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

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 1^st 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 2^nd 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 3^rd 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 1^st 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 2^nd 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.