What an awesome live interview with Duncan MacPherson of Pareto Systems today! Although we did have a couple of technical difficulties due to a massive snowstorm in Canada, it didn’t stop Duncan from delivering a massive message about how to create an incredibly powerful financial advisor referral system. And his platform and process isn’t just the best one in America, it is the best in all of North America!
Just how does one go about building the best Financial Advisor Referral System?
To begin, Duncan tells us that the very best referral systems don’t happen overnight. If you want quick referrals, you will always end up doing more harm than good. Not to mention, you will come off looking desperate, needy, and weak. The very best referral systems are done organically, where you systematically coach your clients and customers into becoming Advocates for you and your practice.
How do you turn customers and clients into Advocates?
It all starts with a framework and a process that really begins with you, the financial professional. It is imperative that YOU must first clearly understand your own unique value add before one of your clients can. Meaning, if I were in an elevator with you and asked you what you did for a living, would your answer set you apart from your competition? Would it be memorable? Would it be worth sharing? If not, then why would any client ever bother sharing your story and your unique ability to help people?
How you articulate your own value add has a huge impact on how your clients are going to articulate your value add to others. It completely affects how clients describe you, thus, how they refer you out to others. And once you know your unique value add, you must know how to teach your clients to become advocates of you without ever “boring someone into buying something from you”.
Know thy “5 C’s”
Furthermore, you must have a full framework and a process in place for your advocate clients as well. Without a defined and proven process, the entire thing falls apart. That is where Duncan and his firm come in. I highly recommend that you watch some in-depth videos from Duncan on the concept of a proven financial advisor referral system at the Pareto System YouTube Page.
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P.S. – “You can’t use salesmanship when it comes to referrals. You must use stewardship”