President's Message Happy 2022, everyone! With all that has transpired over the last couple of years, I look forward to welcoming a new year and all the hope it holds. I certainly hope you, your families, and your teams are staying healthy and on top of all the work that the first quarter brings us. I was so happy to see so many of you in Nashville in November. After two long years, we were finally reunited! The education, the camaraderie, the fun on Broadway…it was one for the books! Thank you to the conference planning committee and all the presenters who made this event possible. And, congratulations to the award winners, well-deserving recipients for sure! As you have seen the last several months, we have been bringing additional programming by way of webinars to you and your managers. Last month, we had a major focus on understanding and implementing the incentive pay system. While one of the pillars of the PASBA model, incentive pay can be one of the most difficult systems to bring into your firm. Our panelists took time to explain how it has worked in their practices and how everyone, including team members, has made more money because of it. Be sure to watch the recordings of our Lunch and Learns and register for the February edition, led by Edward Clarke discussing the process of the Initial Strategy Session and back work strategy and pricing. You can register for this webinar here. Thank you, Edward, for hosting! In April, we’re proud to bring a fresh face to the membership with Marcus Sheridan, author of They Ask, You Answer for our Lunch and Learn. For almost a decade, Marcus has been teaching the principles of They Ask, You Answer to audiences around the globe. Its incredibly unique approach to inbound and content marketing contains easyto-apply teachings written for sales and leadership teams alike. This begins with understanding the answer to one question: “What is my customer thinking?” We all want to be our clients’, and more importantly, our prospective clients’ most trusted advisor. In order to land those prospects, we need to fixate on the way our customers think, act, talk, and search as they move through the buying process. Marcus will encourage us to drop the
Matthew Patrick "marketing speak” and simply answer questions to build trust. This is a can’t miss opportunity, so save the date of April 28 at 1pm eastern. I am beyond excited to escape to one of our favorite conference locations in May! Hyatt Regency Scottsdale Resort & Spa at Gainey Ranch has been calling our names since we were originally set to go there in May of 2020. Hyatt has been a great partner to work with throughout this process and we are so happy to finally make this event happen! If the location weren’t enough, the conference planning committee has secured Ron Baker, Firm of the Future, as keynote speaker. This has been a long time in the making and I cannot wait to actually hear him in person. Be sure to check out the agenda included in this newsletter and make plans to be in Scottsdale May 23 – 26. Registration opens February 23. While we have brought additional educational opportunities to you over the last year, any seasoned member will tell you that the conferences are where the real Teach – Share – Learn begins. If you haven’t experienced one yet, please consider making it a priority. It will get you on track to start the Blueprint courses, which leads to Financial Review Group participation, and the list goes on. You truly get out of the organization what you put into it. I hope to see you there! Best, Matthew Patrick, PASBA President
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