Creating professional contrast and scarcity, improving referability, alleviating loyalty fatigue…These are all key pieces of the bigger puzzle: How to grow your practice to the next level?

In this episode, Duncan MacPherson speaks with Steve Phillips, chief practice management officer at USA Financial and a business consultant at Pareto Systems. They share best practices and timeless principles to help advisors build profound client relationships that lead to advocacy.

They discuss:

• The importance of combining technological aids with the “human touch”
  
• Shoot Your Trailer: an effective strategy to articulate your value to prospective clients
  
• How to improve the quality of your referrals (in other words, duplicate your best clients)
  
• How to deepen your client relationships amidst volatile markets
  
• Why small gestures can go a long way in improving your overall client experience
  
• And more
  

Resources:

• Shoot Your Trailer
  
• Lavish Cards
  

Connect With Duncan:

• Pareto Systems 
  
• 1.866.593.8020
  
• Schedule a Call
  
• Duncan on LinkedIn
  

Connect With Steve:

• USA Financial
  
• The Advisor Protocol
  
• LinkedIn: Steve Phillips
  

Promotions:

• The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
  
• ProudMouth – Be Your Own Loud
  

About Our Guest:

Steve Phillips is the Chief Practice Management Officer at USA Financial. He is a longtime friend and partner of Duncan MacPherson and the entire Pareto Systems team, having first engaged with Pareto as a client in 2010. With over 25 years of experience in the financial services industry as a speaker, team leader and passionate educator, Steve was an early adopter of the processes around practice management, business refinement and client acquisition. It was a natural next step for Steve to become a Pareto Certified Practice Management Consultant, and part of the Pareto Coaches Network.