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Paul Justin

General Agent of MassMutual Greater Pacific

CLU®, ChFC®, CFP®

Biography

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.

Focus Areas

  • Insurance Strategies
  • Investment Strategies (Reg. Reps Only)
  • Business Owners

Languages

  • English

CRN202108-252794

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Agency officers are not officers of MassMutual.