Duncan MacPherson and his team at Pareto Systems have created and refined a process that can be implemented with precision and certainty. And what is most exciting is that, minor adjustments can lead to major improvements.

This presentation will give entrepreneurs a full array of actionable tools that they can implement immediately to actually translate ideas into results. This approach is time-tested and proven to help make meaningful and measurable progress in a reasonable period of time.

In this presentation, advisors will learn to:

Attract a Higher Quality and Quantity of Referrals

The Shift from Salesperson to Consultant

Turn Your Book into a Business

Create a Service Matrix

Know Your Client

Discover Overlooked Vulnerabilities and Untapped Opportunities

Face the Future with Anticipation

Concentrate on Implementation

Advisor of the Future:
An Advisor’s Guide to The Pareto System Recommendation Process

There are no silver bullets when it comes to referrals. They are not realized because of clever phrases or by asking your clients well timed questions. Most referral approaches are transparent and make the advisor look needy and put the clients on the spot. Top advisors attract a steady stream of referrals because of reciprocation felt by their clients, not because of obligation.

In this presentation advisors will learn how to:

• Address the unspoken resistance that prevents your clients from referring
• Survey your clients for their referral awareness and predisposition
• Install a consistent and congruent process that earns trust
• Project a degree of scarcity that enhances your perceived value
• Train your clients why, to whom and how they should be referring to you
• Position referrals as a service to your clients rather than a benefit to you
• Attract referrals like a consultant rather than chase them like a salesperson

Fast Track to Referrals
(Length can be customized from 60-120 min.)

Today’s financial advisor understands that it costs far more time and effort to convert a prospect into a client than it does to convert an existing client into a flag waving advocate. But consider the personal fulfillment involved as well. It can be draining and anticlimactic to be perpetually convincing new people to work with you. Why not work more effectively with the people who are already convinced and let them do the convincing on your behalf? The real value in a client relationship is not in the initial commissions you earn, it’s in the commitment the client demonstrates to you over the lifetime of your relationship.

There are no silver bullets when it comes to referrals. They are not realized because of clever phrases or by asking your clients well timed questions. Most referral approaches are transparent and make the advisor look needy and put the clients on the spot. Top advisors attract a steady stream of referrals because of reciprocation felt by their clients, not because of obligation.

In this presentation participants will learn how to:

• Address the unspoken resistance that prevents your clients from referring
• Survey your clients for their referral awareness and predisposition
• Install a consistent and congruent process that earns trust
• Project a degree of scarcity that enhances your perceived value
• Train your clients why, to whom and how they should be referring to you
• Position referrals as a service to your clients rather than a benefit to you
• Attract referrals like a consultant rather than chase them like a salesperson

Take Your Business to the Next Level

Duncan MacPherson and his team have created and refined a process that entrepreneurs can implement with precision and certainty. Many people hear great ideas, and for a few days are excited about implementing them. Most presentations offer temporary value in the form of good ideas and validation, but seldom inspire participants to take action. After all is said and done, more is often said than done.

This presentation will give participants the tools to actually translate the ideas into results. Participants are given a full array of actionable tools to implement immediately. This approach is time-tested and proven to help participants make meaningful and measurable progress in a reasonable period of time.

In this presentation participants will learn how to:

• Attract a higher quality and quantity of referrals
• Use stewardship rather than salesmanship to attract high-value clients
• Competitor-proof your clients by consistently using a service matrix
• Convert occasional customers into fully empowering clients
• Deploy predictable, sustainable and duplicable systems
• Increase the profitability and value of your business
• Run your business so it doesn’t run you
• Restore liberation and order in your personal life

Articles by Duncan MacPherson:

• The Winning Edge Revisited
  
• The Power of Predisposition
  
• Building Bridges
  

* Please note that while this speaker's specific fee falls within the range posted at the top of this page (for Continental U.S. based events), fees are subject to change without notice. Also note that most celebrity keynotes begin in the $25,000 and up range (most list "Contact for Fee Schedule"). For current fee information or international event fees, please contact your Speakers Platform representative.