Why do some of your best clients, the ones with real revenue and a great attitude, never actually refer you to anyone? Terry Gronbeck-Jones calls this the mystery of the double A, and in this episode, he joins Duncan MacPherson to finally solve it.
Join Duncan MacPherson for an in-depth conversation with Terry Gronbeck-Jones, a business development consultant who has been coaching financial advisory teams since the late 1990s, the majority of that time spent at Pareto Systems. Terry and Duncan have known each other for nearly forty years, and this marks Terry’s return to Always On after his earlier episode on avoiding a plateau. Together, they unpack Pareto’s triple-A classification system: assets, attitude, and advocacy, and explain why the double A, the client with the first two but not the third, is one of the most overlooked growth opportunities in any practice. The gap between a good client and an advocate isn’t complicated once you see what’s missing.
Key Highlights Include:
- Why double A’s sit on untapped gold
- The three real reasons great clients don’t refer
- Why the little things are the big things
- Positioning referrals as a service, not a favor
- Why strategic partners refer three times more often
Tune in for a warm, practical conversation on turning your best relationships into your best source of new business.
Promotions:
- Pareto Systems, Turnkey Advisor Membership: paretosystems.com/turnkey-advisor-membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call: paretosystems.com/schedule-a-call
- LinkedIn: Duncan MacPherson: linkedin.com/in/duncanmacpherson
Connect With Terry Gronbeck-Jones:
- Website: paretosystems.com/coach-terry-gronbeck-jones
- LinkedIn: Terry Gronbeck-Jones: linkedin.com/in/terry-gronbeck-jones-51463b3
About Our Guest:
Terry Gronbeck-Jones has been a consultant and business coach for the financial services industry since the late 1990s, the majority of those years spent at Pareto Systems. Terry also consults through Mindset Consulting, a company he co-founded in 2014. His primary focus is working with financial advisory teams across North America, helping them implement marketing and business development best practices. He has consulted on corporate projects with firms such as Wells Fargo, Raymond James, and Creative Marketing, and is the co-author of The North Wind and the Sun, a collection of true stories about the importance of relationships in business. Terry is based in Ottawa, Ontario.
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