Episode Details

Sometimes, the best way to grow upmarket is to “grow down” or right-size your business.

This can require advisors to adopt changes that seem counterintuitive at first — such as disassociating from certain clients.

In this episode, Duncan MacPherson talks to Terry Gronbeck-Jones, co-founder of Mindset Consulting and a business development consultant at Pareto Systems. They highlight the benefits of right-sizing and explain how to approach it effectively.

They discuss:

• Major barriers to right-sizing (and how to overcome them)
• How to communicate your decision to disassociate with clients such that it enhances your brand
• How to position your network of COIs in front of clients
• Hidden opportunities in questions such as “What do you do for a living?” or “Do you have a minimum?”
• And more

Resources:

• Jim Rohn
• Zig Ziglar

Connect With Duncan:

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

Connect With Terry:

• Pareto Systems Consulting
• LinkedIn: Terry Gronbeck-Jones

Promotions:

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

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 does consulting through Mindset Consulting, a company that he co-founded in 2014.

Terry’s primary role is working with financial advisor