Registered Rep: Technology that's had the greatest impact on your business?
Paula Dorian Gray: Pareto Client Management System, which allows us to provide high-touch service and be proactive.
RR: Plans for retirement?
PDG: I do not anticipate retiring anytime soon. I only do what I like to do now, and my staff takes care of everything else. I do have two sons in the business who are gradually transitioning to running day-to-day operations.
RR: The most peculiar experience you've had with a client?
PDG: One of my widows sharing with me her new relationship in explicit detail: Too much information.
RR: One thing you would change about your business?
PDG: Geographical location in winter.
RR: Best way to spend a Saturday night?
PDG: Dinner with family and friends, good food and great wine.
RR: Nicest thing a client has done for you?
PDG: Many things — but what I appreciate the most is a referral.
RR: Nicest thing you've done for a client?
PDG: Clients celebrating their 50th wedding anniversary were going on a cruise. We got the travel information, had their room decorated with balloons and streamers, and left a basket of wine and cheese. They were surprised because they never told us exactly where they were going.