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Attract and Keep Valuable Clients

with Actionable and Sequential Virtual Coaching

Client Aquisition

Achieve Consistent
Client Acquisition

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Deploy a Panoramic
Branding Strategy

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Turnkey Best-Practices

Professionalize with
Turnkey Best-Practices

Pareto Academy is an online virtual coaching application that allows financial professionals to access Pareto's Turnkey Practice Management Programs.

Duncan MacPherson

-Duncan MacPherson
CEO, Pareto Systems

Pareto Academy
Turnkey Practice Management

Turnkey Practice Management Programs

Each of Pareto Academy's turnkey practice management programs have a full suite of actionable resources including videos, articles, tools, scripts and templates.

The programs follow the Sequential Implementation Process™, which enables professionals to put all of the pieces together, step-by-step, one strategy at a time. This approach has been developed and refined over the past 20 years by Pareto Systems, a practice management and business development firm known for helping top knowledge-for-profit professionals produce measurable results.

Pareto AcademyPareto AcademyPareto AcademyPareto Academy

Turnkey Practice Management Programs available:

Pareto's Actionable Public Webinars

View Pareto's Recorded Webinars

In this FREE program, you can view all of Pareto Systems and Pareto System's Partner's public webinars. One day after the live recording, all of our webinars will be uploaded to this program. The recorded webinars may include actionable resources such as scripts, worksheets, templates and more.
FREE
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Pareto's Actionable Public Webinars

In this FREE program, you can view all of Pareto Systems and Pareto System's Partner's public webinars. One day after the live recording, all of our webinars will be uploaded to this program. The recorded webinars may include actionable resources such as scripts, worksheets, templates and more.

Continuous Refinement
and Results

The Pareto System

20 Core Strategies delivered through a step-by-step process which includes videos, scripts, tools and templates. Learn how to uncover new assets, establish a steady stream of qualified referrals, run more efficient and profitable practices, and build and competitor-proof fiercely loyal advocates.
From $350USD/MO per user
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The Pareto System Coaching Program Outline:

20 Core Strategies delivered through a step-by-step process which includes videos, scripts, tools and templates.

The Pareto System program positions financial professionals to:

  • Uncover new assets
  • Build and competitor-proof fiercely loyal advocates
  • Establish a steady stream of qualified referrals
  • Run more efficient and profitable practices

The Pareto System is hosted by Duncan MacPherson

Duncan MacPherson

 

Get Started

1) Introduction and Orientation

  • Introduction into The Pareto System program:
    • Organize yourself
    • Organize your clients
    • Organize your team
    • Define and automate an impeccable level of client service
    • Implement a proven process for establishing trust-based relationships with new clients
    • Implement a proven process for reestablishing trust and/or enhancing relationships with your existing clients
    • Create a framework to troubleshoot and monitor your progress towards your ideal business

2) Ideal Life

  • Identify your personal motivation for making changes to your business.
  • Establish a process to regularly review your personal and business objectives.
  • Ensure that you are using your time effectively and efficiently.
  • Adopt a professional business model such as a lawyer, dentist, doctor or accountant.
  • Make conscious choices about how you spend your time.
  • Establish set hours of availability.
  • Increase business productivity through focused time allocation.

 

Organize Your Clients

3) Client Classification

  • Define clear criteria for desired assets, attitude and advocacy of an Ideal Client.
  • Establish clear criteria for accepting or rejecting a potential client on the basis of assets and attitude.
  • Establish clear criteria for classifying existing clients on the basis of assets, attitude and advocacy.
  • Finalize your Client Classification process for implementation.

4) Right Sizing

  • Determine your current client mix.
  • Identify your most valuable clients.
  • Spend more time with the clients in your AAA, AA client groups.
  • Attract more preferred clients by concentrating your attention on you AAA and AA.
  • Implement a strategy for reducing the number of less desirable clients.

 

Create the Rave Factor

5) FORM

  • (Family, Occupation, Recreation & Money) Build the foundations for client-focused relationships that transcend money.
  • Increase your awareness and understanding of the specific needs, desires and goals of your best clients (AAA, AA and A clients).
  • Provide customized attention and exceptional client service to meet the individual needs of each of your best clients.
  • Enhance the level of trust you and your team have with your best clients.

6) Advocate Service

  • Improve client loyalty and build higher levels of trust with your best clients.
  • Enhance refer-ability by cultivating an experience that AAA and AA clients will want others to experience as well.
  • Implement a fixed service program for each client classification group.
  • Automate and deliver the Advocate Service Matrix consistently.
  • Use time, energy and money resources efficiently in delivering the Advocate Service Matrix.
  • Delegate each service activity to the applicable team member.
  • Create procedures for each service activity to ensure consistent and flawless delivery of your Advocate Service Matrix.

 

Introductions

7) Introduction Process

  • Take the Path of Least Resistance - When it comes to referrals, ensure the greatest odds of success by working with those clients that already have the assets and the attitude.
  • Deserve Referrals by being Referable - Ensure that the very best clients are getting the attention they deserve. Simply being a great Financial Advisor does not necessarily mean you will receive regular referrals. Distance yourself from the notion that referrals are exclusively tied to investment performance.
  • Regularly outline your Introduction Process to Top Clients - Position the idea of Introductions as a true service for top clients, and ensure that your clients understand how Introductions should be handled via your Introduction Process.

 

New Client Process

8) New Client Advocate Process

  • Create predictability for the Advisor and team in the process of bringing on a new client.
  • Ensure that each new client has the identical experience when they become a client.
  • Align your process for bringing on a new client with your Ideal Client profile and long-term business goals.
  • Create high levels of trust and rapport with a new client that will last for the duration of your partnership.
  • Demonstrate through your process, and your actions, the clear difference between you and other advisors.

9) Pre-Appointment

  • Begin using New Client Advocate Process.
  • Begin the process of building trust by make initial contact with a prospective new client.
  • Appear courteous and professional.
  • Create awareness about who you are and what you do.
  • Create understanding and awareness about your process.
  • To have a professional Introduction Kit to create awareness of your philosophy, process and approach with clients, prospective clients and professional partners.

10) The 1st Appointment

  • Establish rapport, trust and understanding with a prospective client.
  • Build client relationships using a forthright and well-understood meeting process.
  • Preemptively answer potential questions or concerns.
  • Set the stage for a productive, professional relationship.
  • Clearly articulate how you conduct yourself and what a client can expect from you.
  • Ensure that the FIT process is used with every new client.

11) The 2nd Appointment

  • Continue to establish rapport and build trust with your client.
  • Reinforce and clarify client goals.
  • Follow up the 'Is There A Fit' decision with the fact-finding required to prepare a Personal Financial Organizer (PFO).
  • Reinforce that you both made a well-informed decision about working together.
  • Deliver your Introduction Process.
  • Set the stage for the 3rd Appointment and the delivery of the Personal Financial Organizer (PFO).

12) The 3rd Appointment

  • Reinforce the approach you take in working with clients.
  • Reinforce your Introduction Process.
  • Present the Personal Financial Organizer (PFO).
  • Position the implementation of financial strategies as solutions for Critical Financial Events.
  • Ensure that you are not selling products and dwelling on investments.

13) Welcome Aboard!

  • Provide your new client with a 'soft landing', as your relationship gets underway.
  • Strengthen the relationship with the client after the business is done.
  • Create a deeper bond of trust with your client.
  • Create an experience your client will tell others about.

 

Existing Client Process

14) Existing Client Process

  • Enhance your relationship with existing clients by gathering further FORM further information.
  • Implement a clear and precise structure for you revised financial planning activities.
  • Outline the advantages of your improved process to existing clients.
  • Reevaluate your single 'A' client relationships using the Existing Client FIT Meeting Process.
  • Convey your Introduction Process to your triple 'AAA' and double 'AA' clients to ensure they know how to introduce others.
  • Deliver a PFO to the 'A', 'AA', 'AAA' clients.

15) Existing Client 1st Appointment

  • Initiate the rebranding process with your existing AAA, AA and A clients. 
  • Provide them with a copy of your revised and/or new Introduction Kit. 
  • Communicate a clear and precise structure for your enhanced financial planning activities. 
  • Outline the advantages of your improved process to existing clients. 
  • Identify and/or update the goals and objectives of your client to enable PFO preparation. 
  • Conduct and thorough updating of their financial situation to enable PFO preparation. 
  • Convey your Introduction Process to your triple 'AAA' and double 'AA' clients to ensure they know how to introduce others. 
  • Reevaluate your single 'A' client relationships using the Existing Client FIT Meeting Process. 

16) Existing Client 2nd Appointment & Welcome

  • Reinforce the key aspects of your practice and approach. 
  • Reinforce the Introduction Process to ensure they know how to introduce others to you. 
  • Deliver a PFO to each of your 'A', 'AA', 'AAA' clients. 
  • Fully engage your top clients in the enhanced approach to managing their financial planning. 
  • Competitor-proof your best clients. 
  • Convert AA clients into Advocates - AAA clients. 

17) Review Meetings

  • Ensure that you are thorough and consistent at every review meeting.
  • Reinforce your repositioned planning process at every review meeting.
  • Establish a consistent pattern from one review meeting to the next.
  • Reinforce your Introduction Process.
  • Monitor and update the Personal Financial Organizer at every meeting.

 

Business Management

18) Organize Your Team

  • Examine the current structure and organization of your financial planning team.
  • Identify the tasks that each member of the team is responsible for.
  • Effectively and efficiently delegate tasks and activities within your team.
  • Create a structured approach to ongoing team communication.

19) Initiate Quality Control

  • Review and document every aspect of your financial planning practice.
  • Make all staff members aware and accountable to operational procedures.
  • Facilitate the training of new or temporary staff.
  • Incorporate process automation of core business activities into your CRM.
  • Have the necessary scripting and templates for business communications.
  • Create the business procedures to ensure that your best clients have a consistent, congruent and accountable experience.

 

Reality Check

20) Reality Check

  • Define the purpose of your business.
  • Provide an accountability mechanism to ensure ongoing implementation of business systems.
  • Efficiently utilize the resources you have to operate your business.

 

For volume discounts please contact us at 1-800-625-6850 or corporate@paretosystems.com.

 

Become Their Personal CFO

Total Client Engagement

This actionable proven process will enable you to quickly and predictably:
  • Competitor-Proof Clients
  • Gain Their Full Empowerment
  • Create Referral-Generating Advocates
From $200USD/MO per user
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Program Outline:

Total Client Engagement contains the following modules:


MODULE #1: CRACKING THE CODE

 

THE ART OF ARTICULATING YOUR VALUE

Simply describing yourself in terms of what you do and how you do it does not work. Pareto Systems will help you to evaluate how you articulate your value so that you gain clarity on how you are perceived and described by your clients.

Be perceived as a consultant focused on process, rather than as a salesperson focused on commissions. Learn how to:
  • Develop your professional branding strategy and create your value proposition through a four-step process.
  • Talk in terms of your ideal client; who you work with, what they want to achieve and how you get them there. Explaining WHY you do it, in terms of your sense of purpose and referring to what you do as a process, takes it to another level.

FORM (FAMILY, OCCUPATION, RECREATION & MONEY)

Create a structure to maximize chemistry and rapport with your best clients by tapping into what is important to them. It is a pre-requisite to providing the highly personalized service they deserve and expect to receive from you.

Learn how to:
  • Build the foundations for client-focused relationships that transcend money.
  • Increase your awareness and understanding of the specific needs, desires and goals of your best clients (AAA, AA and A clients).
  • Enhance the level of trust you and your team have with your best clients.

INTRODUCTION PROCESS

Rebrand how you ask for referrals by implementing the Introduction Process, which positions the concept of referrals as a true value-added service you provide to your clients.

Learn how to:
  • Leverage your clients' desire to be helpful to others and understand the dynamics of how referrals happen.
  • Integrate the Introduction Process into each meeting you have with your clients.
  • Increase the odds of success by working with those clients that already have the right assets and attitude.

 

MODULE #2: FAST TRACK TO REFERRALS

Refine, develop and deliver a process for onboarding new clients. This process will ensure consistency for every client you bring on, which is an important aspect of your future refer-ability:

  • Pre-Appointment
  • The 1st Appointment
  • The 2nd Appointment
  • The 3rd Appointment
  • Welcome Aboard!

 

Learn how to:

  • Create predictability for the advisor and their team in the process of bringing on a new client.
  • Create an introductory kit, agendas, scripting, and a Personal Financial Organizer for your appointments with prospective clients.
  • Ensure that each new client has the identical experience when they become a client.
  • Create high levels of trust and rapport with a new client that will last for the duration of your partnership.
  • Demonstrate through your new client onboarding process, and your actions; the clear difference between you and other advisors.

 

MODULE #3: MAXIMIZING CLIENT RELATIONSHIPS

Refine, develop and deliver a process for reframing with existing clients. This highly structured, client-focused approach will ensure that all of your existing clients are working with you in the true spirit of partnership:

  • Existing Client 1st Appointment
  • Existing Client 2nd Appointment & Welcome
  • Review Meetings

Learn how to:

  • Enhance your relationship with existing clients and implement a clear and precise structure for your revised financial planning activities.
  • Outline the advantages of your improved process to existing clients.
  • Convey your Introduction Process to your existing clients to ensure they know how to introduce others.
  • Utilize agendas and deliver a PFO (Personal Financial Organizer) to your clients.

Elevate the Client Experience

Total Client Engagement II

As a continuation of Total Client Engagement: Become their Personal CFO, Total Client Engagement II defines a process to organize your clients, create scarcity, focus your time, energy and money resources, build client-centered relationships and ultimately elevate the client experience.
From $100USD/MO per user
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Program Outline:

Total Client Engagement II contains the following modules:

 

MODULES #1: ORGANIZE YOUR CLIENTS

Client Classification

Create a client classification framework based on assets, attitude and advocacy that will effectively sort and organize your new and existing clients in a meaningful way.

Learn how to:
  • Define clear criteria for desired assets, attitude and advocacy of an ideal client and establish a clear criteria for accepting or rejecting a potential client on the basis of assets and attitude.
  • Establish clear criteria for classifying existing clients on the basis of assets, attitude and advocacy.
  • Finalize your client classification framework for implementation.

Rightsizing

Utilizing the client classification framework, gain clarity on where the value really exists in your business and focus on what matters; your best clients.

Learn how to:
  • Identify your most valuable clients.
  • Implement a strategy for reducing the number of less desirable clients.

 

MODULE #2: ELEVATE THE CLIENT EXPERIENCE

FORM (Family, Occupation, Recreation & Money)

Create a structure to maximize chemistry and rapport with your best clients by tapping into what is important to them. It is a pre-requisite to providing the highly personalized service they deserve and expect to receive from you.

Learn how to:
  • Build the foundations for client-focused relationships that transcend money.
  • Increase your awareness and understanding of the specific needs, desires and goals of your best clients (AAA, AA and A clients).
  • Enhance the level of trust you and your team have with your best clients.

Advocate Service

Elevate the client experience and ensure you and your team deliver ongoing client service with the highest degree of consistency and predictability by implementing a Service Matrix. Consistency is a fundamental element of trust and overall client satisfaction.

Learn how to:
  • Improve client loyalty and build higher levels of trust with your best clients.
  • Implement a fixed service package for each client classification group.
  • Use time, energy and money resources efficiently in delivering the Advocate Service.
  • Create procedures for each service activity to ensure consistent and flawless delivery.

 

Monthly Articles

From the Field - Monthly Articles

From the Field is an on-going series of bi-monthly articles that focus on important issues impacting financial professionals today. Each article focuses on one key issue and will give you actionable insights on how to implement the concepts delivered.
FREE
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From the Field is an on-going series of bi-monthly articles that focus on important issues impacting financial professionals today. Each article focuses on one key issue and will give you actionable insights on how to implement the concepts delivered.

Past articles available include:

  • Are You Fee-Worthy?
  • Make Your Website Drive Your Business
  • The Perfect Call to Action - Plant a Referral Seed in Your Holiday Greeting Card
  • Own the Mantle
  • Be There 24/7 - Develop an Online Marketing Strategy
  • Bring Success to Your Succession

 

What Our Clients
are Saying:

"Pareto has revolutionized my business. They have given me a much greater understanding of the elements of a successful practice. They have assisted me in implementing these elements effectively, particularly in those areas where my existing attitudes and fears "got in the way." The coaching program made all the difference. I strongly recommend Pareto to anyone who wants to feel that they are running their business and it is not running them."

G.Mitchell, CIBC Wood Gundy

"I am just beside myself on the results gathered so far from instituting the Pareto System. I use an agenda for meetings now and have formulated a standard package given to new clients. Already I have sent out twenty thank-you cards to new referrals. I even got a referral from a referral if that makes sense. Some clients didn't know that I was still expanding my business. I am also finding advocates that I didn't classify as such."

D. Jung, Raymond James

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