Proven Strategies Blog

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2022-09-23 • 20 second read

Your financial qualifications, licenses, and technical know-how are not enough to make you indispensable. If you want to attract and retain clients, you need to think beyond investment management.

Learn how to enhance your value proposition and differentiate yourself from your competitors in the latest episode of the Always On podcast by clicking here: https://bit.ly/AODM_ep28

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2022-09-22 • 20 second read

Add a Coaching Dynamic to Your Client Experience with Jeff Ambrose

There’s a huge difference between someone buying your products versus someone buying into a relationship with your practice, people and process.

Adding a coaching dynamic to your practice can help you win and retain clients in the long run.

In this episode, Duncan MacPherson talks to Jeff Ambrose, business consultant at Pareto Systems. They share strategies to create professional contrast as the financial industry becomes increasingly commoditized.

Jeff and Duncan discuss:

• Action items that every advisor should have on their client meeting agenda

• Why clients might be seeing only 5% of your total value (and how to fix it)

• How coaching improves your relationships — especially with high-net-worth clients

• The underrated benefits of goals-based planning

• And more

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep28

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2022-09-21 • 20 second read

For obvious reasons, a client who engages with you due to fit is far more predisposed to becoming an advocate. Why? Because of the ultimate incentive that comes with advocacy. Charlie Munger, Warren Buffet’s right-hand man, said it well: “Show me the incentive and I’ll show you the outcome.” The incentive of advocacy is that the client is an advocate of their friend, not just you. They feel they are doing that friend a disservice by not introducing them to you. They know you will appreciate the new business, but that isn’t the only incentive. The advocate knows how the introduction will reflect on them and how their friend will benefit, and let’s be honest, a consultant is far more referable than a salesperson.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: www.thebluesquaremethod.com

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2022-09-20 • 20 second read

Relationship management encompasses how you manage the world’s perception of you and how people describe you to others. You’re not just managing the performance of your core competency, you are managing a business and you are managing people. You have to be as deliberate, intentional and process-driven with numbers two and three as you are with number one…

Click here to read more on LinkedIn

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2022-09-19 • 5 min video

Do you know when you have an interaction with somebody and the impact lasts long after the conversation is over? It’s tough out there for a lot of folks right now, and with all of this in mind I have a challenge for you... Get Caught.

Click here to watch on YouTube

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2022-09-16 • 20 second read

The best way to start a relationship is through a fit process, not a sales process. You’re not trying to convince a prospective client to take action, you’re trying to activate professional contrast and let them come to their own conclusion that your combination of people, practice and process is an upgrade from their current situation - or any other option. Ironically, it is common that using a fit process will prompt a prospective client to try to close you – they interrupt you halfway through the meeting saying, “You know what, I’ve heard enough. I just want to get started.” You’re not convincing them, they are trying to convince you there is a good fit. You’ve undoubtedly had that happen before. The stars just lined up beautifully. It was the perfect synchronicity of professional scarcity and professional contrast. You projected no pressure or need and yet you were able to convey that no one else was better suited for the client. The point is, that can be engineered – it’s by design, not by luck or by chance.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: thebluesquaremethod.com

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2022-09-15 • 20 second read

Being financially competent is not enough to acquire a business.

If you want to set yourself apart from other buyers, listen to what the seller wants and understand their objectives.

With your interests aligned, your chances of securing the deal drastically increase! In this episode, Katie Bruner and I discuss the key factors (both financial and non-financial) that affect your ability to secure M&A deals. Stream it (or download it for later) by clicking here: https://bit.ly/AODM_ep27

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2022-09-14 • 20 second read

When it comes to client acquisition and business development, the most enlightened philosophy is that of stewardship, not salesmanship. Salesmanship asks a client to buy something, chasing them with closing techniques and trying to convince them to take action. Stewardship asks a client to buy into something, attracting them with a process-driven, win-win approach, and letting them come to their own conclusions – convincing themselves with reason and self-motivation.

Why is this so important? In the world of transactional one-off encounters, salesmanship is used to drive business and capture a buyer’s fleeting enthusiasm before their intent diminishes, but you’re not selling a car. This is not a transaction. Your value must be bought, not sold. Salesmanship seeped into the F4S world as a way to drive business. At conferences, language like “You eat what you kill,” “You’re a hunter gathering assets,” “Squeeze more juice out of the orange to gain more wallet share,” “Increase your net-new households,” “Open up new accounts” and “You have to drive production,” became common. The problem is, that kind of jargon is from the lexicon of the coin-operated brokers of the world.

Download Chapter 1 of my new book The Blue Square Method for free: thebluesquaremethod.com

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2022-09-13 • 2 minute read

Your technical ability is a foundation to build on. It’s promissory on an outcome and the performance of your core deliverables, and you don’t want to be living and dying strictly by that sword. Practice management is promissory on a client experience – it represents what it means to be your client over the lifetime of the relationship…

Click here to read more on LinkedIn

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2022-09-12 • 20 second read

Respect Your Natural Capacity - Duncan’s European Road Trip

Continuing his European Road Trip, Duncan is in Nuremberg, Germany where he discusses Little’s Law and your natural capacity.

Click here to watch on YouTube

Visit thebluesquaremethod.com to get your copy, or to download the Chapter 1 for free.

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