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  • Professional Story


    A well-supported advisor is in a position to provide clients better advice, more responsive service, and a more caring relationship. Successful advisors deserve better than unsupported, ineffective, decades-old industry dogma disguised as practice management advice,

    When we began looking for actual data to support various industry “experts’” claims that a particular advisor practice or initiative was effective in helping advisors grow their practices and increase client satisfaction, we rarely found more than incomplete, anecdotal evidence in support of these claims. While many of these claims were made with the best intentions, in most cases, we were unable to find ANY evidence supporting the notion that the recommended course of action would result in sustainable practice growth.

    In 2014, we began applying evidence-based decision-making discipline to any practice-management recommendation(s) we made to advisors and began tracking the revenue growth results of the practice management recommendations routinely made to advisors.

    The conclusions of the data were in many cases surprising, and in some cases, shocking. In many cases, the evidence did not corroborate the so-called “best practice” in question. In other cases, the implementation of these “best practices” corroborated with negative gross and/or net revenue growth. Therefore, in 2015 we began making recommendations to our advisors solely based on the existence of evidence corroborating the effectiveness of the recommendation. That year, we experienced the highest year-over-year growth percentage of all 80 organizations who shared our affiliation at the time. We have continued this process systematically and updated and shared the results every year since.

    Successful advisors use our approach to help them achieve higher rates of practice growth. Additionally, we are constantly implementing programs to remove common obstacles to implementation of evidence-supported best practices.

    If you are a successful advisor who has grown bored and impatient with getting the recycled, decades-old, unsubstantiated, ineffective advice on how grow your practice further, give us a call. At the very least, it won’t be a conversation you’ve had before.


    Author, “The Sole Proprietor Practice Management Model: Failing Mass Affluent Clients and their Advisors Alike”, White Paper, 2015

    Co-Author, “The Planner’s A.I.D.E: Using Professional Expectations to Shape Practice Capacity”, Journal of Financial Planning, April 2016. With Joseph Brocato, Vice President, MassMutual Greater Pacific.


    2016 to Present

    President and CEO, MassMutual Greater Pacific

    to 2016

    Managing Partner, MetLife Premier Client Group of Southern California

    to 2015

    Market Leader, Southern California, MetLife, New England Financial, and MetLife Resources

    to 2013

    Managing Director, MetLife of Southern California

    to 2009

    Managing Director, MetLife Pacific South Coast

    to 2001

    CEO, ICG Advisors, LLC, a Registered Investment Advisor

    President and CEO, Independence Capital Group, Inc.

    Branch Manager, Hornor, Townsend, and Kent, Inc. a Broker/Dealer

    Brokerage General Agent, RE Lee, Inc, an insurance brokerage general agency

    General Agent, Penn Mutual Life Insurance Company

    to 2001

    Manager, Allmerica Financial

    to 1990

    Financial Consultant, Equitable Financial Companies (now AXA Advisors)


    Past President/Chairman of the Board of the San Diego Chapter of the Financial Planning Association, one of the nation's largest and most successful chapters.

    Local firms are sales offices of Massachusetts Mutual Life Insurance Company (MassMutual), and are not subsidiaries of MassMutual or its affiliated companies. Paul Justin is a registered representative of and offers securities and investment advisory services through MML Investors Services, LLC. Member SIPC. 10960 Wilshire Blvd Suite 2100 Los Angeles, CA 90024, (310) 689-3300.

    Community Involvement

    Chairman, The Greater Pacific Foundation

  • Languages:
    • English

  • Credentials:
    • CLU®
    • ChFC®
    • CFP®

  • Specialties:
    • Insurance Strategies
    • Investment Strategies
    • Business Owners
    • Business Succession Planning
    • Risk Management Strategies
    • Estate Planning
    • Charitable Giving
    • Retirement Income Planning
    • Group Benefits

  • Online Services

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