Critical life events that are going to happen to your clients. Whether an inheritance or a liquidity event, that money is going to flow. Your process has to take into account all the dynamics around continuity and succession, family investment legacy and these critical life events. You're not just managing money now, you're managing relationships through change and crisis. Make sure you're not playing defense.

Work with my team to learn how to help your clients deal with their critical life events: www.paretosystems.com/total-client-engagement

Content marketing can be a bridge to deeper relationships with potential ideal clients – and social networking can be useful tool and complement to it. In this episode of the 5 Minute Fix, Duncan explains how to make the most of your marketing – making sure your time is invested in productivity – and how to focus on reinforcing your positioning as a consultant in all your communications.

Subscribe to the Pareto Systems YouTube channel for more great videos by Duncan and take your business to the next level: www.youtube.com/user/ParetoSystemsInc

I wanted to share an email I received recently from a past client that went through our Pareto System program. It’s for these reasons I do what I do…

"I wanted to reach out to thank you for your post today - Stop transacting/ Start engaging. It really hit home for me.

I read your post immediately after an initial fit meeting with a prospect today - the prospect conveyed your message beautifully. She validated for me the Pareto process I've been following for many years. During our meeting she mentioned she's not sure how many more times she needs to say no to the bank who is after her business in a big way after the sale proceeds of her business hit her bank account recently. She said her experience with me has been so very different. I truly feel I'm a consultant with a process - not a salesperson trying to win her business.

Bye for now and thanks again,
Mark Neufeld"

Why is it important to you to hear someone reveal the goals that give their life purpose? It takes the accomplishment of the goal beyond anything trivial and drives home purpose. Professionalize this so it's not just good intentions. Understand what somebody aspires to with respect to their family, their occupation and the recreational interests, because money is a means to those ends, but the value you bring around their money ensures that those goals are attained.

Work with my team to learn how to help your clients realize their goals: www.paretosystems.com/total-client-engagement

With Geet Chawla at a best practices Mastermind session in Palm Springs, CA - Geet is not only a rising star in financial services, especially serving professionals, he is a serious student when it comes to practice management and a great guy!

In an increasingly abstract industry – how much of what you do can be held in your clients’ hands? In this episode of the 5 Minute Fix, Duncan explains how to take your value from vapor to paper and in every aspect of the client experience ensure that you present clients things they can hold to anchor their relationship and to amplify your value – to de-commoditize the services you provide and make your value real and appreciated.

Learn how to articulate your value and turn your processes from vapor to paper to achieve consistent quality client acquisition with the Blue Square process: www.paretosystems.com/blue-square

Added this great image of Gordie to the wall of fame in the office. Love having him look over my shoulder especially with the poppy on his hat…. #lestweforget

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 www.keyeragifts.com or call 1-250-801-3217 to learn more.

In this episode of The Blue Square Method, Duncan discusses the difference between a ‘sales process’ and a ‘fit process’ and how using a ‘fit process’ can help a prospective client reveal the unmet needs that they're trying to have addressed.

We work our clients to establish a fit process to improve their refer-ability. See if you are a fit for Blue Square: www.paretosystems.com/blue-square

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.”

Learn more about managing expectations with the Pareto Systems Total Client Engagement process: www.paretosystems.com/total-client-engagement