In this session Scott reviews all of the things you need to know to run more effective virtual meetings of all kinds. Team meetings, client meetings, strategic partner meetings. Join this session loaded with pro-tips. Watch the replay of his presentation here: https://youtu.be/Nsn9ldKU1ak
This presentation is pulled from the Pareto Systems' Practice Management eSummit held on May 28, 2020:
https://youtu.be/Nsn9ldKU1ak
Many financial advisors obviously have great intentions, qualities and skills. While these are all important factors, none are proprietary. We want you to professionalize that skillset and every interaction with a process that clients can internalize and buy into.
If you are interested in learning more about our process and working directly with me, click here: www.paretosystems.com/blue-square
Marketing is what you say, branding is what they hear. Join Duncan in this episode of the Blue Square Series as he discusses how your value is more often bought than sold and how branding ultimately impacts someone's ability to come to their own conclusions about the alignment between what you provide and what it is they want.
A fist bump to our friends as we approach Canada Day and Independence Day to pay tribute to our enduring friendship. The best is yet to come….
We are all travelers in the wilderness of this world, and the best we can find in our travels is an honest friend. - Robert Louis Stevenson
Often when I seek inspiration to punctuate a message, I look to both Robert Louis Stephenson and C.S. Lewis. I'm including links to a collection of quotes from both:
https://www.brainyquote.com/authors/c-s-lewis-quotes
https://www.brainyquote.com/a…/robert-louis-stevenson-quotes
Through many market cycles over the years, I’ve been saying that a good financial advisor is at his or her highest level of refer-ability during times of volatility. Money becomes more topical and many people start to have nagging doubts about the track they are on – both in terms of their current advisor and financial plan. As a result, friends and family members will often confide in and then bare their souls to your clients:
“Are you happy with your financial advisor, because I think I’ve just about had it with mine.”
Capitalize on this growing stage of readiness so that your clients will feel compelled to shine a light on you at that moment of truth. Trigger a moment of recognition and awareness for your value through proper positioning and imprinting.
Getting Out in Front
Call all of your favorite clients. A proactive call can serve as a mid-course correction to prevent them from drifting into a mindset where they fixate on specific products, pricing and performance, back to an enlightened philosophy, panoramic planning strategy and methodical process around financial independence.
From MORF to FORM
Be certain that you also bridge your “how” with their “why”. Transition yourself from the traditional Money, Occupation, Recreation and Family approach. Instead, focus on their Family Investment Legacy, their Occupational pursuit to a work optional lifestyle and their Recreational bucket list. This way, you can keep Money as a means to an end. The more they stay focused on why financial independence matters, the more value they will place on how you get them there - and in the process you will de-commoditize yourself. This is essential to keeping clients focused on what matters and what they can control.
Imprint Your Value
“Just before I let you go, as you can imagine, I’ve been speaking to several clients recently, many of whom have friends and family members who are a bit unsettled and are starting to look to the future with apprehension rather than anticipation. I’m telling you this because I want to remind you that, as a value added service, I will gladly be a sounding board for anyone who is looking for a voice of reason. And keep in mind, they do not need to become a client to take advantage of this service. If they’re important to you, they’re important to me.”
Act on Their Permission
Many clients will thank you for your comment. Others will give you permission to elaborate by saying:
“I wasn’t aware that you did that.”
Tell them WHY you do it – it’s because of your sense of purpose
Tell them WHO you do it for – by defining the person who fits your ideal client profile
Tell them HOW to make an introduction – by demystifying your process
You ultimately aspire to become a client’s personal CFO, ensuring total client engagement over the lifetime of the relationship. You can’t achieve that by solely being their CIO. They need to know you are a CEO who runs the business like a business, creating a solid client experience, and you need to be a CMO with a marketing, branding and communication process that ensures clients understand and appreciate your value and continually focus on what you’re worth rather than what you cost.
Continued Success!
Contributed by Duncan MacPherson
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.
Missed last month's Pareto Systems' Practice Management E-Summit?
Watch the replay here: paretosystems.com/virtual-summit-recordings
7 Hours of content
10 Sessions
16 Speakers
100’s of Actionable Ideas
Join Duncan MacPherson, the Pareto Team, and other leading industry experts in a full-day virtual practice management summit as they discussed how you can emerge from this current environment prepared for the future - To convey leadership, strength and optimism and identify.
Watch the replay of each presentation here: paretosystems.com/virtual-summit-recordings
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
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: https://www.paretosystems.com/the-advisor-playbook.html
In this session, Duncan MacPherson interviewed family business author and speaker Tom Deans about the biggest unmet need advisors can address with first generation affluent business owners, professionals and executives. Watch the replay of his presentation here: https://youtu.be/eX1NBNL-qg0
This presentation is pulled from the Pareto Systems' Practice Management eSummit held on May 28, 2020: https://youtu.be/eX1NBNL-qg0
