- Be ready for DoL
- Project scarcity
- Differentiate yourself
Focus Series
Pareto Systems is introducing four Focus Playbooks to help Advisors take the abstract nature of their business and make it tangible. Commoditization is a real and growing issue. Aside from a prospectus or statement, your business has become extremely virtual and complex. As a result, the commoditization of your role has been amplified to the point that clients can trivialize your value and leadership and focus solely on products, pricing and performance.
Each Playbook identifies a specific strategy for competitor-proofing your business so that your clients are focusing on your philosophy, planning strategy and process.
The DoL Playbook
Convey your full transition from salesmanship to stewardship and ensure clients focus on what you're worth, not what you cost. Clients can understand and appreciate every aspect of value you represent through your process.
Following a fiduciary mind-set enables you to exceed every aspect of compliance while de-commoditizing your value to clients. This way, clients buy into your process rather than simply buying investments and, as a result, they appreciate what you're worth rather than fixate on what you cost.
Sections Include:
- Be Fee-Worthy
- Never Negotiate Your Value
- Make Compliance your Friend
- Becoming a Fee-Worthy Advisor
was contributed by Duncan MacPherson
and Pareto Systems
