In the fast-paced and ever-evolving world of financial advising, get ready to discover timely and timeless strategies that help you achieve professional contrast and create enduring value for clients. In this 50th-episode special, Duncan MacPherson is back with co-author of The Blue Square Method, Chris Jeppesen, Chief of Advisory Practices at First Trust. Gleaning from … Continue reading Timely and Timeless Best Practices with Chris Jeppesen (Ep. 50) →...
Dec 07, 2023•1 hr
For years, financial advisors saw themselves as brokers, being mostly transactional and product-driven. Today, advisors wear many hats. It’s no longer just a book of business, but an actual business! In this episode, Duncan MacPherson joins Max Winthrop, CEO, and Lucas Winthrop, COO, of Winthrop Wealth and long-time clients of Pareto Systems. They emphasize the … Continue reading Embracing the C-Suite with Max and Lucas Winthrop (Ep. 49) →...
Nov 16, 2023•1 hr 26 min
Have you ever stepped into your clients’ shoes to see your business from their point of view? Understanding how they perceive your value is key to building lasting relationships. In this episode, Duncan MacPherson engages in a thought-provoking conversation with Steve Phillips, Chief Practice Management and Development Officer at USA Financial and a consultant at … Continue reading Make Your Clients The Voice With Steve Phillips (Ep. 48) →...
Oct 26, 2023•1 hr 1 min
Advisors, are you looking for ways to rejuvenate your client relationships? Creating a meaningful impact in their lives is only a part of it. It’s equally important that your clients know (and appreciate) your value and process! In this episode, Duncan MacPherson joins Matt Cardella, a financial advisor at Raymond James. Matt shares how his … Continue reading Rejuvenating Client Relationships with Matt Cardella (Ep. 47) →...
Oct 05, 2023•1 hr 5 min
It is very common for first-generation, self-made, affluent people to shield their children from hardships. But that safety net can become a hammock of complacency…and entitlement! In this episode, Duncan MacPherson joins Jeff Savlov, family business and wealth consultant, and the founder of Blum & Savlov, LLP. They discuss how to address family dynamics in … Continue reading Balancing Riches and Relationships: Family-Centric Wealth Management with Jeff Savlov (Ep. 46) →...
Sep 14, 2023•1 hr 8 min
People are bombarded with hundreds of emails and messages daily. In a world dominated by digital communication, you need to do something that stops your clients in their tracks. You have to snap them out of the trance… But how? In this episode, Duncan MacPherson joins Cathi Durrell, owner of Lavish Cards, to discuss how … Continue reading One Good Idea to Build Strong Client Relationships with Cathi Durrell (Ep. 45) →...
Aug 24, 2023•1 hr 2 min
Selling a business is a once-in-a-lifetime opportunity for many advisors. Do you really want to rush into the transaction? Or do you want to make sure you find the right buyer, receive maximum enterprise value, and leave your clients in good hands? In this episode, Duncan MacPherson interviews Martin Luc Derome, president of Queenston. Specializing … Continue reading Strategic Acumen in Mergers and Acquisitions with Martin Luc Derome (Ep. 44) →...
Aug 10, 2023•51 min
The Power of Partial Sale for Financial Advisors’ Business Transition In this insightful podcast, Duncan MacPherson speaks with Ted Jenkin, CEO of oXYGen Financial and they explore the substantial financial impact that advisors can realize over time through a structured buyout, offering a promising path to a secure future. Discover how this unique strategy not … Continue reading Unlocking Financial Impact and Legacy with Ted Jenkin (Ep. 42) →...
Jun 29, 2023•52 min
Do you want to attract, engage, and retain clients without having to spend too much time on tedious marketing tasks? In this episode, Duncan MacPherson speaks with Kevin Mulhern, CEO and co-founder of AdvisorStream, a digital marketing platform for financial advisors. They talk about making small tweaks to achieve organic growth, focusing on relationship management … Continue reading Automate, Engage and Retain: The Future of Marketing in Finance with Kevin Mulhern (Ep. 41) →...
Jun 15, 2023•43 min
The biggest value-add advisors offer to their clients does not lie in the rates of return or complex financial reports. It lies in the advisor-client relationship! In this episode, Duncan MacPherson speaks with Tyson Ray, CFP®, CExP®, CIMA®, founding partner at FORM Wealth Advisors, about the concept of Total Relationship and how it can help … Continue reading The Total Relationship: The Best Value-Add Advisors Can Offer with Tyson Ray (Ep. 40) →...
May 25, 2023•1 hr 16 min
Are you 10 years or less from selling your practice? If so, now is the time to start thinking about your succession plan so you can maximize your life’s work (i.e., your business valuation). In this episode, Duncan MacPherson speaks with Sherri Palle, business consultant and coach at Pareto Systems, about how business owners can … Continue reading How to Maximize Your Life’s Work with Sherri Palle (Ep. 39) →...
May 04, 2023•1 hr 8 min
Creating professional contrast and scarcity, improving referability, alleviating loyalty fatigue…These are all key pieces of the bigger puzzle: How to grow your practice to the next level? In this episode, Duncan MacPherson speaks with Steve Phillips, chief practice management officer at USA Financial and a business consultant at Pareto Systems. They share best practices and … Continue reading Achieving Professional Scarcity and Professional Contrast with Steve Phillips (Ep. 38) →...
Apr 13, 2023•1 hr 2 min
Sometimes, the best way to grow upmarket is to “grow down” or right-size your business. This can require advisors to adopt changes that seem counterintuitive at first — such as disassociating from certain clients. In this episode, Duncan MacPherson talks to Terry Gronbeck-Jones, co-founder of Mindset Consulting and a business development consultant at Pareto Systems. … Continue reading Avoiding a Plateau: A Case Study in Professional Contrast and Scarcity with Terry Gronbeck-Jones (Ep 37) →...
Mar 16, 2023•51 min
You’ve got 24 hours in a day and five days in a work week. Wouldn’t it be incredible to be able to put more sand in your hourglass? It is possible if you become highly process-driven and liberate yourself from the daily minutia of financial planning, which can be easily automated, streamlined or outsourced! In … Continue reading Being Process-Driven With Peter Dobrich (Ep. 36) →...
Feb 23, 2023•40 min
There is a simple mantra in business: Every business is built to be sold. Whether you plan to exit in the next 18 months or after 10 years, it is important to know your options so you can achieve the best possible outcome. In this episode, Duncan MacPherson talks to Ted Jenkin, CEO of oXYGen … Continue reading The Anatomy of an Offer With Ted Jenkin (Ep. 35) →
Feb 02, 2023•53 min
Video marketing is revolutionizing the way advisors connect with clients and prospects. However, getting in front of the camera can feel terrifying for some people. For others, it might just seem like “a lot of work.” But not anymore. In this episode, Duncan MacPherson speaks with Katie Braden, CFP®, founder and chief video officer at … Continue reading Building Relationships through Video With Katie Braden (Ep. 34) →...
Jan 19, 2023•53 min
The financial services industry has experienced colossal changes over the last decade. Today, advisors are on a collision course with commoditization like never before! As a result, coasting is not an option moving forward. It’s either climbing or fading to irrelevance. In this episode, Duncan MacPherson speaks with Chris Jeppesen, chief of advisory practices at … Continue reading Enough Coasting. Now’s the Time To Climb! With Chris Jeppesen (Ep. 33) →...
Jan 05, 2023•1 hr 7 min
Taking your practice management to the next level, nurturing your organizational culture, and improving client experiences might require switching your mindset from advisor to CEO. In this episode, Duncan MacPherson speaks with Kevin Bishopp, Vice President and Performance Coach for the Advisor Consulting Group at First Trust, about the art and science of practice management … Continue reading The Art and Science of Practice Management With Kevin Bishopp (Ep. 32) →...
Dec 22, 2022•1 hr 10 min
The Japanese have a concept called Kaizen, which means “constant and never-ending improvement.” If you want to become the advisor of the future and avoid a growth plateau, it’s important to strive for Kaizen. In this episode, Duncan MacPherson speaks with Thane Stenner, CIM®, FCSI®, senior portfolio manager and senior wealth advisor at Stenner Wealth … Continue reading The Evolution and Elevation of the Financial Professional With Thane Stenner (Ep. 31) →...
Nov 03, 2022•1 hr
If you want to distinguish yourself from the advisor down the street, you’ll need to create a memorable client experience that extends beyond financial expertise. This includes being highly process-driven, keeping up with clients’ evolving needs, improving communication, and more. In this episode, Duncan MacPherson speaks with Mike “Cy” Cajthaml Jr., a business consultant at … Continue reading The Advisor of the Future With Mike “Cy” Cajthaml Jr. (Ep. 30) →...
Oct 20, 2022•59 min
Q4 is the perfect time to finish the year with a bang, especially as we come out of an unprecedented disruption. It’s also the perfect time to build momentum and prepare to fast-track success in the New Year. In this episode, Duncan MacPherson highlights four key steps financial professionals should take to maximize their client … Continue reading Finish Strong in 2022 (Ep. 29) →
Oct 06, 2022•42 min
There’s a huge difference between someone buying your products versus someone buying into a relationship with your practice, people and process. Adding a coaching dynamic to your practice can help you win and retain clients in the long run. In this episode, Duncan MacPherson talks to Jeff Ambrose, business consultant at Pareto Systems. They share … Continue reading Adding a Coaching Dynamic to Your Client Experience with Jeff Ambrose (Ep. 28) →...
Sep 22, 2022•55 min
Purchasing power, operational processes, client experience, core values…There are several nuances you might consider while screening potential buyers/sellers. Such due diligence is key to finding your ideal match in M&A. In this episode, Duncan MacPherson talks to Katie Bruner, managing partner at SkyView Partners. They share the ultimate “acquisition checklist” that helps buyers in winning … Continue reading How to Find Your Ideal Match in M&A with Katie Bruner (Ep. 27) →...
Sep 08, 2022•51 min
When the time comes to exit your business, the goal is to drive your enterprise value, maximize your exit strategy, and elevate yourself qualitatively in the process. In this episode, Duncan MacPherson talks to Ted Jenkin, CEO of oXYGen Financial, about the three E’s of successfully liquidating a business. They highlight steps advisors must take … Continue reading The Art and Science of Exit Planning with Ted Jenkin (Ep. 26) →...
Aug 25, 2022•41 min
Legacy planning is much more than transferring money from one generation to the next. It’s also about transferring values. If you simply “give” the money to your children, they might lack the wisdom, grit, and satisfaction of accomplishment that only struggle and adversity can bring. In this episode, Duncan MacPherson joins Richard Watts, author of … Continue reading Entitlemania with Richard Watts (Ep. 25) →...
Aug 11, 2022•58 min
When the markets are soaring high, most advisors might do well. But it is during times of high volatility that elite advisors set themselves apart. They create a professional contrast and an exceptional experience to meet the current demand of clients and prospects, even during a downturn! In this episode, Duncan MacPherson joins Chris Jeppesen, … Continue reading Thriving through Market Volatility with Chris Jeppesen (Ep. 24) →...
Jul 28, 2022•53 min
Aside from a prospectus, product brochure or statement, your business has become extremely virtual and complex. Adding tangible tools to your approach helps remind both your affluent clients and your prospective clients that there are two types of advisors – salespeople and consultants – and what the differences between the two are. In this episode, … Continue reading Lavish Your Clients With Service with Cathi Durrell (Ep. 23) →...
Jul 13, 2022•1 hr 2 min
Your business is your biggest asset — it’s your life’s work! If you want to maximize its enterprise value, you need to take action well before the time of selling it. If you’re a buyer looking to take over a business, there are certain efforts you can take to improve your company’s growth. In this … Continue reading Preparing to Buy (or Sell) a Business with Ted Motheral (Ep. 22) →...
Jun 23, 2022•56 min
Every business owner will leave their business one day, voluntarily or involuntarily. It’s a matter of WHEN, not IF. So, it’s important to start planning for this inflection point well ahead of time — both technically and emotionally. In this episode, Duncan MacPherson speaks with Denise Logan, business transition expert, professional speaker, and best-selling author … Continue reading Looking to Your Liquidity Event with Denise Logan (Ep. 21) →...
Jun 09, 2022•1 hr 13 min
Do you know what’s keeping your clients up at night? For a lot of them, it is this question, what happens to their hard-earned wealth when they pass away? In other words, it’s the absence of an estate plan. In this episode, Duncan MacPherson speaks with Julia Norman, associate lawyer at Pushor Mitchell LLP, and … Continue reading How To Fulfill Your Clients’ Deepest Estate Planning Needs with Julia Norman and Tom Deans, Ph.D. (Ep. 20) →...
May 26, 2022•58 min
