Finish Strong in 2021
with Duncan MacPherson
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Thursday, October 21th at 12 pm ET
Q4 is the perfect time to finish the year with a bang, especially as we come out of an unprecedented disruption, and then fast track success in the New Year.
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Proven Strategies Blog

2021-10-06 • 1 min video

This video is an excerpt of Duncan’s recent “How to Sell Your Business for $10,000,000… or more” webinar. Watch the full recording on Pareto Academy: https://paretoacademy.com/recorded-webinars.html

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2021-10-06 • 20 second read

When you de-personalize your business by going beyond raw talent and instead focus on your ongoing and progressive process, you can evolve from a production mindset to an asset mindset. Your business can be worth far more than it is today.

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2021-10-05 • 2 min read

There is a cumulative effect that comes from adopting a panoramic goals-based planning approach and developing a Value-Added Support Team (or VAST) referral network. In addition to amplifying your fee-worthiness, you also become indispensable to a client because your trusted advisor status gets even stronger. The world has become noisier, surreal, and in some cases downright bizarre. While I’m very optimistic about the light at the end of the tunnel, in the meantime I’d like you to consider re-imagining your relevance to a client’s life.

Money is a means to an end. The question is, do you want to stay in your lane entirely around bringing value to a client’s money, or perhaps converging that with having an interest in and delivering value to those ends? There are essentially three tiers to this type of value-add: Developing the skills and credentials yourself, collaborating with other thought leaders and experts, or simply endorsing others with areas of expertise and overarching skill.

We could all stand to develop and refine the lost art of listening. There are several great YouTube videos and no shortage of resources on the Socratic Method of listening - the ability of mastering active listening and resisting the temptation to provide immediate answers to a question, but to understand that many real issues are two or three questions deep. That allows you to draw out more context and emotion behind an issue. That can create a very engaging exchange, especially if they can come to their own conclusions about a course of action to address an issue by sharing it with you and thinking out loud.

Going deeper, there are many credentials you can add to your repertoire, including assisting families with special needs and philanthropy, just to name a couple. Talk to your team, have a conversation about this potential bolt-on opportunity. They could be very surprised from a collaborative perspective. Another idea is that you could identify a business broker to do a webinar or a podcast with and outlining and providing a checklist on continuity, succession and other dynastic issues. High net-worth families need to consider looking down the road. Collaborative content marketing is the next frontier to professional contrast, and there’s all types of expertise out there that you can join forces with.

Lastly, you can develop a reputation as being a well-connected professional, who knows a vast array of specialists from many areas that you can introduce when there’s a need. You can stir up a lot of very positive and productive energy from that, but you can’t dabble at this. You’ve got to establish crystal clear rules of engagement, and have the credibility that comes from having used the solutions yourself, where possible. I’ll give you an example of that, the power of eating your own cooking, so to speak. I was having a conversation with a good friend, a long-term client of mine who had disclosed that he had just overcome an illness by, among other things, taking what is called a ‘regimen of plant stem cells.’

It’s essentially a company he found that prunes and harvest a small batch of buds from various plants and creates extracts that provide rejuvenation to the body. I’d never heard of this concept, but because of the conviction of my friend and the degree of respect I have for him, I was beyond intrigued and sought to combine the best of modern medicine with the best of naturopathic treatment. It was fascinating, but it wasn’t just the results he got that made him an advocate. He said to me, “You don’t have to wait to become sick to adopt this. There are many detoxifying qualities that can help to fortify your natural ability to fight illness.” Again, I was intrigued, so I took action and I ordered a specific proactive health regimen for myself, and am now a flag-waving advocate for a company called Nature Provides. But the genealogy of that sequence of advocacy happened in real time.

In closing, developing life-coaching value-added skills will sound “out there” for some people, but we’re in an era where people want to belong to a community of trusted and honorable service providers who look out for each other. In the process, you get to work on yourself on your business and on your relationships in a way that makes you very attractive; random acts of kindness, addressing unmet needs and solving problems. Being a proactive advocate for well-deserving professionals, that’s appreciated now more than ever, not to mention being fulfilling and rewarding. 

Continued Success!

Contributed by: Duncan MacPherson

2021-10-04 • 6 min video

This is video four of the Seventh Pillar series, titled: Becoming a Life Coach. There is a cumulative effect that comes from adopting a panoramic goals-based planning approach and developing a Value Added Support Team or V.A.S.T. Referral Network.

In addition to amplifying your fee worthiness you also become indispensable to a client because your trusted advisor status gets even stronger.

The world has become noisier, surreal, and in some cases downright bizarre. While I’m very optimistic about the light at the end of the tunnel, in the meantime, I’d like you to consider just re-imagining your relevance to a client’s life. 

2021-09-30 • 1 min video

This video is an excerpt of the “Establish A Referral Network - The Seventh Pillar Part 3” video now available now on YouTube. To watch the entire video on YouTube, click here: https://youtu.be/ME8H0ozN1A4

2021-09-30 • 1 min video

This video is an excerpt of the “Establish A Referral Network - The Seventh Pillar Part 3” video now available now on YouTube. To watch the entire video on YouTube click here: https://youtu.be/ME8H0ozN1A4

2021-09-29 • 2 min video

This video is an excerpt of the “Establish A Referral Network - The Seventh Pillar Part 3” video now available now on YouTube: https://youtu.be/ME8H0ozN1A4

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2021-09-28 • 2 minute read

I have never been a big fan of the jargon that exists in this space: "Book of business", "production", "circle of influence" and "holistic planning", just to name a few. To me, they speak more to the advisor’s interests, or are simply not intuitive to a client. It’s the lexicon of salesmanship rather than stewardship. I would much rather you refer to your value as being addressed by a panoramic process. To your network of trusted service providers, as a value-added support team. Some might consider that semantics, but I think everything matters and that everything should be client-centered.

To that end, I’d like you to consider formalizing how you engage other professionals into your process such as trusted accountants, estate planning attorneys, and real-estate agents to name a few. Rather than simply referring clients out to a different professional, formally create a listing of trusted and vetted professionals. There could be two tiers - core strategic partners that compliment your technical ability as well as others, including clients, who deliver value in a specific area. Consider this; I’m sure you’ve had clients who have recently opened up to you and possibly even started baring their soul to you about the things going on in their lives. Good and bad, silver linings about new or rekindled hobbies and interests. Getting into shape, taking better care of themselves. Newly discovered benevolent activities and the like, all the way across the spectrum to relationship, strains, fears, and anxieties, even mental health issues and the like. Make a listing of services - not specifically names, but areas of expertise – from which a professional provider can reach out to those specialists and inform them that you want to create a value-added support team from your vast array of relationships, whereby you could introduce someone where there’s a potential need.

If they see the merit in being involved, ask them “if an opportunity presents itself, where I can make an introduction, what would you like me to say? How would you like me to describe you?” Be ready for a very lively conversation, punctuated by the same question asked of you, to which of course you can reply by quickly outlining the strength of your people, the quality of your practice and the panoramic nature of your process. You can even go so far as to exchange introductory kits to bridge intent to actual consent. When it comes to introductions, stirring the pot like this will create a culture of advocacy and reciprocity and an elevated client experience. You will find yourself with more opportunities to collaborate in terms of events, webinars, and in social media, so that you can be exposed to the first-degree-of-separation relationships. That could be not only your MVPs, but their clients and acquaintances, some of whom could be your future most valuable prospects.

I don’t want to oversimplify this initiative. It requires a logistical process, a commitment and patience. If you want it to become a steady burner, rather than a shooting star, you can add value to client relationships, making them more “sticky.” You convert professional relationships into a mutually beneficial two-way street network, and you can be consistently introduced to more entrepreneurs and professionals that closely resemble your ideal client profile. There is an art and science to this, but in the end, giving does start the receiving process. 

Continued Success!

Contributed by: Duncan MacPherson

2021-09-28 • 1 min video

This video is an excerpt of the “Establish A Referral Network - The Seventh Pillar Part 3” video now available now on YouTube. To watch the entire video click here: https://youtu.be/ME8H0ozN1A4

2021-09-27 • 6 min video

I'd like you to consider formalizing how you engage other professionals into your process, rather than simply referring clients out to a different professional

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