"Becoming a better marketer will allow you to become an exceptional producer."


June 2009

This month's topic...

Referrals: What's Working Right Now!

This month's guest speaker is...

Duncan MacPherson
Co-CEO, Pareto Systems and Pareto Platform

(Approx 50 mins.)

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In this presentation you will learn how to:

  • Attracting a steady stream of referrals is a process, not a one-off event or the result of a package of clever phrases.
  • Turn your book into a business. Make yourself obsolete by implementing predictable, sustainable and duplicable systems; promoting progress over growth and by right-sizing.
  • Install a consistent and congruent process that earns trust.
  • Triple A: - ASSETS - ADVOCACY - ATTITUDE
  • Take a panoramic and all-encompassing view for what could be undermining your refer-ability.
    • Do you deserve referrals?
    • Do you project abundance or scarcity?
    • The power of an agenda.
    • Is there a fit?
  • Plant the referral seed during the initial prospective client meeting, and start thoroughly training a new client immediately after the signing ceremony.
    • Position this as a service
    • Never look needy
    • Outline your ICP
    • Explain the process
  • Continually trigger moments of awareness and recognition by reminding client that you accept introductions.

Duncan MacPherson
Co-CEO, Pareto Systems and Pareto Platform

As co-founder and co-CEO of Pareto Systems and Pareto Platform, an industry leading business development firm, dedicated to the elite professionals and companies within the financial services sector, Duncan and his team of consultants are in constant demand for speaking engagements and for assisting Financial Services Professionals to create predictable and sustainable businesses.

Pareto Systems is well known for its approach, which is based on best practices, and for its focus on implementation.

Duncan travels extensively throughout North America, conveying dynamic and fact-rich presentations that have made him a popular spokesperson for the financial services industry.

Duncan's expertise in demystifying business development and marketing in the financial world has universal appeal; from the high-level advisor to the successful wholesaler, to corporate financial institutions. Duncan's primary goal is to help Financial Services Professionals achieve liberation and order in their businesses through step-by-step methodology and execution.