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Are you a professional who wants to:
  • Consistently attract and retain great clients?
  • Run a more efficient and profitable practice?
  • Elevate the client experience?
  • Drive enterprise value?
  • Deploy a scalable growth model?
  • Create a panoramic branding strategy?
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Pareto Systems is a consulting firm dedicated to knowledge-for-profit professionals. Our practice management and relationship management programs are ideally suited for:
  • Financial Professionals
  • Insurance Specialists
  • Estate Planning Attorneys
  • Accounting Professionals
  • Trust Specialists
  • Wholesalers
  • All knowledge-for-profit professionals
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2019-05-20 • 20 sec

Make your clients the voice you listen to. Just as importantly, demonstrate that you’re acting on their feedback. Close the feedback loop by continually pointing to any surveys or input you sought from your clients, and show them the actions you’re taking. This takes it from a claim that you’ll be improving the client experience, to your clients actually appreciating the elevation of service.

For more information on how to make your clients the voice you listen to and much more, talk to us about The Pareto Systems:

#practicemanagement #branding #businessdevelopment

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2019-05-17 • 48 minute audio

Join Pareto Systems CEO Duncan MacPherson and Curt Steinhorst, authur of the best selling book "Can I Have Your Attention", as they dive deeply into how to overcome distraction and reclaim your focus in this 48 minute podcast.

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2019-05-16 • 4 min video

In this episode Duncan discusses how progress comes as much from WHO you're exposed to as it does from WHAT you're exposed to. Right-sizing your book of business will allow you to focus on the clients that DESERVE you rather than the clients that NEED you.

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2019-05-15 • 20 second read

Listening doesn’t just make a client confident and happy; it gives you real information that makes you better in turn. It’s possible for your judgment to be clouded by inertia confidence, by neglect or by getting into a feedback vacuum. Your clients are the best board of directors/advisory panel you can have. They will keep you on track.

Excerpt from the Advisor Playbook:

If you need to open deeper communications with your ideal clients, talk to my team, we can help. Ask for our consulting coordinator: 1.866.593.8020

2019-05-14 • 3 min video

Avoid those that are negative, cynical and perpetually fault-finding to avoid becoming part of that environment.

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2019-05-14 • 3 minute read

I was speaking with an advisory team last week, and they told me a process story.  

This team has bought in completely, and it was a major shift in mindset and process for the team. They had committed to keeping on Pareto’s process as closely as possible. 

They recently had a new referral. They went through the pre-appointment process as outlined and had the first appointment, pretty much exactly as scripted. They made the follow-up phone call 48 hours later, and agreed they were a good fit. The next appointment was set to follow in two weeks. 

The CSA was tasked with getting in touch with the prospective client and letting him know what info was needed for the second appointment. The prospective client said he needed more time, and rescheduled an additional week out. 

When the CSA contacted to confirm the appointment, he moved it again. Then emailed and moved it yet again. The appointment was now set two months out from its initial date.

The Advisor decided that they couldn’t go that far off process, so he called the prospective client and, in effect, told him that their process involved moving forward, and they couldn’t know what their capacity would be in two months. So if prospective client wanted to revisit the fit process in two months, he asked that they get in touch and that the Advisor’s team would look at possible fit again.

The reaction? The prospective client hung up the phone, and said “they fired me!”

A couple of hours later, the prospective client called the advisor and apologized for being negligent, and for disrespecting the advisor’s process. He asked if they would please allow him to get together all the needed financial information and meet in two weeks. 

Following this interaction, the Advisor said his strategy in dealing with client challenges going forward, is to “throw the process under the bus when necessary” – effectively highlighting that it’s not a whim on the Advisor’s part that things are done on schedule. It’s not personal; it’s the process that the Advisor follows in order to best serve his clients.

Contributed by Elaine Christakos 

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2019-05-13 • 20 sec

In addition to strengthening your client relationships and running a more efficient and productive business, the process of developing a “Fee-Worthy” mindset and approach can provide you with another meaningful benefit. You also become more efficient with your time. With money we think of Return on Investment; with time we should be thinking about ROE - Return on Energy.

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2019-05-10 • 20 sec

Just so there is no mistake: Everything you do is client-centered, whether meeting with a client’s friend, recruiting a protégé or conveying the full array of your services. Everything is client-centered, including right-sizing. If you have too many clients, or clients you cannot stand working with, no one wins, and that has to be the core principle that governs right-sizing.

Learn how to stay client-centered through our Total Client Engagement Process:

#advisors #businessdevelopment #practicemanagement

2019-05-09 • 4 min video

In the final part of this 3 part series I discuss strategies to market your videos. Our friends at will help you unleash the power of video and elevate your business.

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2019-05-08 • 20 second read

The key to reaching the next level is to take your processes from a concept in your head and galvanize your vision and deliverables on paper for you, your team, and your clients to see. None of what you do is an asset or an intellectual property unless it’s documented. If it’s in your head, it’s just a concept.

Turn your good intentions into a proprietary process. Visit:

Pareto Systems
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