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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
World Map
2019-05-07 • 4 minute video

Use video to attract new business! In part 2 of this 3 part series I discuss how to leverage video to attract new clients and sift real prospects from the mass of suspects. Let our friends at IdeaDecanter.com show you the power and impact of video can have on your business.

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2019-05-07 • 20 second read

In The Big D - Dallas TX presenting to a fine group of high caliber fee-for-service professionals along with David Northrup, Eric Holsen and Tim Daniel with First Trust Portfolios.

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2019-05-07 • 20 second read

In the studio with Chris Jeppesen in Dallas, TX working on new content and our upcoming book The Blue Square Method.

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2019-05-07 • 3 minute read
Make measurable progress in a reasonable amount of time. ~ Jim Rohn

I started my Spotlight with that powerful Jim Rohn quote, because it has always been one of the main themes of my Business Development coaching with Advisory Teams across North America.

I have fabulous, warm relationships with my coaching clients, but if my clients aren’t practicing incremental implementation of the necessary activities, then the work is ultimately useless. It becomes a feel good exercise, and although I guess it ‘feels good,’ we’re not really accomplishing much if the clients aren’t implementing.

Wisdom, uninvested, is meaningless

I take great pride in holding my clients accountable to implement the necessary work, so that they can achieve both their production and personal goals, and achieve their Ideal Life. That’s one of the many reasons that they hired a coach. So although my coaching relationships are mutually enjoyable experiences, I strive to hold my clients to task.

Memorably, one of my clients once told me: “Terry, I have to admit that one of my most productive times is the 24 hours before we have a call together.” I laughed pretty hard at this, and as a coach, I enjoyed the feeling that my clients were feeling the good pressure that comes with accountability.

Seek to understand, before you are understood

We have a full curriculum of Best Practices that I help clients implement into their world, and although the basic principles of what needs to be done don’t change from day-to-day, what does change is the specific needs of each client. Everyone is different, and it is imperative to take those proven Best Practices and customize them in a way that is a natural fit and style for the uniqueness of each team. A significant part of my coaching relationships are spent first getting to know the team, and understanding what is important to them.

Getting to hear my clients’ stories of success

I will never get tired of my clients telling me what happened after successfully implementing some of our Best Practices. For me, it’s incredibly rewarding, and for clients, it’s a motivator to achieve even more. It’s one of the main reasons I love my job so much.

A favorite story of mine was from a client that had really done a great job at implementing the New Client Process. This is, of course, our process to help Advisors bring on a new client in a way that is attractive, memorable and referable. It also ensures that Advisors bring on clients that are a match for their Ideal Client Profile. Even though he had only been using this process for a couple of months, this Advisor had already received a handful of referrals. Good ones, too.

In fact, one client that he had recently on-boarded sent an Introduction to the Advisor several weeks after becoming a client. That Introduction became a client, and then the same client sent another Introduction several weeks later. Each time, the client would call the Advisor and explain that he had passed along the Advisor’s name to a friend, and could he reach out to the friend to explain his process.

On one of these calls, the referring client explained to the Advisor:

“I don’t want you to worry: I told my friend that you don’t work with just anyone, and that it has to be a good ‘fit’.”

The Advisor, who for his whole career had previously used a rather sales-oriented approach to ‘close’ new business, was now the one being pursued by prospective clients. As he’s telling me this great story, the Advisor says to me:

“Terry, this has never happened to me before. My only regret is that I didn’t start this approach 15 years ago!”

The Pareto Business Development Coaches hear that a lot.  

Terry Gronbeck-Jones: Pareto Systems Certified Consultant | Practice and Relationship Team Management | Franchise Ready Specialist-Scalability | Train the Trainer | Author

Learn more about Terry: https://www.paretosystems.com/coach-terry-gronbeck-jones.html

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2019-05-06 • 20 second read

Here's a great story by Elaine Christakos I just have to share:

A team I work with was asking about a prospective client. This was the first time they had gone through the entire Pareto process when starting a new client relationship. They sent the intro kit, had the fit meeting and sent them away from the initial meeting saying they had to talk over the situation and determine whether or not they thought they would be a good fit.

48 hours later, the Advisor called the client and said “we looked over your goals, and discussed your situation, and we think you would be a great fit for us.”

The potential client’s response “Great, thank you, I think we would be a good fit too. I can’t wait to call my wife and tell her the good news!”

The potential client’s investable assets? $14 million.

The Advisor later told me “I have been in this business for over 30 years, but I have never felt confident with a prospective client of over $5 million, and I have never even had the opportunity to work with a client of $14 million. Having this process has given me the confidence to present and show my value to anyone – regardless of investable assets.”

Knowing that they are following a proven process, and have offerings for all levels of clients, has given him the confidence to up his game and take his business to the next level.

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2019-05-03 • 20 second read

Advisors who continually expand their client base eventually hit a point of diminishing returns. Once you exceed your service capacity, you can no longer effectively competitor-proof clients, gain their complete financial empowerment or maintain a high degree of refer-ability. As a result, you are likely to become stressed, frustrated and miss important opportunities. Furthermore, unless you hire and manage more staff, which takes time and money, you cannot effectively deploy your service matrix. In time, you will be perceived as a transactional generalist, and you will end up with a business that is a mile wide and an inch deep.

We come back full circle to the question you should ask yourself continually: If 20 percent of your clients generate 80 percent of your business, do you invest 80 percent of your time on that 20 percent? To generate the qualified referrals that will allow you to build a quality practice, you need to do exactly that. Right sizing your clientele will allow you to do it.

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2019-05-02 • 20 second read

In Pittsburgh presenting with Robert Carey and Paul McGinn on behalf of Bill Braasch, Nim Short and Jordan Dunsmore with First Trust Portfolios.

2019-05-02 • 3 min video

Use video to promote your brand and take your business to the next level! In this 3 part series I’ve teamed up with the fine folks at IdeaDecanter.com to showcase the power and impact of video can have on your business.

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2019-05-01 • 20 second read

The one thing all professional advisors have an equal amount of is time. We all have 24 hours in a given day. The concept of time-management is a bit of a misnomer. We can’t manage time itself; we can only manage the activities we choose to engage in each business day. The more you value your time, the more your clients will, as well.

2019-04-30 • 3 min video

Be a resource for your clients and their families during the good times and the hard times. Having strategic partners in event and funeral planning can go a long way in making an indelible impression on your client’s families while helping pay tribute to someone's legacy.

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