My team can help: https://www.paretosystems.com/total-client-engagement.html

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2018-02-07 00:00:00 • 20 second read

I spoke with a client last week about communication and how they transmit their message and, ultimately, they need a receiver to tune that in. Think of the room you're in right now. There are probably a thousand signals and with the right receiver you can pull anything in. But there is also a signal-to-noise ratio. There's a lot of noise out there. You want people to tune out the noise and really tune into what it is you're communicating.

Everything you say is either a "me too" or a "so what": A "me too" that resonates and stands out and differentiates, or a "so what" that's just part of the noise.

Do you want to make sure your communication stands out? Talk to my team about our Total Client Engagement process and ensure your signal is being received: www.paretosystems.com/total-client-engagement

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2018-02-05 00:00:00 • 20 second read

Just a gentle reminder that, contrary to the old cliché, time is more valuable than money.

I called a client of mine in Florida and got his voicemail. He had a very professional, pleasant greeting, and - right out of our Playbook - at the end of the voicemail he said “I return messages between 3 and 4 pm every day. If your matter is urgent, please contact so and so”. He is projecting to his clients and anybody else that he values his time. He guards his time, and unless and until you do, nobody else will.

Need more time? Ask us how we help advisors create efficiencies in their practices everyday: www.paretosystems.com/schedule-a-call

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2018-02-02 00:00:00 • 20 second read

Remember, you are not marketing to yourself. What matters is how you are perceived and described by your clients. You don't sell insurance. You're not an insurance broker. Risk management is part of your process. You're not selling something, you're building something. You're building financial independence for your clients. You're building advocacy within those clients. You're building enterprise value, not trading your time for money. Don't be your own best-kept secret, relying solely on skills and intentions that a client can get somewhere else. Skills are important, but everything you do is part of your process. Imprint the panoramic process. Make sure your clients can internalize it, that so they can socialize it to others.

 

Want to learn more about building enterprise value, schedule a call with my team today:  www.paretosystems.com/schedule-a-call  

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2018-01-31 00:00:00 • 20 second read
I talked to a financial advisor last week and asked him a very simple question: “Who is your ideal client?" He started talking in generalities, wandered from any focus, and data-dumped me.

“When someone asks you what time it is, they don't need you to build a clock. Just get to the point,” I said.

Professionalize your Ideal Client definition, frame it in AAA, document it so you can show someone and don't keep it a secret. Everything you do should be client-facing.

-Duncan MacPherson

Need help framing your ideal client profile, schedule a call to learn more: www.paretosystems.com/schedule-a-call
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2018-01-29 00:00:00 • 20 second read

Oscar Wilde said, “A cynic is someone who knows the cost of everything and the value of nothing.” Don’t let the cynics dictate your approach. Find the people who share and

value your approach and who have an alignment of interests with you. These are the people who embrace you so completely that they feel they are doing a friend a disservice by not introducing them to you.

 

Excerpt from The Advisor Playbook – Get your copy today: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185
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2018-01-26 00:00:00 • 20 second read

Richard Branson, the legendary founder of the Virgin Group of companies, has provided us with many memorable quotes, but the one that supports the power of purpose best is this: “Business has to enhance people’s lives or it’s simply not worth doing.” You enrich lives based on your philosophy and process. It’s meaningful and it matters. When you communicate the fulfillment you get from delivering value to someone, you stand out from the pack, you are memorable, and you are more referable.

 

Excerpt from The Advisor Playbook

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2018-01-25 00:00:00 • 2 minute read

When you position the concept of a referral as a service you provide rather than as a favor you seek,and then drive it home with your sense of purpose, refer-ability is amplified. You don’t look needy and your value is easy to describe to others.


Excerpt from The Advisor Playbook

 

Learn more about our proven introduction process: https://www.paretosystems.com/total-client-engagement.html

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2018-01-24 00:00:00 • 2 minute read

Do your clients know why they should refer someone to you? Have you communicated why you will make yourself available to speak to a friend or family member of theirs? Are you clear as to why your clients aren’t referring people to you now?

Unclear? Learn more about our Gap Analysis Process and get clarity: www.paretosystems.com/business-evaluation-process

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2018-01-23 00:00:00 • 2 minute read

In my travels, I’ve noticed an undeniable trend... When it comes to referrals, there are only two camps: The advisors who effortlessly attract referrals and build a business with second, third and even fourth generation clients and a second group that consists of advisors who hit a plateau and can’t seem to get off the client-acquisition treadmill. My goal has been to determine what distinguishes these two groups. While there are several distinctions and similarities, the common thread is that the most referable professional advisors have a clearly defined sense of purpose and they communicate it consistently to their clients and strategic partners. 

Excerpt from The Advisor Playbook – Get your copy today: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185


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2018-01-22 00:00:00 • 20 second read

In order to increase the volume and quality of endorsements you receive, it doesn’t matter what you believe. What matters is that your clients and partners believe what you believe. Unless, and until they do, their ability to relay your value persuasively to someone else will be hampered.

 

Excerpt from The Advisor Playbook – Get your copy today: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2018-01-19 00:00:00 • 20 second read

As a business development consultant, I am often asked to critique a business owner’s value proposition,mission statement or elevator speech. More often than not, my first observation is that the individual’s attempt sounds much like everyone else. Even though they use words like “unique” and “differentiate”, ultimately the communication is interchangeable, bland and easy to dismiss. Furthermore, the focus tends to be more on “What I do” and “How I do it”, with little emphasis on “Why I do it”.

 

Excerpt from The Advisor Playbook

 

Work with my team to develop a value proposition and branding strategy that differentiates you: www.paretosystems.com/total-client-engagement

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2018-01-18 00:00:00 • 20 second read

Did you know that construction on the Empire State building began in 1930? This was, for a longtime, the tallest building in the world and it was built during a depression. I’m asking you to apply that same vision, confidence and work ethic to your business and build something that stands above the pack, even in periods of uncertainty and volatility.

 

Excerpt from The Advisor Playbook

 

Join me at Mastermind and start building: https://www.paretosystems.com/mastermind-total-client-engagement.html
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2018-01-17 00:00:00 • 20 second read

One of my favorite quotes,often attributed to Confucius, is “Dig your well before you’re thirsty.” As a professional advisor you know all about the importance of planning, risk management and the power of compounding. From a business perspective, do you apply the same mindset?

Excerpt from The AdvisorPlaybook

Visit www.paretosystems.comfor more daily insights.
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2018-01-15 00:00:00 • 20 second read
A lot of people in your market area need your expertise, but you shouldn’t spend time with people who need you at the expense of people who deserve you. You are only one person with just 24 hours in a day. Work with the people who are already convinced and let them convince their acquaintances for you.


Excerpt from The Advisor Playbook. 


Buy it today on Amazon: https://www.amazon.com/Advisor-Playbook-liberation-personal-professional/dp/0968440185

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2018-01-12 00:00:00 • 20 second read
Clarify your goals on paper. Use the W-5 Process. You can’t just randomly or haphazardly approach the future; you must design it. You’ve heard about the fool who goes hunting with a crossbow and fires an arrow into the forest, saying to himself, “Boy, I sure hope something runs into that.” Later, he finds the arrow lodged into a tree and draws a bull’s eye around it. Don’t leave your future to chance. Excerpt from The Advisor Playbook
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2018-01-10 00:00:00 • 10 second read
Many people still think of professional advisors as salespeople on commission. Your actions on a daily basis will either validate that or prove them wrong. This is why I spend a lot of time deprogramming our advisor clients and replacing their sales approach with a consultative approach. That shift allows them to implement a service model that ensures their clients focus on what the advisor is worth, rather than what he or she costs. Excerpt from The Advisor Playbook To learn more about our consultative approach, copy and paste the following link into your browsers address bar: www.paretosystems.com/total-client-engagement
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2018-01-09 00:00:00 • 20 second read
If you travel around the world, you don’t have to go too far to realize that most of the people on the planet would kill for your worst day. Because you aspire to achieve things through integrity-centered actions, you accomplish goals through the service of others rather than at the expense of others. So keep on dreaming big dreams but, in the meantime, be happy with what you’ve already accomplished while you aspire to fill in the boxes that have yet to be checked. Excerpt from The Advisor Playbook
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2018-01-08 00:00:00 • 20 second read
Ambition gets a bad rap at times, and it shouldn’t. The foundation of pure ambition is rooted in absolute gratitude. Putting some proportion to your existing success and the concept of your vision for the future must be balanced by humility and appreciation for your accomplishments, both in your nature and in what you’ve nurtured. Excerpt from The Advisor Playbook
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2018-01-08 00:00:00 • 48:53 Podcast
Duncan MacPherson of Pareto Systems joins Jay Coulter for this episode of The Resilient Advisor Podcast. Duncan is one of the industries top thought leaders in the areas of practice management and business development. Click here to listen: www.jaycoulter.com/single-post/DuncanMacPherson
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2018-01-05 00:00:00 • 10 second read
Personal accomplishment is a direction, not a destination. It’s never a bad idea while charting a route and following the trail to our goals to adopt an “in the meantime” mindset. While I pursue what I want, I’m going to pay tribute to what I have, and enjoy all the beauty that surrounds me - which could be missed if my focused goal-attainment blinders are on. Excerpt from The Advisor Playbook Learn more at https://www.paretosystems.com
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2018-01-04 00:00:00 • 10 second read
A gem cannot be polished without friction, nor a man perfected without trials - Seneca
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2018-01-03 00:00:00 • 10 second read
There are some advisors whose business growth is tied primarily to the natural lift of the markets or another industry. They’re not doing anything special or even deliberate when it comes to business development. These are the same advisors who operate in isolation, end up in a vacuum and eventually plateau. Excerpt from The Advisor Playbook Learn more at https://www.paretosystems.com/
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2017-12-29 00:00:00 • 10 second read
Legendary personal and business development philosopher and speaker Jim Rohn often said the following: “The winds of opportunity blow the same for all of us. The difference that separates the best from the rest is how they set their sails. As a professional advisor, you invest a lot of time with your clients helping them face the future with confidence thanks to your investment planning process. Be sure that you have a plan, and that it’s leading you to your goals. Excerpt from The Advisor Playbook
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2017-12-28 00:00:00 • 10 second read
It’s easy to fall into a consistency trap where complacency seeps in. The Japanese have a word - Kaizen - which means ‘good change’. The business world has adopted and altered it slightly to mean continuous improvement, and Japanese business in particular sees it as a daily, ongoing process. Being consistent doesn’t mean that you shouldn’t be open to the refinement of your established procedures. We can always improve the things we do, and we have to do so in a balanced way. Excerpt from The Advisor Playbook
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2017-12-27 00:00:00 • 10 second read
There are plenty of difficult obstacles in your path. Don’t allow yourself to become one of them - Ralph Marsten
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2017-12-22 00:00:00 • 10 second read
Most professionals fixate on how many clients they can get, when the true goal is how many advocates they can get. That is where the value lies, especially over the long haul. Excerpt from The Advisor Playbook Join me at Mastermind to learn more: https://www.paretosystems.com/mastermind
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2017-12-21 00:00:00 • 10 second read
Refer-ability, too, is a by-product of your habits and rituals. The best hour you can spend every day is calling clients and strategic partners. You’re not calling to sell anything nor are you trying to be the bearer of any profound news. You are just staying in touch and top-of-mind. You are showing and not merely saying that you value the relationship. Learn more about Refer-ability: https://www.paretosystems.com/total-client-engagement.html
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2017-12-20 00:00:00 • 10 second read
As a professional productivity coach, I spend a lot of time with clients helping them understand the power of consistent and sequential implementation. When you try to develop a skill such as a second language or a sport, ongoing immersion and refinement over time (rather than a quick bombardment) leads to lasting results.
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2017-12-14 00:00:00 • 25 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.
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2017-12-13 00:00:00 • 10 second read
In our on-going practice management coaching with professional advisors, I often remind our clients of this simple fact: “Being a great professional advisor, in and of itself, is no guarantee for success in this business. I have seen time and time again where the most effective advisors with limitless growth and progress potential aren’t necessarily the most sophisticated asset managers. The common thread, however, is that they are the most effective at practice and relationship management.”
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2017-12-11 00:00:00 • 10 second read
You want to run the business so that it’s not running you, but it has to be more than a goal. You have to apply a process that helps everyone on your team to get the business out of their heads and into a playbook. It’s a process to turn your book into an actual business, rather than having just a book of business.
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2017-12-08 00:00:00 • 10 second read
“It would be great if the world cooperated with our plans on a consistent basis, but that is not the way it is. Let’s face it; that’s why clients hire you. Friction and uncertainty come with the territory. Your ability to deal with this reality is a major factor that separates the best from the rest.” Excerpt from The Advisor Playbook https://www.paretosystems.com/the-advisor-playbook.html
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