Description: How you are perceived by clients is key for a professional advisor. Readers who take on board what The Advisor Playbook outlines will come away with an understanding of how they are perceived, of how to cast themselves as a consultant with a process rather than a salesperson with a quota, and will set a constantly rising bar for their own success.
Brief description: I am the CEO of Pareto Systems, a practice management and business development consulting firm dedicated to improving the productivity of professional advisors. I've spent the last 20 years traveling the world speaking at conferences and coaching top performers on how to deploy a process that will unlock their full potential personally and professionally. Along with my team of coaches, I have developed and refined several one-to-one consulting programs including The Pareto System, The Fee-worthy Advisor, Succession 360 and the Advisor Flight Plan. I've also collaborated with enterprise clients to create one-to-many solutions, including train-the-trainer approaches. I've invested those experiences into a philosophy that says stewardship is more attractive than salesmanship, and a process that makes implementation predictable and sustainable. My goal is that you can translate that into results using this Playbook. I live in Kelowna, British Columbia, Canada and I can be reached at dmacpherson@paretosystems. You can also find me on LinkedIn at ca.linkedin.com/in/duncanmacpherson.