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Proven Strategies Blog

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2021-07-12 • 20 second read

When things are in flux, changes and improvements are a natural and appreciated response; it shows a client that the professional is working on the business and has an eye on the future. Not all of these adjustments have to be dramatic, wholesale changes. Sometimes they're minor tweaks, just twisting the knobs a little bit to find the perfect combination.

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2021-07-09 • 20 second read

The difference is this: Always appeal to what someone wants and how you will get them there – they’ve helped a friend meet you because your process will address their needs – not because they wanted to “bring you more business.” Their ‘why’ aligns with your ‘how’, and that takes out any form of salesmanship and fuels everything with stewardship.

2021-07-08 • 7 min video

Join Duncan as he discusses the impact of repositioning your ‘Review Meetings’ into 'Strategy and Tactical Meetings' where you invest the past into the future and make it an extension of your overarching process.


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2021-07-07 • 20 second read

As clients share their aspirations, goals, and concerns, connect those with your value and deliverable. Make that part of your branding strategy and your process. Showing you understand and are listening will elevate your perceived value - and they'll help you differentiate yourself from the vast majority of providers. Tracking and responding to those concerns should always be high on your list of priorities.

2021-07-06 • 4 min video

Join Duncan MacPherson of Pareto Systems and Cathi Durrell of Lavish Cards as they discuss the concept of 'Thanksgiving in July' and the importance of staying ‘top of mind’ awareness with your clients.

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2021-07-06 • 2 minute read
“We can, if we so desire, refuse to cooperate with the blind forces that are propelling us.” - Aldous Huxley

The strategic planning process can reveal where minor adjustments can be made in your business, and highlight that it’s usually minor adjustments that can lead to major improvements. Very few advisors I work with are way off track, or need dramatic wholesale changes to the way they conduct themselves. But the adjustments needed aren’t always obvious without a fresh set of eyes to identify them.

Case in point, in our on-going practice management coaching with financial professionals we often remind our clients of this simple fact: being a great financial advisor in and of itself is no guarantee for success in this business. We 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.

History provides countless examples in many walks of life that demonstrate the need to possess strong business acumen along with core skills. One of my favourite examples is the rivalry between Nikola Tesla and Thomas Edison, two inventors who both made enormous contributions to society but also had two dramatically different outcomes in life. Edison’s company ended up becoming GE while Tesla sold his patents to Westinghouse and ended up dying alone, impoverished, and in debt. Many argue that Tesla was as good, or even a better inventor, than Edison but Edison’s business skills were far superior.

Clearly I will never trivialize the importance of being a skilled asset and risk manager. But it is a given that you are effective there. My point is that there is little correlation between how effective you are as a financial advisor and how successful you will ultimately be in terms of unlocking your full potential. The days of building the better mouse trap and the world beating path to your door are long gone. Sure ongoing professional development to sharpen your asset management skills is essential, but do you invest the same amount of time sharpening your practice and relationship management processes too? They are of equal importance at the very least.

Continued Success!

Contributed by: Duncan MacPherson

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2021-07-04 • 20 second read

Just like to take a moment to wish all of our American friends, family, colleagues and clients a very Happy Independence Day long weekend! The best is yet to come!

2021-07-01 • 3 minute video

Sometimes less is more. With your clients, are you serving those who need you at the cost of those who deserve you? Keeping your focus on your top clients, and those who could be top clients, can be an upgrade both for your clients and yourself.

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2021-07-01 • 20 second read

Wishing all of our Canadian friends, family, colleagues and clients a Happy Canada Day. We have a lot to be grateful for and a lot to look forward to.

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2021-06-30 • 20 second read

Competitor-proofing and countering loyalty fatigue has to be ongoing throughout the lifetime of a client relationship. Making your process and value clear to a client through your relationship management process insures you won’t disappear in a sea of sameness - or find yourself suddenly replaced because a drifting client decided to “try something new.”

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