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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

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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.
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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,
Consistent 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 $99USD/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.

 

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.
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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

 

A 90 Day Plan

Breakthrough Business Development

Achieving a business breakthrough is done by design, not by luck or chance. Breakthrough Business Development offers a clear plan to take your business to the next level. It provides a proven system that will help you manage, build, and maximize your client relationships in just 90 days, while you run your business efficiently.
From $10USD/MO per user
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This program is based on the best-selling book of the same name written by Duncan MacPherson and David Miller (learn more in About The Authors).

If, as the Pareto Principal States, 80 percent of your business comes from 20 percent of your clients, do you have a process to ensure that you are investing 80 percent of your time with those most deserving clients?

Achieving a business breakthrough is done by design, not by luck or chance. Breakthrough Business Development offers a clear plan to take your business to the next level. It provides a proven system that will help you manage, build, and maximize your client relationships in just 90 days, while you run your business efficiently.

The 12-week program is built on the four cornerstones of the STAR system:

  1. Strategic Analysis
  2. Targets and Goals
  3. Activities
  4. Reality Check

These four simple, proven steps provide the what, the why and the how of running and building an efficient business. The Breakthrough Business Development program includes forms and templates to help you create your own personalized business development plan for attracting and keeping valuable clients.

Breakthrough Business Development Program Outline:

Introduction: Overview of Our STAR Business

1) Planning Process

  • The S in STAR is the strategic analysis
  • The T stands for targets and goals
  • The heavy work begins with the A in STAR-activities!
  • The R is the reality check

 

PART 1: Strategic Analysis (Weeks 1-4)

1) Your Untapped Opportunities

  • Identify and Take Advantage

2) Marketing Pillars and the Loyalty

  • Ladder
    • Identify Your MVPs
    • The Law of Attraction
    • Advocates: The Ultimate Clients
    • Moving Up the Ladder
    • Position Advocacy as a Benefit to Clients, Not to You

3) Your Overlooked Vulnerabilities

  • The Importance of Organization and Structure
  • Mistaking Motion for Action
  • Systems Create Success

4) The Creation and Benefits of a Procedures Manual

  • The Four Cs of Advocacy

5) Client Classification and Triple-A-An Ideal Client Profile

  • Getting Started
  • The first A of the Ideal Client Profile is simple-action
  • The second A is attitude
  • The third A is advocacy
  • The Upside to Rightsizing
  • Respectful Disassociation

6) Build Client Chemistry with

  • FORM
    • These Fundamental Strategies Make This Approach Effective
  • GET ON IT!
    • Family
    • Occupation
    • Recreation
    • Message

 

PART 2: Targets and Goals (Week 4)

7) Success Is Achieved by Design Not by Chance

  • Goals Are the Why; Strategy Is the How
  • Something to Think About

 

PART 3: Activities: Your Business Development (Weeks 5-12)

8) Establish a Client-Centered Code of Conduct Using DART

9) Deserve

  • Create a Client Service Matrix
  • Stir the Pot with a Ninety-Day Call Rotation

10) Ask

  • Asking Starts the Receiving Process
  • Ask People to Move Up Your Loyalty Ladder
  • Step 1: Always Use an Agenda
  • Step 2: Have No Hidden Agenda
  • Scarcity Creates Abundance
  • Converting Customers into Fully Empowering Clients
  • Being Forthright Is Refreshing-for Everyone!
  • Full Disclosure Lights the Path
  • Is It Too Little, Too Late to Use Full Disclosure with Existing Customers?
  • Making Exceptions: The Slippery Slope
  • Attracting a Higher Quality and Quantity of Referrals
  • What Is Undermining Your Refer-ability?
  • The Advocate Referral Process
  • Train Your Clients to Reach Out to You
    • Referral Checklist
    • P.S.-Letters to Clients Are Great as Referral Reminders
  • Frame Your Way to Success

11) Reciprocate

  • Create Promotional Partnerships and Strategic Alliances
  • A Great and Supportive CAST
  • Launching the CAST Initiative
  • It Is Worth the Effort

12) Thank

  • When Someone Becomes a New Client
  • The Five-Step New Client Welcome Process
  • Saying Thanks for a Referral: Feed the Goose
  • Good Branding Is Outstanding
    • Establish a Foundation
    • Milestone Recognition
  • Improving Communication Is Key
  • A Final Word Before We Shift from Client- Centered Marketing to Prospecting
  • Shameless Plug for the Pareto Platform

13) Prospect Target Marketing

  • On to Prospecting
  • Avoid Spray-and-Pray Marketing
  • Specialize, Don't Generalize
  • An Insider's Reputation Makes you Stand
  • Out from the Pack
  • So You've Decided to Specialize...Now What?
  • Converting Prospects to Clients with AICA
    • The First A in AICA Stands for Attention
    • The I in AICA Stands for Interest
    • The C in AICA Stands for Confidence
    • The Last A in AICA Stands for Action
  • Give Them Something Meaningful to Ask For
  • Give Prospects a Bridge to Cross
  • DRIP On Them
    • The D in DRIP Stands for Discipline
    • The R in DRIP Stands for Respect
    • The I in DRIP Stands for Inform
    • The P in DRIP Stands for Persist
  • Additional Points to Consider
  • Four Marketing "Don'ts"
  • The Moment of Truth: The Prospect Opts In!
  • Additional Prospecting Concepts
    • The Telephone
    • Seminars
    • Trade Shows
    • Print Advertising
  • Shifting Gears

 

PART 4: Reality Check (Week 12)

14) Holding Yourself Accountable

  • Don't Let Your Intent Diminish
  • The Qualities of Success
  • B.R.E.A.K.T.H.R.O.U.G.H. to the Next Level
    • Belief
    • Responsibility
    • Empowering
    • Asking
    • Knowledge
    • Time Management
    • Humility
    • Reciprocity
    • On Purpose
    • Urgency
    • Gratitude
    • Honesty
  • All Systems Go!

 

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

 

Bring Success to Your Succession

Succession 360 Process

This program is suited for Advisors that are nearing retirement or a transition in their career and at the same time looking to create a successful and profitable Succession Plan.

Following The Succession 360 Process, we will help you to create a clear path with minimal friction and disruption to the business and client relationships.

This program is an all-encompassing solution and ensures a predictable succession.

From $150USD/MO per user
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Welcome to Advisor Continuity Solutions and The Succession 360 Process. You are entering into a process that combines the knowledge of multiple industry experts dedicated to providing you and your team a variety of solutions for the benefit of your clients, protègè and for your well-deserved work optional lifestyle.

The faculty is committed to your success, and presents a systemized process to leverage your time and to provide you with renewed purpose and energy.

Duration and Time Commitment

12 Month Program with approximately 3-5 hours every two weeks.


Working through the Succession 360 Process

DNA BehaviorUnderstanding Behavior

This program has four main components and is designed to be completed in sequential order. The first can be found in Module #1: Understanding Behavior, brought to you by DNA Behavior. The four strategies found here act as the foundation of both the program and your succession.

In these four strategies DNA Behavior will take you through the Business DNA Natural Behavior Discovery to help you better understand yourself, your protègè and your team to maximize performance and start building a successful succession.


StretchWorking with Millennials

The second component to a successful succession is found in Module #2: Working with Millennials, brought to you by Stretch Consulting. Let's face it, relating to your protègè may not be an easy task if they are from a different generation. The four strategies in this module help you to relate to your millennial protègè and become a better leader.


Advisor Continuity SolutionsBring Success to your Succession

The third component can be found in Module #3: Bring Success to Your Succession. There are two strategies in this module, the first being Purpose. This strategy encompasses many life lessons to enable you to maintain balance, health and happiness while still achieving a level of success that few attain.

In the Leadership strategy, using Eric Heiden's four Principles, Michael Marciniak of Advisor Continuity Solutions will help you to understand the keys to success.


Pareto SystemsCracking the Code

The fourth component to the Succession 360 Process focuses on Practice Management and Relationship Management. Modules 4 through 7 will help you to create turnkey processes for yourself, your protègè and your team. The strategies in these modules were created by Pareto Systems and will help you and your team to:

  • Professionalize the Client Experience and Run Your Business Like a Business
  • Achieve Consistent Friction-Free Client Acquisition
  • Restore Liberation and Order to Your Life

Ensure Your Clients Have a Meaningful Appreciation for:

  • The People - to ensure relationships are maximized and competitor-proofed
  • The Practice - to increase the intrinsic value of your enterprise
  • The Process - to make your value proprietary and conceptual rather than abstract

In the End You Will:

  • De-commoditize so that clients focus on what you're worth, not what you cost
  • De-personalize so that clients are buying into your process, not buying products
  • De-mystify so that clients can articulate your value to others in a compelling way

The Faculty

DNA Behavior

Know Your Customer, Online Behavioral Discovery, Behavioral Marketing, Behavioral Economics, Behavioral Finance, Communication Style, Customer and Employee Engagement, Human Capital Management, Business Performance Improvement, Employee-Customer Matching.

We provide a suite of stand-alone, client-centered behavioral relationship management solutions to businesses utilizing DNA Behavior Discovery Systems for improving performance. Each solution involves different dimensions of behavioral discovery.

Business DNA for Human Capital Management to Improve Business Performance

Business DNA for Client Experience Management to Improve Relationship Performance

Business DNA for Personality Management to Improve Financial Planning Performance

The outcome is that the leaders of the business will be able to improve the engagement of their employees, clients and customers through knowing what motivates them and thereby being able to provide customized lifelong experiences on a scalable basis.

Stretch Consulting

Our consulting services focus on delivering measurable improvement via organization development (OD), strategy development and change management.

Our range of services include strategic reviews, organizational climate studies, change management, strategy planning, and process improvement. We have extensive experience in Hospitality, Government, Education, Healthcare, Retail, Public and Private sectors.

Millenials!

Have you ever left a voicemail for a young team member to return your call, and instead you received a text message? Or, does it seem as though you have to do much more hand-holding for this group than was done for you? If you engage with the Millennial-generation, their experience in helping navigate this maze is essential!

Advisor Continuity Solutions

Advisor Continuity Solutions was founded in 2014. Our mission is to provide Sr. Advisors a path to a successful transition. Sr. Advisors, delivering concierge services via a team and family members are hugely dynamic and complex businesses that require a team approach to cover all of the intricacies of succession. Our expert faculty delivers Succession 360, a 7 step turnkey process, for bringing on a family member or protègè to leverage time, resources, increase client service and practice value while avoiding common succession mistakes.

Pareto Systems

Pareto Systems is a leading business development consulting firm. We provide proven business development, practice management and marketing solutions to top financial advisors and wholesalers throughout North America through our speakers, consulting services, and the Pareto Academy LMS (Learning Management System).

Pareto Systems positions financial services 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
  • Restore liberation and order to their personal lives

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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