The Mystery of the Double A with Terry Gronbeck-Jones (Ep. 99)
Always On for Financial Advisors PodcastShow Notes
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.
More from Always On for Financial Advisors Podcast
Most advisors talk about alternative investments the way they’d talk about any new product: something to explain, justify, and hope the client buys into. Chris Reynolds says that’s exactly the wrong way to think about it.
The old rule was simple: earn your stripes the hard way, then make the next generation earn theirs too. Alex Murphy thinks that rule is exactly what’s holding the industry back.
What if the greatest opportunity to grow your business isn’t finding more clients, but creating more value for the ones you already have? In this milestone 100th episode, Duncan MacPherson explores how advisors become indispensable by deepening relationships and becoming the first call long before money goes into motion.
Two forces are converging right now that will define which advisors become indispensable and which ones become obsolete. One is artificial intelligence. The other is alternative investments. Duncan MacPherson calls them the two AIs, and in this episode, he and Matt Doran break down exactly what each one means for the future of advisor value.
What if the single biggest threat to your practice isn’t the market, isn’t AI, and isn’t the competition? What if it’s simply being invisible?