Use a framework in your gifting. Any time you send a gift, it should have impact so it can't be dismissed because it shows that you're paying attention to what's important to your clients around their family, their occupation, and their recreational interests and aspirations. What you send has to have shelf life; it can't be consumed, it can't be forgotten.

Our partner, KeyEra Gifts, offer the perfect gifts that have a lasting impact. Their one-of-a-kind vintage keys attached to a beautiful personalized key chain is the perfect way to say thanks and promote your brand. Visit their website at https://keyeragifts.com or call 1-250-801-3217 to learn more.

How you start a relationship has a profound impact in terms of how it will unfold.

In this episode, Duncan speaks on this importance of recruiting and building a team to fully monetize with scalable growth.

Expectation management for yourself and your clients is vital. The stronger your relationships are, and the better your communication strategy and execution is, the more likely that your clients will say to you, “Whatever you think is best. I will follow you anywhere.”

I am excited to announce that my From-the-Field series is now available on Apple Podcasts and Google Play Music! We will be posting exclusive content here as well, conversations, interviews, and consultations that you will not find anywhere else! Subscribe today!

Apple Podcasts: https://itunes.apple.com/ca/podcast/duncan-macpherson-from-the-field/id1359813986?mt=2

Google Play: https://play.google.com/music/m/Invlkszkicyak7v4vgciyqtqzj4?t=Duncan_MacPherson_-_From_the_Field

Would your business run like a Swiss watch if you were to take a month off tomorrow?

In this episode Duncan discusses the need and importance of professionalizing and standardizing everything into a proprietary playbook that will ensure your business runs smooth, even without you or a key team member.

Every year around this time I remind our advisor community about the importance of the 4th quarter as it relates to client communications. September is the perfect spring board month to reconnect with clients using a sequential plan to finish the year strong and position yourself for momentum as you turn the corner into the New Year. And while some elements of your 4th quarter plan can be more complicated, we often hear how it's the simplistic elements that have the greatest impact. 

Feed the Goose that Lays the Golden Eggs

Year in and year out, financial advisors tell me that their clients love getting a Thanksgiving card. This unique gesture is a symbolic reminder to your clients that you value their relationship. It's something tangible that they can hold in their hands and then display for an extended period that connects them to you. Of course the key with any greeting card you send is that you want to OWN THE MANTLE. Which simply means it's the nicest card the client will receive and that it is has impressive impact and lasting shelf-life.

"This Was Such a Good Idea that I Stopped Doing it!"

You can't argue with that logic. In all seriousness though, you have to be consistent in your activities. If you sent a card last year but you don't this year, you become conspicuous in your absence. It's funny how often I hear from an advisor how great an idea was after they STOPPED doing it. And the reason for that is because a client comments to the advisor that they wondered if the card this year got lost in the mail. To which the advisor has to sheepishly reply, "Well actually I didn't send a card this year," creating a let-down moment for both parties. People crave consistency because it creates comfort, familiarity and trust. Consistent habits are more powerful than occasional actions.

Keep it Simple

The best phrase to handwrite in a Thanksgiving card is this:

"Everyone on our team wishes you and your family an exceptional Thanksgiving holiday. We also would like to say "thanks" for a great relationship."

Get Out in Front

As you shift gears from summer to a productive autumn mindset, it's a good idea to take action and start chipping away at this activity right away. If you plan to send the cards out to your top 50 clients or whichever group is on the Triple-A side of your service matrix, I encourage you to get prepared so that you don't need be rushed at the last minute. Think of how fast the last 60 days blew by. The next 60 will probably fly by even faster!

Continued Success!

Contributed by Duncan MacPherson

When a client leaves, call them. Say you respect their decision and then ask, “In the spirit of elevating the client experience and striving to learn from this, I'd like to ask you: Why did you leave?” Whatever the answer, I want you to think in terms of what refinement and optimization looks like. Make your clients the voice you listen to. Refinement is triggered by critical moments. Some are positive, some are negative. Let all of them serve you as you move to take your business to the next level.

Pareto Systems' Total Client Engagement Process will help you retain and attract top clients. Click here to learn more about the process: www.paretosystems.com/total-client-engagement

In Cleveland presenting on our enterprise deployment on behalf of Jack Conroy with First Trust - it's incredible when an entire firm buys into a turnkey process to elevate the client experience!

Who views it as an accomplishment when you bring on a new client? Is it you for closing them, or them for qualifying because there's a good fit? Which is the track to advocacy?

Attend Mastermind in Palm Springs, CA to discuss strategies with other like-minded advisors looking to turn their top clients into referral-generating advocates. Springs 2019 dates have been added! Click here to learn more: https://www.paretosystems.com/mastermind-total-client-engagement.html#schedule

Crack the code with strategic partners.

While the source of your most valuable perspective clients are friends and family members of your existing clients, their service providers are a close second. In this episode Duncan discuss strategies to build a strong strategic partner referral network.