"Just wanted to pass along a gentle reminder that there is a sweet spot between embracing timely new innovations and staying with the tried and true, the timeless. So you know that old expression, the new gets old before the old gets old..."
For more on this, and other actionable best practices, download Chapter 1 of Duncan's book "The Blue Square Method" today at thebluesquaremethod.com
Never underestimate the enduring impact and resonance your client interactions can have!
The true value isn't just in the immediate exchange of information during your meetings but in the aftermath.
The feelings and perceptions your clients leave with are the real game-changers.
This week on Always On, Duncan MacPherson and Chris Jeppesen discuss how to craft conversations that go beyond the transactional and create lasting impressions.
Stream it today: paretosys.co/AODM_ep50
Ever wondered what truly keeps financial professionals and their clients awake at night?
In this eye-opening clip the latest episode of the newest episode of the Always On Podcast, Duncan MacPherson and Chris Jeppesen delve into the heartfelt conversations they'd had with advisors about their clients' deep-seated concerns far beyond financial worries.
Listen in to unveil the human side of financial advising, where grief, anxiety, and uncertainty take center stage.
A Journey through Pareto Systems' Coaching Process
Tuesday, December 19 at 12noon ET / 9 am PT
Are you ready to embark on a transformative journey towards achieving your personal and professional aspirations? Join us for an exclusive webinar, hosted by Duncan MacPherson, CEO of Pareto Systems and co-author of The Blue Square Method.
At Pareto Systems, we're committed to helping financial professionals realize their true potential. In this engaging and informative webinar, we'll take you behind the scenes of our renowned coaching process, giving you a firsthand look at how we empower individuals to take control of their destinies.
Here's what you can expect:
This webinar is your opportunity to uncover the power of Pareto Systems' coaching firsthand. Whether you're a professional seeking to elevate your career or an entrepreneur looking to take your business to new heights, our coaching can help you find your 'Blue Square' - that perfect alignment of passion and purpose.
This webinar will include a live Q&A with Duncan MacPherson. You can ask your questions live, or enter one when you register below.
Reserve your spot here: paretosystems.com/webinars
Can't make it, but don't want to miss out? Don't worry, register now and ask your question, and we will give you access to the recording following the broadcast.
"I was just thinking about Tom Brady and Michael Jordan and how different their games were from when they entered the league versus the way that they are at the end of their careers. They are such better players and it looks so much more effortless.
They just understood the game. They understood every different role that each person was playing. But I think also that their mindset was at a place where they were kind of at peace with who they were and not trying to prove anything. And it just describes every multi million-dollar producer that's approaching what most would say, thinking about the next phase."
This is an excerpt from episode 50 of the 'Always On with Duncan MacPherson' podcast featuring Chris Jeppesen, Chief of Advisory Practices at First Trust Portfolios.
I’ve 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.
Formalizing Your Strategic Partner Process
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 bared their soul about things going on in their lives. Good or bad, silver linings or dark clouds, or information 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 relationships, fears and anxieties, even mental health issues. Make a listing of services - not specifically names, but areas of expertise – that focus on those client concerns. A list so you can reach out to those specialists and inform them that you want to create a Value-Added Support Team (VAST) formed from your array of relationships - and to the specialist members of which you could introduce someone where there’s a potential need.
Creating a Value-Added Support Team (VAST)
If they see the merit in being involved, ask them this: “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 lively conversation, punctuated by the same question asked of you, to which 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.
Commitment and Patience
I don’t want to oversimplify this initiative. It requires a logistical process, a commitment and patience. If you stick with the process, you can add value to client relationships, making them deeper and more loyal. You also convert professional relationships into a mutually beneficial two-way street network, where 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!
At a Mastermind session in San Diego along with Christian Ortez, Kevin Christensen, Samantha Dinh, Christina Zins, Dave Mantell, Jonna Damiano, Dianna Laney, Joseph Leedom, Andrei Hall, Brianne Soscia, Alissa Todd, Mike Woitkoski, Li Tian, Rod Uy, Arvind Ven, Mark F., Melanie C., and Margaret S., discussing the mindset, best practices and innovations of top financial professionals.
Thanks to Ryan McClain at LPL Financial as well as Tom Pearse and Craig Pierce at First Trust for bringing it to life!
Always On with Duncan MacPherson - Timely and Timeless Best Practices with Chris Jeppesen
In the fast-paced and ever-evolving world of financial advising, get ready to discover timely and timeless strategies that help you achieve professional contrast and create enduring value for clients.
In this 50th-episode special, Duncan MacPherson is back with co-author of The Blue Square Method, Chris Jeppesen, Chief of Advisory Practices at First Trust. Gleaning from their life experiences and the success stories of high-performing advisors, they share valuable best practices to achieve long-term growth.
They discuss:
Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep50
We'd love to hear your thoughts on this episode or answer any follow-up questions. Please feel free to reach out!
In the rapidly evolving landscape of wealth management, the fusion of artificial intelligence and financial advisory services has ushered in a new era of precision and efficiency. Financial advisors, entrusted with the responsibility of navigating clients through intricate investment decisions, are increasingly turning to advanced AI tools to gain insights, enhance communication, and personalize recommendations.
This article spotlights 10 AI tools that are reshaping the way professionals approach their craft. Choosing the right AI tools for your business is a nuanced decision, contingent upon the unique needs and aspirations of your enterprise. The impact of AI is multifaceted across various business domains, and in various areas of focus, including:
In the evolving world of business, staying ahead of the curve is the name of the game. The spotlight of efficiency in 2024 falls on Generative AI, marking a paradigm shift from experimental curiosity to an indispensable component of daily workflows. It’s the secret sauce enhancing processes, sparking a revolution in how teams gauge success and productivity. \
Gartner, the oracle of tech predictions, foresees a staggering growth spurt in the global artificial intelligence market. They advise you brace yourself for a compound annual growth rate of 37.3% from 2023 to 2030, propelling the market to a jaw-dropping $1,811.8 billion by the end of this decade.
As the AI landscape expands, the quest is on for tools that will stand the test of time. Here, we list 10 AI options that we expect to redefine success in 2024. These aren’t just tools; they’re resources armed with capabilities for better decision-making and liberating teams to be more productive with their time. It’s not just about keeping up; it’s about propelling forward into a future where success is redefined by the transformative force of AI.
Whether you’re an established enterprise or just starting out, these AI tools are shaping the future of business:
*This article was written by the Marketing team at Pareto along with a little help from AI
How you start a relationship will have a profound impact on its profitability and durability not to mention your refer-ability over the long haul. By implementing a streamlined and optimized onboarding process, you can seamlessly guide new clients into your ecosystem.
This process not only reaffirms their decision to choose your services but also instills a sense of enthusiasm that encourages them to actively recommend your services to friends and family. This way, referrals become a consistent and predictable part of your growth strategy.
Learn more at www.toolkitcrm.com
