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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
2019-10-31 • 5 minute video

Convert your ‘customers’ into fully empowering ‘clients’ who see the value of your process, panoramically, fully and completely, and generate a steady stream of quality referrals.

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2019-10-30 • 20 second read

Talk to your clients and insulate them from the many factors out of your control. The more they trust you and feel comfortable with you, the more likely they will respond with advocacy when a friend asks them if they are happy with their professional advisor.

2019-10-29 • 3 min video

Achieve professional contrast and stand out from the pack.

In this episode in the “Blue Square Video Series”, Duncan explains how using professional contrast will help you achieve “The Winning Edge” so your clients have a higher level of trust, understanding and appreciation for you, your people, your practice and your process.

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2019-10-29 • 3 minute read

When it comes to improving advisor productivity, our coaching process typically looks at two areas that exist, to varying degrees, in every business: identifying untapped opportunities as well as overlooked vulnerabilities.

Untapped Opportunities

When it comes to untapped opportunities, we want to identify the lowest possible hanging fruit that exists that an advisor can zero-in on and convert into new business quickly and predictably. And while the list of untapped opportunities can be substantial, more often than not the issue that is the easiest to address is that of client referrals. It's rare to find a financial advisor who is anywhere close to maximizing the potential that exists in terms of consistently attracting a high quality and quantity of referrals from their best clients let alone from strategic partners.

Many advisors, while being refer-able because of their financial skill set and professionalism, simply don't ask for referrals. The reasons are clear. They either fear rejection or they fear putting their relationships at risk by looking needy or desperate. So they simply don't go there.

It's amazing however when we ask advisors to start by re-positioning the concept of a referral as a service they are providing to their clients rather than as a favor they requesting of their clients. In doing so they don't actually ask for a referral they simply communicate to their clients that they will make themselves available to act as a sounding board for friends and family members who have some apprehension or anxiety about the future and the track they are currently on. The advisors who make this transition and re-frame the concept feel more relaxed and confident discussing the concept of meeting with a friend and clients see it as a value-added service that is of true value.

But here is where it often gets interesting. Sometimes a solution to a problem can create new problems over time. It's very common that an advisor starts to see an increase of inbound phone calls from clients who have endorsed the advisor to a friend, and due to the absence of a solid relationship management process, things start to fall through the cracks. Meetings get double-booked, confirmation calls are forgotten, follow-up calls get delayed or missed, introductory kits don't get sent out, proper tracking in terms of thank-you cards are neglected, and on it goes. This lack of consistency will turn the referral tap off and your refer-ability will have been short-lived.

You have to keep in mind that the primary issue that can undermine your refer-ability with clients and partners is their lack of clarity or confidence in terms of how the endorsement will ultimately come back to reflect on them. As easy as it is for someone to refer a friend to you, guess what? It's always easier not to refer someone. In other words, your clients want to know that their friend is in good hands, will be well taken care of and in time will come back and say thanks for making the introduction. If there is a lack of certainty, you won't be recommended - at least not more than once.

Overlooked Vulnerabilities

This brings me to the issue of overlooked vulnerabilities. If you modify your approach to referrals and position it as a service you are providing and continually remind your clients of this service throughout the lifetime of the relationship, you will have addressed an untapped opportunity and will attract more referrals. However, if you don't have a process to manage and track your referrals in a professional and predictable manner, things will fall through the cracks and you will manufacture a subtle yet overlooked vulnerability.

Continued Success!

Contributed by Duncan MacPherson

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2019-10-28 • 20 second read

If you travel around the world, you don’t have to go too far to realize that most of the people on the planet would kill for your worst day. Because you aspire to achieve things through integrity-centered actions, you accomplish goals through the service of others rather than at the expense of others. So keep on dreaming big dreams but, in the meantime, be happy with what you’ve already accomplished while you aspire to fill in the boxes that have yet to be checked.

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2019-10-28 • 20 second read

In Philadelphia speaking to a great group of PGA golf professionals about converting clients to referral generating advocates as a value add-on behalf of Stephen Scanapicco and Charles Fahy with Morgan Stanley as well as Eric H. Daley at First Trust.

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2019-10-25 • 20 second read

Remember: You can only work it if the clay is soft. Professionals find that no growth comes from arrogance; only from the humility can they improve.

2019-10-24 • 5 minute video

When you push, you repel, and what you chase often alludes you.

In this From the Vault video Duncan MacPherson discusses the Law of Attraction, and how to use it convert your prospects into referral generating advocates.

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2019-10-24 • 20 second read

In Dallas along with Ann Koblenzer at First Trust launching a Total Client Engagement process that converts clients into referral generating advocates.

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2019-10-23 • 20 second read

There is a distinction between a financial plan and financial planning. A financial plan for a client is essential, but it’s proprietary and is being increasingly commoditized. With any material change in my life - a critical life event – it will render that plan obsolete. Financial planning is not fixed and transactional. It’s fluid and dynamic. You can’t outgrow it. Clients grow into it, especially when it comes to continuity and succession.

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