With all of the day-to-day responsibilities a branch manager has regarding compliance and operations, there are simply not enough hours in the day to bring added value in the form of business building solutions to advisors in the branch. For a producing manager, this reality is amplified even further. 

Pareto Systems has been working closely with all levels of branch managers for years and we’ve achieved tremendous success coaching them to be more efficient and effective at helping their advisors be more productive. Below is a sampling of our train-the-trainer approach that is efficient, scalable and leads to measurable results without overloading the branch manager. There is also an opportunity for you to receive a more detailed white paper on this concept if you’re looking to take a deeper dive to learn more.

The Why is Obvious, The How is A Lot Tougher

Clearly the motivation for striving to be an Indispensible Branch Manager leads to a multitude of benefits, including:

• Rep Retention - advisors are competitor-proof and remain loyal
• Advisor Lift - net new assets and rep production increases
• Advisor Advocacy - the branch attracts new advisors organically from referrals

It Starts with a Mindset

When a branch manager strives to treat advisors like clients and deploys a service matrix to ensure the most productive and deserving advisors receive the support they need, the momentum will build. Like most branches, 80% of the production is generated by 20% of the advisors and as such the branch manager needs to create an aspirational environment by investing 80% of his or her time with those most deserving 20%. There are advisors who “need” support and advisors who “deserve” support. You can’t spend time with the advisors who need it at the expense of the advisors who deserve it.

It Gets Implemented with a Process

We all know that good intentions are not enough. Branch managers need a methodical and sequential approach in order to bring this to life. There are three pieces to that puzzle:

•  It must be Actionable - all strategies must be proven and easy-to-implement to ensure the advisors make meaningful and measurable progress in reasonable time.
• It must be Incremental - advisors need a series of small strategies to deploy over time to build the bridge as they cross it rather than sipping from the fire-hose.
• It must be Consistent - value-added can’t be sporadic, it must be on-going.

You Can’t Want it More Than the Advisor! 

By providing actionable and incremental strategies over a consistent period of time, the manager leaves the advisor wanting more. After implementing the initial strategy and getting results, the advisor comes back and has earned the right to receive the next strategy. This is where self-motivation is created. When you data dump, the motivation is temporary. When you make it sequential, it takes on a life of its own and the concepts become habitually deployed over the long haul.

Where do I Find the Time?

This all might sound idealist considering the volume and velocity of responsibilities a branch manager has. The manager must use technology to give him or her scale and reach while being hyper-efficient with their time.

A Call to Action! 

Pareto Systems has written a white-paper entitled The Indispensible Branch Manager that highlights our proven process for how a branch manager can efficiently and predictably add value to advisors that they actually value. To receive a copy, please email Evan McKinnon at emckinnon@paretoplatform.com.

Continued success.

The process can then be programmed into your CRM and in that way, there will be a clear and precise record of every step that is completed. By following a process in this manner, you create an experience for your clients that appears both consistent and congruent and ultimately ratchets up trust to new, significantly higher levels.

If you are the type that tends to “wing it” every time you try and do anything, you create the opposite effect, and your clients learn to distrust you more and more. Can you imagine where McDonald’s would be today if they allowed each restaurant in their chain to create their own recipe for the Big Mac?

Unfortunately, processes do take time to create and you and your team need discipline to follow them. They aren’t the sexiest part of your business. I actually had one advisor tell me that he didn’t want to be precise in the processes he followed as he believed it would make his life too boring. He said he would lose interest in his work and his revenues would fall. To the contrary—processes are liberating.

With processes, you know when something is going to be done and who is going to be doing it. You know what you are going to be saying and how you are going to be saying it. Processes liberate you to be creative with every other aspect of your communications with your client. You have time to think and genuinely listen and show interest. You have peace of mind in knowing that things will be done properly, completed thoroughly, and that you will get the expected results: Or do you?

What happens when a process is simply a bad process? I had the unfortunate opportunity to witness this in action last week. I am a member of an organization that hires people on contract on an annual basis. Their process is one whereby they review performance, make a decision to renew, and then inform the members of their decision.

Several times over the last 15 years, the chosen committee has gone through this process and come to the conclusion that they should not renew the contract with some very popular people. The result is devastating to the club. Many people simply leave the club and look elsewhere for their services. Others stay but are bitter. Those that made the decision are defensive and angry. Overall, the process has failed to deliver a satisfactory result time and time again. Where did they go wrong?

Well, having a process is important and it does have to be followed, or perhaps the results would be even more catastrophic. Just as important as the need to have a process is the need to evaluate it regularly, and to make minor adjustments to ensure the results are exactly what you wanted.

The first time that you fail to deliver exactly what you want is the time to review and determine which steps need to be adjusted or changed. In our client acquisition process at Pareto, there are about 25 steps. These steps have been tweaked many, many times over the last 15 years. What prompts us to tweak them is when we recognize that something has not gone exactly the way we wanted it to. This could be an unhappy client for one reason or another. It could be a result of a document going astray at a certain point in the process. Perhaps something was not delivered to the prospective client in a manner that it should have been. There are a million possibilities.

So, if you have tried to follow process in the past, and they have failed you, it is more likely that you have failed the process. They can’t be created and forgotten. They need to be evaluated for results and constantly tweaked. Is there any such thing as a perfect process? Our process has not been altered in a few years now but I am certain that the time will come for us to make one more adjustment.

Get To Know Pareto Systems

Attend our 20-minute Virtual Open House, hosted by Duncan MacPherson, and learn how to Increase Advisor Productivity. 

Date:  Wednesday, June 1^st

Time:  4:00 EDT

Click here to register! 

Space is limited!

Continued success.

In his new role, Brad will lead and oversee Pareto’s relationship with the Microsoft Dynamics and Enterprise Platform groups, focusing on product development, global expansion plans and enterprise sales. Mr. Prodger also assumes responsibility for business strategy development, industry analysis, strategic partnerships, and growth in the capital markets, banking and insurance verticals.

Prior to joining Pareto Platform, Mr. Prodger served as an Industry Solution Manager with Microsoft Corporation where he initiated their wealth management business - the Advisor Platform - and later ran the global expansion, where he delivered substantial new revenue over a five-year period. With over 25 years of business and strategy development experience in the insurance, wealth management and software industries, Mr. Prodger will enhance the strength of the Pareto Platform Executive Team, bringing his proven track record of leadership and accomplishment.

Mr. Prodger holds a Bachelor of Arts degree from the University of California, Santa Barbara.

“I have yet to meet anybody in the industry who has a higher degree of knowledge of wealth management CRMs, or has deeper and more meaningful relationships in the Microsoft community or wealth management field. We are tremendously pleased to have Brad on board,” commented Mr. MacPherson.

The announcement of Mr. Prodger to Pareto Platform’s Executive Team follows news in early 2010 of Pareto’s partnership with software behemoth Microsoft and the launch of the second-generation platform powered by Microsoft Dynamics CRM.

The Pareto Platform is a turnkey web-based Business Development and Relationship Manager delivering tools for advisor productivity based on time-tested best practices. It is completely specialized to the financial and wealth management industry.

For media inquiries or further information, please contact Scott Simpson, Communications Manager at 1-800-625-6850 or Duncan MacPherson, Co-CEO at 250-979-8684.
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Over a 25 year career in financial services, Mr. Walters has been a leader in the insurance, asset management, and broker/dealer businesses. His most recent role was as President and Chief Operating Officer of Hartford Life Insurance Company, one of the largest life insurance companies in the US. During his 10-year tenure at Hartford Life, John was responsible for an array of businesses, including Woodbury Financial Services, an 1,800 member independent broker/dealer and member of the Hartford Financial Services Group. Under his guidance, Woodbury was awarded the US Broker/Dealer of the Year by Investment Advisor magazine. Prior to Hartford Life, Mr. Walters enjoyed a proven track record of product management, strategic acquisition, and relationship management at First Union Securities and Wheat First Securities.

Mr. Walters holds a Bachelor of Science degree from the University of North Carolina and a Masters of Business Administration from Duke University.

“Pareto Platform is tremendously excited to welcome John to our team. He brings with him a wealth of knowledge, along with industry experience and expertise which inspires a new level of credibility for us not only in North America, but globally,” offers Co-CEO Duncan MacPherson.

Walters’ involvement in Pareto culminated as a result of his investment during the CRM company’s recent successful private capital raise. “Without a doubt, John’s partnership and guidance provides Pareto additional strength and financial stability,” adds David Miller, Co-CEO.

The announcement of Mr. Walters to Pareto Platform’s Board follows news in early 2010 of Pareto’s partnership with software behemoth Microsoft and the launch of the second-generation platform powered by Microsoft Dynamics CRM.

“I am pleased to join the Pareto team. The Pareto Platform is a unique CRM solution for advisors centered on improving the client/advisor relationship. It is the only advisor CRM platform on the market which is built around this client centric model,” offered Walters when asked to summarize his motivation in joining forces with the tech company.

The Pareto Platform is a turnkey web-based Business Development and Relationship Manager integrated with time-tested best practices. It is completely specialized to the financial and wealth management industry.

For media inquiries or further information, please contact Scott Simpson, Communications Manager at 1-800-625-6850 or Duncan MacPherson, Co-CEO at 250-979-8684.
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When your clients talk about you with a friend of theirs do they describe you as someone who sells investments or as someone who is a financial consultant?

As you know, a salesperson asks you to buy something and a consultant asks you to buy into a meaningful relationship.  The way you communicate and conduct yourself with your clients helps you determine how you are positioned ~ salesmanship vs. stewardship.

At Pareto Systems we talk not only about the importance of consistency but also about the importance of congruency.  The definition of congruency is:  the quality of agreeing; being suitable and appropriate.  In other words ~ you do what you say.

Of all the forms of communication you have with your clients, sending a card to pay tribute to a moment-of-truth can define your relationship.  I’m sure you send cards on the following occasions:

• to welcome a new client
• to say thanks for a referral
• client birthday, anniversary or other meaningful milestone
• seasonal cards

The key is your phraseology in the cards as it impacts your congruency.  For example, when you welcome a new client, don’t write “thanks for the business.” Instead recognize how much you value the relationship.  Make an observation about something they revealed about themselves.  For example, write “I really enjoyed meeting with you today. I’m looking forward to a great relationship and I loved hearing about your new boat.  Welcome aboard!”

A salesperson pays tribute to the productivity (the sale); a consultant pays tribute to the activity (the relationship). 

This brings me to the concept of recognizing a referral.  In your cards, don’t write “thanks for referring your friend.”  Instead write “thanks for introducing me to [friend's name].” 

One final note on sending cards - ensure that your personal, hand-written cards have both impact and shelf-life.  People sort their mail over a garbage can.  If your cards are basic or boring you might as well throw them in your own garbage can and save the stamps because they will be dismissed.  Instead send cards so nice that the recipients can’t bare the thought of throwing them away!

The cards at www.lavishcards.com will set you apart from anyone else. They are stunningly beautiful and produced on the highest quality of paper. They have an amazingly diverse selection of beautiful photographs.  Below find a sample of their spring/summer card images.

Several advisors who have used Lavish Cards tell us that their return on investment has been exceptional ~ in terms of positive feedback and new business. These cards will stop your clients in their tracks and help strengthen your relationships. Give them a try and put them to the test.

Continued Success.

PS.  Need help getting serious about change?  Visit www.paretosystems.com and learn more about ZERO-Cost Coaching today.  Check out our application process, and as a part of that process, take advantage of a consultation with one of our consultants to help you make an educated decision about our coaching program.

A few weeks ago, a new coaching client of hers proudly announced the birth of a new granddaughter, and as you can imagine, he was pleased as punch about that.

Soon after Sherri had heard the good news from the client, she went and got a nice pink girly-girl greeting card, and wrote a lovely note to the gentleman inside it.  She even recalled, and used, the baby girl’s newly appointed nickname in the card, and sent it along with the book: Chicken Soup for the New Mom’s Soul.  She asked that it be passed along to the new mother with her congratulations.

When the gift landed, she received an email the same day from the client who was blown away with the gesture.  On their next coaching call, he brought it up again, and then again on the next call, and then again on the next call, this time asking for her address because the new mother wanted to send Sherri a thank-you card. He also commented that he was suitably impressed that Sherri remembered the baby’s nickname.

Sherri told the client she was flattered with all the thank-yous, and that she was extremely pleased that he and his daughter were so delighted.  Then, being the great coach that Sherri is, she asked him if he realized how many times he had thanked her, for what amounted to about a $12.00 book and a $2.00 greeting card.

Sherri then made the laser beam observation to the advisor that his clients are no different, and that if he was to get serious about getting more referable, this was a lesson not to be ignored.  He got the message.

If you are not exceeding expectations in this fashion with your best clients, you are basically putting all your eggs in one pudding really.  You are counting on being referred solely on the basis of being a great financial advisor.  This is obviously a great attribute, but people aren’t out there telling stories about you. 

In fact, with that singular approach, one could surmise that the only way you can get referred is if someone goes up to one of your clients and says: “Hey, do you know the name of a good financial advisor?”  This may very well happen, but how often?  Really think about that for a second: How often does that really happen?

With that approach, and although you are being a great advisor, you are effectively cutting yourself out of the lion’s share of where most referrals come from, and that source is the one when clients are out there bragging about you, and all the extra things that you do that you weren’t hired for.  Why is that?  Well, in my experience, these are the stories that people tell. 

Seth Godin, the author, calls them: “I can’t believe that” stories, and whether those stories are good or bad, those seem to be the ones that get told regularly.  It’s really the bread and butter of everyday conversation.

If the stories are powerful and good, people listen and think, or say aloud: “Why doesn’t my advisor do things like that?”  Every time that happens, it is a potential referral in the making, because someone is contrasting their own experiences with your clearly superior lot in life.

Sherri also took the time to tell the advisor how the same psychology is at play in her line of work as well.  She told the advisor that Pareto Coaches regularly help advisors double their income within a year, and yet she said that in her world, that is not particularly memorable either.  Why? That is precisely why she was hired (among other things).   If that is all she did, Sherri went on to say, she would get very few referrals.

It’s the same thing in my world too, and it’s the same thing in the life of any other professional; when people do exactly what they get paid to do, it seldom inspires storytelling, and if it did, I dare say there would be a lot of dull conversations going on out there.

Set a goal to exceed the expectations of your best clients, do it consistently, and you will have a more lucrative business than most.  You could never do it effectively for everyone, but that’s not really the idea anyway.  Zero in on the clients that are responsible for the majority of your income each and every month, and get cracking.  You’ll have a lot of fun with it too which is nice I think.

For those of you who just can’t accept maintaining the status quo any longer, and that want to work towards making referrals the main source of new business in your practice, read about Pareto Systems ZERO-Cost Coaching at www.paretosystems.com.

We have helped thousands make a profound difference in their lives by facilitating change, and by helping to make that change as painless as possible.

After you have looked over the site, you have two options-close it and pretend that you really don’t want to change or give us a call and let us help.

Don’t forget to follow us on twitter, Facebook and on our new blog!

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Blog: blog.paretosystems.com

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Compliance has become one of the primary concerns for companies and advisors, and it is often considered a restriction to good business practices and productivity. When compliance first appeared on the horizon, advisors dreaded the extra work that they thought it would create. They shook their heads in disgust when talking about how another simple letter or email had to be vetted through compliance before being used. There were numerous derogatory jokes about compliance officers, such as:  “What’s black and brown and looks good on a compliance officer?—An angry Doberman!” And so forth…

The advisors often felt restricted and confined in their marketing efforts as well as with the service they provided their clients.  But is compliance really any of these things? The primary intent of compliance is to ensure that the advisor and the investment firm are providing a certain level of standards regarding client care and client interaction.

Now consider this for a moment; is it possible that compliance is perhaps your greatest ally?  Do they perhaps play a crucial role in assisting you to develop a business that runs like a Swiss watch regardless of whether you are there or not?

If the intent of compliance is to ensure standards, the best way for you, or your advisors, to meet these requirements, is by having every last process in your business defined and thoroughly documented. To put these processes in place, you have to go through every aspect of your business with your team and evaluate your current conduct.  You then implement improvements that make you compliant.

As you do this, it is likely that you will realize the value of not just meeting these minimum requirements, but rather exceeding them with processes that support the type of relationship that you really want. 

As you document every aspect of your business, you are creating a comprehensive procedures manual that clearly defines standards of operation for you and your team. How impressive would this be to any compliance officer as you provided them with YOUR rules and regulations, process and procedures for how you and your staff run your business?

Lastly, ask yourself this question: “If I was to do precisely that, would compliance then increase my productivity or serve to hinder it?”

We know for a fact that the advisors that go through our ZERO-Cost Coaching Program, and that use the Pareto Platform CRM to manage their business, typically increase their revenue by as much as 25 to 50% in the first 12 to 24 months. Have you ever experienced growth that is even close to that? Well, at the point when you do, be sure to send a thank-you note to your compliance department.  (In addition, and while you are there, please pass on my apologies for regurgitating that tired old anti-compliance joke.  We actually view compliance as an asset to the advisor for the aforementioned reasons.)

The Pareto Platform, powered by Microsoft Dynamics CRM, has a multitude of features built in, and ready to use, that will help you create a practice that serves your needs and exceeds any compliance requirements. Consider the following for starters:

• Online Procedure Manual assessable by all staff
• Online Organizational Chart outlining roles and responsibilities
• Automated Processes and work flows ensure repeatable activities without any missed steps
• Structured and prescribed service matrix to ensure regular meaningful client interaction
• User/date/time stamp in Notes
• Administrative security role selection prevents deletion or modification of records once completed
• Outlook integration automatically tracks incoming emails in response to sent messages, preventing any inconsistency in contact with a client
• Personal Financial Policy Statement to track communications on service and products recommended
• Deactivation allows inactive client information to be stored in an inactive queue, information is still available for review and never deleted
• Tracking activities can be utilized for an array of company functions (mail merges, faxes, email, etc.). This would allow any user to verify what, how and when information has been transmitted to the client at any time over the course of the relationship.
• Overdue activities will be segregated to an activity queue, allow users to confirm if anything has been overlooked/not completed, as well as verify what user was assigned the activity.

There are many more features that are too numerous to list here.

So, when you are ready to be fully compliant, and you want to increase your productivity, call us for a tour at 1-800-732-2857 ext 1014.

We will be pleased to get you started on a new path of prosperity and peace of mind.

Don’t forget to follow us on twitter, Facebook and on our new blog!

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Blog: blog.paretosystems.com

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Over the years, I have been asked on a regular basis if structuring your business to this degree doesn’t make it somewhat boring. My usual response has been: “To the contrary, structuring your business in this way actually makes the overall client experience more interesting for both you and your clients.”

Here is the reason why: Having dedicated processes, and knowing exactly what is going on at all times, liberates you to focus more on your clients, show genuine interest in their lives and deliver a higher quality of service.

I know in my business this is the case and it has always been true.

A couple of weeks ago, I re-read the timeless classic The Law of Success, by Napoleon Hill. This is a book I have read many, many times. Each and every time I read it I discover something new, or at least something different jumps out at me and takes my awareness to a new level. This recent reading proved to be no exception.

As Hill deftly outlines his Fifteen Laws of Success, he includes several personal characteristics that I believe to be next to impossible to achieve unless you have taken the steps to liberate yourself from the stress and strain that accompanies an unstructured and unorganized business.

Consider the following six from the fifteen:

1. Self Confidence
2. Initiative and Leadership
3. Imagination
4. Enthusiasm
5. Pleasing Personality
6. Concentration

Most of the advisors we work with have the capacity to exhibit most, if not all, of these characteristics. Unfortunately, with the way that many of these businesses are run, and due to the lack of structure in place, this disorganization always ends up overshadowing some of their best natural abilities. 

Imagine for a moment what your typical week would be like if you never had to be concerned with who was doing what in your office.  Imagine again not worrying whether or not a task had been completed, or what the next course of action was for a client.

Imagine having a clear and precise process for acquiring new clients that seamlessly moved them from one step to another and helped you select and attract exactly the type of client you wanted with specific characteristics.

The Law of Success is a great book, and we recommend that it find a home on your spring reading list.  Call it the ‘why,’ or in other words, the rationale and the inspiration to do better.

As for the ‘how,’ that’s where we can help.

Our ZERO-Cost Coaching program helps advisors implement best practices that are proven to work.  In fact, with proper implementation, they have failed to work!

Our coaches are experts at tailoring our curriculum for your specific needs, and we make every effort to make implementation as painless as possible for the end advisor(s).

Visit www.paretosystems.com and learn more about ZERO-Cost Coaching today.  Check out our application process, and as a part of that process, take advantage of a consultation with one of our consultants to help you make an educated decision about our coaching program.

They want to increase their revenue, they want to maintain sensible work hours and they want to work with more clients they like. These are all admirable goals.

But are you ready to change old habits?

I am sure you remember this: When you do something over and over again in exactly the same way as you have always done it, and you expect different results, this is the definition of insanity.

Perhaps it is, but then about 80% of the human population seems to be somewhat insane. It appears to be a fairly common affliction in people that they like to stick to their guns and persist regardless of all the signs that may hover over their heads. And typically as things get worse they dig down deep and try harder at exactly what they have always been doing as opposed to trying something new.

There is a television show called Shark Tank. Budding entrepreneurs present their business startups to a panel of wealthy investors. It is common for the investors to be alarmed at how much some of these people have invested of their own money and time in ideas that appear to have no hope of success.

Often, it is starkly apparent to the Shark Tank panelists, and in most cases to everyone watching, that the idea or product is an absolutely total waste of time and money. The entrepreneur however looks on in shock and disbelief when this is revealed to him and they often vow to persist regardless of what the seasoned professionals might think.

I think this is more common than we would like to believe. As an advisor looking for an improvement in your business, the first question you should ask yourself is: “Am I willing and able to change some of the fundamentals in my business?”

Here are some basic questions to consider:

1. Do I want to increase my income?
2. Do I want to reduce my hourly work week or at least not increase this commitment any further?
3. Am I willing to let go of some clients?
4. Am I willing to let go of staff that won’t change?
5. Am I willing and able to create processes that are guaranteed to build trust with my clients?
6. Am I willing and able to follow the processes I have created?

If you answered an unconditional YES to all of these questions then there is an opportunity to change.  If you answered NO to any off them, or had a nagging feeling that you wouldn’t actually be able to follow through with it, then it is time for you to accept your plight and be happy with your existence.

Let’s not think of it as insanity but rather a healthy alternative which could lead to an overall greater contentment with your life.

For those of you who just can’t accept maintaining the status quo any longer, and who truly want to make a change, read about Pareto Systems ZERO-Cost Coaching at www.paretosystems.com.

We have helped thousands make a profound difference in their lives by facilitating change, and by helping to make that change as painless as possible.

After you have looked over the site, you have two options-close it and pretend that you really don’t want to change or give us a call and let us help.

Regardless, enjoy the moment; it is all you’ve got.

Continued success.

What I am trying to say by that statement is that I have always said integrity is a result of being honest and forthright.

Some people equate being honest with being forthright, but I don’t believe them to be the same thing.  For instance, I can choose to be honest during, and even long after the first opportunity/encounter, and still consider myself an honest person. But if I did not disclose everything there was to disclose at that first and earliest opportunity, I was not being forthright, and with that individual, I will never be afforded that opportunity again.

It is one of those fleeting opportunities in life. It is similar to that expression: “You can only make a first impression once.”  Likewise, with being forthright; once you have missed the opportunity to be forthright- it’s gone.

Ok, so you get all that-who cares!

There are three main problems with not being forthright:

1) One of the primary goals of most advisors is to build trust. By not being forthright, you are not only not building trust, you are setting yourself up to ultimately erode what you wanted to build. Imagine adding this statement after your second meeting with a potential client: “Did I mention the fees we charge are slightly higher than the industry average?” Now imagine the back-peddling you would have to do to justify and rationalize this fact.

2) By not being forthright, when you do eventually disclose something important it appears as an afterthought. Consider how most people bring up the topic of referrals after the client has agreed to sign a contract: “Oh by the way, if you know anyone else like yourself who is looking for an advisor can you provide me with their name and number?” Is the client thinking they have made a good decision to work with you?

3) If you are not forthright, and the client discovers the truth before you disclose it to them, what are the chances of a long-term relationship based on trust? Imagine not disclosing your fees in the first meeting, and your prospective client has a discussion with one of your existing clients, and makes the discovery that it is not at all what they had expected. It would be very unlikely that they would even consider coming back for a second appointment. It would not be a coincidence if that client is not forthright with you when they call you and say: “We’ve had second thoughts about switching advisors.”

So how do I know that being honest and forthright is always the best policy?

I love telling the story of when I first got into this business as an advisor and the best product I had to offer had a 9% front-end load (Templeton Growth Fund). I would have a prospective client come into my office and wow them with the historical growth and the excellent management and structure. My clients were enthused and excited and ready to write checks on the spot until I mumbled something about a 9% front-end charge. The typical response was about 10% of the clients still going ahead with the investment and the other 90% telling me they wanted to think about it. Of course I never heard from the 90% again.

So after a few months of frustration I tried something totally different. When someone came into my office I would spend the first several minutes explaining the load. And then I would ask them if they wanted to hear any more. I never had anyone leave at this point. Then I would explain the investment and answer any questions they had. My percentages were completely reversed-90% of my clients went ahead with the investment. When I added the reminder before they wrote the check that there was a 9% front-end load, they re-assured me they had understood that from the start. The power of being forthright!

With our consulting clients over the last 15 years we have used this principle for numerous important aspects of relationship-building —from disclosing fees to generating referrals. The results we have tracked and documented are astounding to those that have not used this simple principle in the past.

Being honest and forthright is one of the cornerstones of our Zero-Cost Coaching Program and is one of the reasons we can guarantee results to our clients-you the advisor.

To read more about this visit www.paretosystems.com.  Call Ken Ackerman at 1-877-677-4585 for additional information.