Avoiding a Plateau: A Case Study in Professional Contrast and Scarcity with Terry Gronbeck-Jones

This can require advisors to adopt changes that seem counterintuitive at first - such as disassociating from certain clients.

In this episode, Duncan MacPherson talks to Terry Gronbeck-Jones, co-founder of Mindset Consulting and a business development consultant at Pareto Systems. They highlight the benefits of right-sizing and explain how to approach it effectively.

They discuss:

• Major barriers to right-sizing (and how to overcome them)
• How to communicate your decision to disassociate with clients such that it enhances your brand
• How to position your network of COIs in front of clients
• Hidden opportunities in questions such as “What do you do for a living?” or “Do you have a minimum?”
• And more

Stream the new episode of Always On by clicking here: https://paretosys.co/AODM_ep37

Asking for referrals can be perceived negatively by clients, and can reflect poorly on you and your team. The goal is to leverage your client’s desire to be helpful to others, and position the concept of a referral as a value added service that you provide to the friends and family members of your clients. Encourage your clients to introduce you when the right situation arises, and ensure they clearly understand the process on how to proceed with an introduction.

Do you have a process in place for client introductions? No, what other Opportunity Gaps do you have? Find out, take our free PMI Assessment today by clicking here: www.practicemanagementindex.com

The statement "every business is built to be sold" may sound counterintuitive, especially to business owners who have dedicated their lives to building and growing their enterprises. However, upon closer examination, this assertion reveals itself to be a valuable piece of advice for all entrepreneurs, including financial professionals.

Click here to read more on LinkedIn

"The last three years have confirmed that there are some advisors that are on a collision course with obsolescence. They’re not viable, there’s too much minutia. The compliance obligations, they don’t have scale, and they themselves are looking to liberation and order."

This is an excerpt from episode 36 of the ‘Always On with Duncan MacPherson’ podcast with guest Peter Dobrich.

Here the link to the entire episode of the Always On podcast by clicking here: https://paretosys.co/AODM_ep36

The most valuable intellectual property in your business is the information you have on your existing clients. What you know about your clients’ goals or aspirations as it relates to their money and the services you provide is important; however, the critical asset is what you know about your client’s family, occupation and recreational interests - this is your clients’ WHY.

WHY haven’t you taken the PMI Assessment? It’s free, and it will help you to identify the Opportunity Gaps that can propel your business to the next level. Take the free PMI Assessment today at: www.practicemanagementindex.com

You know who your ideal clients are; determine what characteristics make them a fit for your business. Often, professionals get into the habit of identifying their target or ideal client either by a minimum revenue threshold or by speaking in vague terms. Either of these tactics makes it difficult to effectively communicate to your team or current clients who is the best fit for your business, and who should be introduced to you.

Do you have an up-to-date Ideal Client Profile? No, what other Opportunity Gaps do you have? Find out, take our free PMI Assessment today at www.practicemanagementindex.com

It is the implementation of an IDEA that sets it apart from everything else and brings it to life. A strategic plan lets you implement efficiently and more predictably. Strategic Plans can have real value if they are thoughtfully created, referred to regularly, adjusted as needed, and involve the entire team. Strategic planning can be simple, and it can help you establish and meet your targets.

Want to know where you rank in Practice Management? Take our free PMI Assessment today at www.practicemanagementindex.com

Leading up to 2023, what made a financial professional successful? What activities did they focus on? What did their team actually implement? Do years of experience necessarily mean that you will be more successful? Does having a larger team mean that you run a better practice? Overall, where does the industry stand in practice management?

Click to here read more on LinkedIn

Have you considered going franchise ready - or are you already in the process? At Pareto Systems we help clients transition from an organic growth model to a scalable growth model - with minimal friction.

Many transitioning clients ask us “How can I find someone that aligns with my team, will contribute to our growth strategy, and will continue with us for the long-term?” Through our Building Exception Teams process, we help set many Advisory Teams up for the best possible outcomes.

To learn more about our Building Exception Teams process schedule a call with us today and talk to one of our experts by clicking here: www.paretosystems.com/schedule-a-call

You are not asking clients to buy a product. You’re asking them to buy into a process.

So, if you want clients to really buy in, you need to have an effective client engagement process in place.

Not sure how to do so? Check out the latest episode of the Always On with Duncan MacPherson podcast by clicking here: paretosys.co/AODM_ep36