• Professional Story

  PHILOSOPHY AND MISSION

  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.

  PUBLICATIONS

  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.

  EXPERIENCE

  2016 to Present	President and CEO, MassMutual Greater Pacific
  2015 to 2016	Managing Partner, MetLife Premier Client Group of Southern California
  2013 to 2015	Market Leader, Southern California, MetLife, New England Financial, and MetLife Resources
  2009 to 2013	Managing Director, MetLife of Southern California
  2001 to 2009	Managing Director, MetLife Pacific South Coast
  1995 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
  1990 to 2001	Manager, Allmerica Financial
  1986 to 1990	Financial Consultant, Equitable Financial Companies (now AXA Advisors)

  NOTABLE INDUSTRY INVOLVEMENT

  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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