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2018-10-26 • 20 sec

You can't want it more than they do. The idea of attracting anyone is all about an alignment of interests: It's all about a fit. You're not trying to convince someone to do something – they’re acknowledging fit.

This is one of the most important concepts we address with the advisors we work with, and that we follow ourselves at Pareto. Any professional that is interested in engaging with us, we take them through a fit process which includes gaining an understanding for our process, and our approach. These daily posts are a great starting point to see if there is an alignment between what we do, and what you are looking to achieve. We hope that some of these posts are having an impact on you and your business.

2018-10-25 • 4 min video

In this episode of The Blue Square Method, Duncan discusses the importance of establishing processes and sticking to plans.

We help our clients refine, optimize, professionalize and standardize everything so they can monetize with predictability. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2018-10-24 • 20 second read

Professionalizing and standardizing the client experience, using an org chart to outline roles and responsibilities, building a playbook to capture procedures and a service matrix that defines how your service model works provides immense value to your clients. There are many benefits to this for both you and your clients. One of the most important for you is to ensure that you're constantly investing 80 percent of your time with the 20 percent of the clients who generate 80 percent of your business.

Are you spending your time on the clients that need you at the expense of the clients that deserve you? The Total Client Engagement II consulting program will help you, and your team, define a process to organize your clients, create scarcity and focus your time. Learn more: www.paretosystems.com/total-client-engagement-II

2018-10-23 • 5 minute video

In this episode of The Blue Square Method, Duncan discusses the concept of right-sizing your book of business so you can focus your efforts on your client advocates who fully empower you.

We help our clients establish a client classification system to identify and service their top clients while right-sizing ‘customers’ who are not a fit. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2018-10-22 • 20 second read

When a client is relentless on fee negotiation and you are tempted to back down, ask yourself “are you fighting for the fees, or are you fighting for the relationship?”

If the answer is the relationship, is this client a ‘AAA’ client? If they have the assets, do they also have the attitudinal qualities and the advocacy?

If you can’t answer yes to those questions, what does this relationship look like in three to five years - and do you want to walk that road?

Pareto Systems Consulting Clients learn to focus their efforts on the clients that matter most and never need to negotiate their value. Learn more about our consulting programs: https://www.paretosystems.com/one-to-one-coaching.html

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2018-10-19 • 20 sec

You can become indispensable to a client's life and strengthen a relationship by helping the next generation build motivation. Develop a relationship with the next generation before that money goes into motion, strengthen the relationship with the family, and you'll make yourself indispensable.

To learn more about making yourself indispensable to your clients, check out the Total Client Engagement consulting program and take the first step to the next level: https://www.paretosystems.com/total-client-engagement.html

#businessdevelopment #practicemanagement #coaching

2018-10-18 • 5 minute video

In this episode of The Blue Square Method video Duncan discusses consistency and integrity around fees and the importance of never negotiating your value.

We work with our Blue Square Method clients to ensure they articulate their value and have a community of clients who are enlightened, respect their value, and are engaged in the process. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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2018-10-17 • 20 second read
Just wrapped a great Echo meet with Greg Wearsch and Joshua Crosley at First Trust in Columbus, Ohio. Just wondering where the Blue Jacket swag is...
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2018-10-17 • 20 sec

Don't pitch what you want or what you need. Position what you provide and how it helps people. Make it easy for your clients to articulate that value and the quality and quantity of referrals you get will go up.

Our Total Client Engagement consulting program will help you articulate your value to your clients so that they can relay that to their colleagues, family and friends.

Click here to learn more: https://www.paretosystems.com/total-client-engagement.html

#businessdevelopment #practicemanagement #coaching

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2018-10-15 • 20 second read

Remind people why they should value you beyond rates of return: Your process addresses continuity and succession, family investment legacy - when first-generation earned money becomes second generation found money. Your process addresses that, so just a couple of gentle reminders about some of the core values that you represent, but ensuring that clients never take your value for granted. As Warren Buffet would say, “Price is what you pay, value’s what you get.” Remind your clients of the value of your process - not necessarily what it is and what you do, but what that process does for a client now and in the future as their life unfolds and their needs evolve.

Our Total Client Engagement consulting program will help you articulate your value to your clients, click here to learn more: www.paretosystems.com/total-client-engagement

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