Always On with Duncan MacPherson: Recent Episodes
Duncan MacPherson
If you are committed to continually working on yourself and your business, this podcast is for you. Always On is dedicated to and features relentlessly innovative, ambitious, and balanced business professionals who are motivated by personal and professional plateau avoidance. Join host Duncan MacPherson, best-selling author, thought leader, speaker, Business Coach, and CEO of Pareto Systems, as he interviews some of the top business professionals today.
Two forces are converging right now that will define which advisors become indispensable and which ones become obsolete. One is artificial intelligence. The other is alternative investments. Duncan MacPherson calls them the two AIs, and in this episode, he and Matt Doran break down exactly what each one means for the future of advisor value.
Join Duncan MacPherson for a wide-ranging conversation with Matt Doran, Leader of Advanced Planning at &Partners, a rapidly growing wealth management firm supporting over 112 practices and approximately $52 billion in prehire assets. Matt brings more than 20 years of experience as a CFP and holds a master’s in taxation from Villanova University. Both forces are raising the bar for what advisors need to offer, and both are creating a gap between those who see the opportunity and those who don’t. The gap between advisors who get this and those who don’t is only going to widen. This conversation is worth your time.
Key highlights include:
- Why the public markets universe is shrinking and what it means for advisors
- Positioning alts diagnostically, not prescriptively
- The shift from COIs to strategic partners
- Why the process is the offering
- How liquidity events redefine who’s in the room
- Why complexity is the greatest fuel for referrals
- The iceberg problem: being your own best-kept secret
Tune in for a rich, substantive conversation on the evolving role of the financial advisor, what fee worthiness really looks like in today’s environment, and how the advisors who will be indispensable tomorrow are positioning themselves right now.
Promotions:
- Pareto Systems – Turnkey Advisor Membership: paretosystems.com/turnkey-advisor-membership
- Alternative Investment Masterclass: paretosystems.com/alternative-investments-masterclass
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call: paretosystems.com/schedule-a-call
- LinkedIn: Duncan MacPherson: linkedin.com/in/duncanmacpherson
Connect With Matt Doran:
- Website: andpartners.com
- LinkedIn: Matt Doran: linkedin.com/in/matthewdoran14
About Our Guest:
Matt Doran is Leader of Advanced Planning at &Partners, a rapidly growing wealth management firm founded by former Wells Fargo leaders and headquartered in Nashville and St. Louis. With more than 20 years of experience as a CFP and a master’s in taxation from Villanova University Law School, Matt has spent his career at the intersection of complex planning and advisor practice development. A former principal at Edward Jones and founder of Sage Wealth Planning, he now helps advisors and their clients navigate the growing complexity of wealth management, with deep expertise in alternative investments, tax planning, charitable structures, and liquidity event strategy. Matt lives in Elk Rapids, Michigan.
What if the single biggest threat to your practice isn’t the market, isn’t AI, and isn’t the competition? What if it’s simply being invisible?
Join Duncan MacPherson for an in-depth conversation with Mitch Slater, Executive Director of Digital Communications at UBS and self-described Chief Visibility Officer. With a career that began working alongside Larry King in all-night radio and later spanning 37 years as a financial advisor, Mitch brings a rare and battle-tested perspective on what it takes to get known in today’s marketplace. Together, they explore why AI and shifting client expectations are reshaping financial services into its most significant era yet, and what separates the advisors who will thrive from those who will be left behind. The conversation is equal parts strategic and personal, grounded in real stories and hard-won lessons from decades at the intersection of media, markets, and client relationships.
Key highlights include:
- Answer engine optimization and what it means for advisors
- Why LinkedIn comments are your highest ROI activity
- Why personal storytelling outperforms credentials every time
- How AI should free you up for more high-touch work
- The compounding effect of one dedicated hour a day on your business
- Two lessons from Larry King that shaped Mitch’s entire career
Tune in for a practical, energizing conversation on visibility, authenticity, and what it really means to get known in the modern advisory business.
Promotions:
- Toolkit CRM by Pareto Systems: toolkitcrm.com
- Pareto Systems: Practice Management Index (PMI)
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Mitch Slater:
- LinkedIn: Mitch Slater
About Our Guest:
Mitchell (Mitch) Slater is Executive Director and Chief Visibility Officer, Advisor Marketing at UBS Wealth Management USA. After a 35-year career as a Financial Advisor, Sales Manager, and trainer, Mitch now helps financial advisors and business professionals increase their visibility through LinkedIn, video, podcasts, personal branding, and AI.
A former radio producer who worked with both Larry King and Howard Stern early in his career, Mitch combines media experience with decades in wealth management to help professionals build trust, strengthen relationships, and grow their influence. He is the host of several UBS programs, including Front and Center and Leadership Lounge, and is a frequent speaker at conferences and advisor events across the country.
Mitch lives in Westfield, New Jersey, with his wife Leslie and is passionate about helping people “stop being invisible” and get known for what they do best.
re looking to create more capacity, strengthen client relationships, or increase the enterprise value of your practice, this episode offers practical strategies you can implement immediately.Tune in for an insightful discussion on building a more focused, scalable, and valuable advisory business.
What if the biggest opportunity in financial advice isn’t finding new clients, but going deeper with the ones you already have?
Join Duncan MacPherson as he sits down with Linda Sherman, co-founder of Financially Empowered and creator of the “Go There, Ask Her” strategy, to talk about why so many female clients feel disconnected from financial conversations and what advisors can actually do about it.
Linda shares practical approaches to building trust with women clients through goals-based planning, better communication, and genuine emotional intelligence. They also get into why women are often the driving force behind referrals and multigenerational relationships, and how advisors who get this right tend to see stronger retention across the board.
In this episode:
- Why women often leave their advisor after a major life event
- The difference between a client who attends meetings and one who’s truly engaged
- How goals-based conversations shift the dynamic
- Why women drive referrals and multigenerational relationships
- Turning routine service touchpoints into relationship-building moments
If you work with couples or families, this one is worth your full attention. Linda and Duncan cover the moments in a client’s life when she’s most likely to walk, what it actually means to make a woman feel genuinely included in a financial conversation, and the small process changes that can turn a transactional relationship into a lasting one.
Promotions:
- Toolkit CRM by Pareto: www.toolkitcrm.com
- Pareto Systems: Turnkey Advisor Membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Linda Sherman:
- LinkedIn: linkedin.com/in/linda-sherman
- Website: financiallyempowered.com
- Email: info@financiallyempowered.com
About Our Guest:
Linda Sherman is a Co-Founder and Co-CEO of Financially Empowered, LLC. Linda’s entire career has been in the financial services industry, specializing in marketing, consultative sales, training, and creating actionable solutions to achieve client and corporate objectives. She founded Financially Empowered to focus on her passions, working with Financial Advisors, educating women, and making an impact.
Prior to Financially Empowered, Linda was a Regional Director for Legg Mason, responsible for marketing, sales, and servicing of their equity, fixed income, and alternative investments in the greater Los Angeles market. Before Legg Mason, Linda was with Morgan Stanley in New York in the firm’s Equity Research Department before joining the newly created fee-based institutional consulting business as one of its first employees in 1989. She was promoted to Executive Director for the Southern California region, where she supervised 61 retail brokerage offices and 1600 Financial Advisors.
Linda graduated UCLA in 1982 with a Bachelor of Arts degree in Economics. She lives in Pacific Palisades, California, with her husband, son, and 2 Labradors.
Your clients don’t want a portfolio manager. They want someone who’ll catch them when they fall.
That’s the truth most advisors are too busy chasing alpha to hear, and it’s exactly why Duncan MacPherson sits down with industry legend Steve Sandusky in this episode.
Steve climbs mountains, and he’s spent decades teaching advisors that the most important rope in their practice isn’t tied to the markets. It’s the belay: the quiet discipline of holding the line so your client can keep climbing without fear of the fall. Get that right and you stop selling advice. You become the first call when life cracks open.
Duncan and Steve unpack “Return on Life,” the framework reshaping the profession by measuring success not in basis points but in a client’s freedom, time, and meaning. They get into why story and symbolism build trust faster than any performance chart, how celestial navigation can steady clients (and you) when the markets blur, and what it takes to build a practice the AI tsunami can’t touch.
Key takeaways:
- Using story and symbolism to forge trust that compounds
- Designing a purpose-driven practice that ages well
- Pricing human judgment in an AI-saturated market
- Knowing when to lean into technology and when to put it down
- Finding your North Star when every client is asking, “What now?”
If you’re done competing on returns and ready to compete on meaning, this episode is the map. Outthink. Outcare. Outlast.
Promotions:
- Pareto Systems: Turnkey Advisor Membership
- Pareto Systems Consulting: paretosystems.com/financial-advisor-coaching
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Steve Sanduski:
- LinkedIn: Steve Sanduski
- E-mail: ssanduski@belayadvisor.com
- Website: belayadvisor.com
About Our Guest:
Steve Sanduski, MBA, CFP® is the Founder and President of Belay Advisor, a financial advisor coaching, consulting, and marketing services company that works with individuals and firms to accelerate growth.
For more than 20 years, he’s been building businesses and helping professionals become more successful. Prior to founding Belay Advisor, Steve was the Managing Partner of Peak Advisor Alliance, a business coaching and training resources company that grew from 0 to 1,000 coaching clients during his 11 years of managing the company.
Earlier in his career, he was a senior leader at an independent broker/dealer and helped build the firm’s corporate RIA from $0 to nearly $2 billion in assets under management in a short period of time.
An accomplished writer, Steve is a New York Times Bestselling author and the co-author of two books:
- Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor (it has become one of the most sought after practice management books in the industry)
- Avalanche: The 9 Principles for Uncovering True Wealth (became a New York Times bestseller and a Wall Street Journal #1 bestseller)
Steve is also a frequent contributor to the trade press including Investment News. Financial Planning Magazine, and Financial Advisor Magazine.
As a professional speaker, Steve has addressed audiences all over the country and he focuses on delivering practical ideas, strategies and tools that attendees can use immediately to reach higher levels of success.
He’s also the host of several podcasts including Between Now and Success and Barron’s Advisor: The Way Forward podcast. On both podcasts, Steve interviews top financial industry leaders as well as other accomplished professional from around the world who have messages that can benefit financial advisors
Duncan MacPherson is joined by Pareto coach and team dynamics specialist Elaine Christakos for a practical conversation on one of the most overlooked drivers of growth in financial advisory businesses: building and leading a high-performing team.
Together, they explore the shift from advisor to CEO, where leadership, delegation, and structure become the real drivers of scale. As firms grow more complex, Elaine shares how intentional team design, clear roles, and aligned communication create consistency in the client experience while freeing up capacity.
The conversation also dives into hiring, retention, and team cohesion, highlighting why behavioral alignment often matters more than technical skill, and how the wrong hires can quietly erode culture, trust, and enterprise value. Elaine breaks down the mindset shift required to let go, empower the right people, and build a business that can grow beyond the advisor.
Key highlights include:
- Why scaling requires a shift from doing more to leading differently
- How team dynamics impact productivity, consistency, and enterprise value
- Hiring for alignment, not just experience
- Using behavioral insights to strengthen team communication
- Why letting go is essential to becoming a CEO
This is a practical discussion for financial advisors looking to build a more scalable, self-sustaining business and lead with greater clarity and control.
Tune in for actionable insights on leadership, team structure, and scaling the right way.
Promotions:
- Toolkit CRM by Pareto: www.toolkitcrm.com
- Pareto Systems: Turnkey Advisor Membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Elaine Christakos:
- LinkedIn: Elaine Christakos
- Website: paretosystems.com/coaches/coach-elaine-christakos
About Our Guest:
Elaine Christakos is a senior level results-oriented professional and strategist with two decades of management and coaching experience in the financial services sector. She has designed and implemented successful and proven practice management and relationship management training programs.
Elaine is also a behavioral strategist and high-performance team coach who helps financial advisory teams hire the right people, build strong team dynamics, and retain top talent. Her expertise in behavioral profiling, especially DISC, Emotional Intelligence, and Driving Forces, gives her clients a clear competitive edge in attracting and developing cohesive, high-functioning teams.
A Certified DISC Specialist and trainer, Elaine uses a practical, science-based approach to decode human behavior in a way that’s immediately applicable to hiring decisions, communication strategies, and leadership development. She works with elite advisors and their teams to build intentional cultures where each person operates in alignment with their natural strengths, leading to better fit, faster trust, and longer-term engagement.
Elaine’s foundation in practice management was shaped by early exposure to structured, client-centric systems, which ignited her passion for coaching and optimizing team performance. Today, as a coach with the Pareto Systems network, she blends behavioral insights with strategic consulting to help advisory teams grow with clarity and confidence.
What does it look like when a financial advisor builds a practice around purpose, not just profit?
Join host Duncan MacPherson as he sits down with Kimberly Safoyan, founder of Anchor Wealth Management Group in Palm Desert, California, and a seasoned advisor within The Wealth Consulting Group (WCG), affiliated with LPL Financial. Kimberly shares how she has built a values-driven wealth management practice focused on philanthropy, community involvement, and purpose-driven financial planning to strengthen client relationships and drive long-term retention. From launching the American Heroes UIT with First Trust to guiding clients through complex life transitions, Kim brings a practical, client-centric approach to modern advisory firms.
Key Takeaways for Financial Advisors:
- Build deeper client relationships through philanthropy
- Differentiate with values-based financial planning
- Strengthen client retention with legacy planning strategies
- Better serve women through divorce and widowhood
- Leverage mentorship to grow advisory teams
- Use technology to enhance the client experience
Kimberly Safoyan demonstrates how top financial advisors go beyond portfolio management by aligning wealth with purpose and delivering a more meaningful client experience.
Promotions:
- Toolkit CRM by Pareto: www.toolkitcrm.com
- Pareto Systems: Turnkey Advisor Membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Kimberly Safoyan:
- LinkedIn: Kimberly Safoyan
- Website: www.Anchor-Wealth.com
- WCG Website: www.wealthcg.com
About Our Guest:
Kimberly Safoyan is President and founder of Anchor Wealth Management Group, LLC and has over 30 years of financial services experience. She has served her clients as an independent wealth advisor since 1991. Her focus is to serve as your personal CFO, seeking to bring a full spectrum of wealth management capabilities and resources necessary to address your complex financial needs.
Some of Kim’s achievements include: Five Star Wealth Manager Award as featured in Palm Springs Life Magazine for years 2012, 2013, 2016 – 2021. She holds the Series 7, 24, and 63 securities registrations with LPL Financial, the Series 65 securities registration with WCG Wealth Advisors, and is registered to transact securities business with residents of the following states: AR, AZ, CA, CO, FL, ID, MI, NV, NY, TX, and WA. She also holds a California insurance license. Kim earned her Bachelor of Arts degree in Communication Studies with an emphasis in business from California State University Northridge.
Raised in Michigan, Kim moved to the desert in 1982 and graduated from Indio High School. Kim is a strong community services advocate. She serves as an advisory board member for the Cathedral City Salvation Army Corp, is a past board member for the Palm Desert High School PTO and PDHS Foundation board member.
Most financial advisors are really good at their job, and that might be exactly what’s holding them back!
Duncan MacPherson is joined by Pareto coaches Jason Westover and Mike “Cy” Cajthaml Jr. for a candid, high-level conversation on what the best financial advisors are doing right now to stay ahead in a rapidly evolving industry.
Together, they unpack what it truly means to become the “advisor of the future”, from growing up-market and attracting ideal clients, to making the pivotal shift from technician to CEO. As disruption accelerates and AI reshapes workflows, the discussion centers on how top-performing advisors are leveraging both technology and human insight to build scalable, enterprise-value businesses.
The conversation explores the widening gap between complacency and ambition, the power of intentional practice management, and why relationship excellence, not technical expertise alone, remains the ultimate differentiator. Jason and Mike also share real-world observations from coaching some of the most sophisticated advisory teams in North America, highlighting the habits, structures, and mindset shifts that separate sustainable firms from stalled practices.
Key highlights include:
- Why growing “up-market” often starts with refining your top 50 relationships
- The transition from advisor to CEO, and why delegation unlocks scale
- How leading teams are using AI to compress time without compromising trust
- The importance of client advisory councils and feedback loops
- Why no one wants to buy your job, only your business
This is a practical, forward-looking discussion for financial advisors who want to avoid plateauing, build enterprise value, and design a business that ultimately serves their life, not the other way around.
Tune in for strategic insight, tactical ideas, and a clear roadmap for what’s next in advisory leadership.
Promotions:
- Pareto Systems: Turnkey Advisor Membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Jason Westover:
- LinkedIn: Jason Westover
- Website: paretosystems.com/coaches/coach-jason-westover
Connect With Mike “Cy” Cajthaml Jr.:
- LinkedIn: Mike “Cy” Cajthaml Jr.
- Website: www.paretosystems.com/coaches/coach-mike-cy-cajthaml-jr
About Our Guests:
Jason Westover has spent over 20 years helping financial advisors, sales teams, and wholesalers perform at their best. After discovering Pareto Systems 15 years ago, he became one of its strongest advocates, using its proven coaching methods to help top performers elevate their businesses. Today he’s also leading conversations on how AI tools can transform advisor effectiveness and client outcomes across the industry.
Jason lives near Kansas City with his wife and three children. Outside of work he’s a competition BBQ cook and Brazilian Jiu-Jitsu competitor.
Mike “Cy” Cajthaml Jr. brings 17 years of financial services experience to his role as a Pareto coach. His background spans insurance marketing, nationwide advisor consulting, and working alongside his father as a financial advisor in Overland Park, KS. That blend of wholesale and retail experience gives Mike a unique perspective in helping advisory firms integrate the Pareto Process and build toward their ideal practice.
Mike lives in Overland Park with his wife Ashley and their two sons, Cameron and Carson. Outside of work he enjoys golf, a good cigar, and cheering on the Chicago Bears.
Listen on Apple Podcasts
What will separate the advisors who thrive over the next decade from those who get left behind?
Join Duncan as he sits down with Brad Johnson, co-founder of Triad Partners and host of the Do Business. Do Life. podcast, for a wide-ranging conversation on what it truly takes to build a sustainable, future-ready advisory business. Together, they explore how innovation, long-term thinking, and human-centered planning are redefining success in financial services. As demographic shifts accelerate and complexity increases for both advisors and clients, Brad shares insights on why advisors must evolve beyond portfolio management and toward holistic planning that balances growth, protection, income, and purpose.
The conversation also dives into the importance of resilience, perspective, and values, drawing on lessons from entrepreneurship, market cycles, and life itself. Brad outlines why the next decade may be the greatest opportunity Financial Advisors have ever seen, provided they embrace process, patience, and genuine service.
Key highlights include:
- Why true financial planning goes far beyond portfolios and products
- The impact of demographic shifts and the “silver tsunami” on advisory opportunities
- How income planning and distribution strategies are often the missing link for retirees
- The role of alternative assets, personal interests, and non-traditional wealth in modern planning
- Building a business that serves life, not one that sacrifices it
Tune in for a thoughtful, practical discussion on becoming a trusted, long-term partner to clients while building a business, and a life, that endures through every season.
Promotions:
- Pareto Systems ‘AI Coaching Program’: www.paretosystems.com/ai-coaching-program
- Pareto Systems ‘Practice Management Index’ assessment: The PMI Assessment
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Brad Johnson:
- LinkedIn: Brad Johnson
- Website: TriadPartners.com
- Podcast: Do Business, Do Life Podcast
About Our Guest:
Brad Johnson is co-founder of Triad Partners and the host of the transformative “Do Business. Do Life.” podcast. Embodying a humble upbringing in rural Minneapolis, KS, on a farm alongside his parents and brother, Brad’s roots instilled unwavering values of hard work and treating others with respect.
With a profound belief in the power of the “and” approach to life and business, Brad has revolutionized the financial advisory landscape. At Triad Partners, he forges an intimate and carefully curated community, redefining partnerships. Guided by his enduring principles, Brad empowers advisors to embrace growth, freedom, and joy in their professional and personal lives.
Prior to founding Triad, Brad was a Vice President of Advisor Development for over 13 years at Advisors Excel, one of the country’s largest Field Marketing Organizations. In that role, Brad coached a group of independent advisors who gather more than $1 billion of assets annually. Before joining Advisors Excel to work closely with advisors, Brad was an analyst at Payless Shoe Source for three years.
Brad received his Bachelor of Science in Computer Information Systems from Emporia State University, where he played football. Brad currently lives in Silver Lake, Kansas with his wife, Sarah, and their three children.
What if your client could sell a highly appreciated asset without triggering capital gains tax? And what if you were the advisor who made that possible?
In this episode of the “Always On Podcast,” host Duncan McPherson sits down with Roger Silk, the CEO and co-founder of Sterling Foundation Management. They discuss the evolving role of financial advisors and the increasingly complex needs of high-net-worth clients. As financial landscapes shift, advisors must adapt to new challenges and opportunities, particularly when it comes to managing significant liquidity events.
Roger Silk shares his expertise on asset diversification trusts, a powerful tool that allows clients to sell appreciated assets without incurring capital gains tax. This episode highlights the importance of proactive planning and the strategic value of long-term partnerships between financial advisors and their clients.
Key highlights include:
- The role of asset diversification trusts in tax-efficient asset management.
- The necessity of early planning for liquidity events to maximize client benefits.
- Strategies for financial advisors to strengthen client relationships through collaboration.
- Insights into leveraging philanthropic solutions for wealth preservation and growth.
Tune in and discover the insights needed to become trusted partners in their clients’ financial journeys, ensuring both immediate and long-term success.
Promotions:
- Pareto Systems AI Coaching Program – Use promo code AlwaysOn20 for 20% for a limited time!
- Pareto Systems: Turnkey Advisor Membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Roger Silk, Ph.D.:
- LinkedIn: Roger Silk
- Website: SterlingFoundations.com
- Podcast: Sterling Insights
About Our Guest:
Roger D. Silk, Ph.D. , is the CEO of Sterling Foundation Management, LLC and President of Lifetime Perspectives, Inc. Dr. Silk is widely recognized as a leading expert and innovator in the emerging field at the intersection of finance and philanthropy.
Dr. Silk has more than three decades of experience working with and advising wealthy clients, high net worth families, and the advisors who work with them on a variety of issues ranging from the use of private foundations to the integration of sophisticated charitable planning into multi-generational estate plans. He has worked with numerous investment, accounting, financial planning, and legal professionals to educate them, their firms, and their clients about the benefits and characteristics of a full suite of solutions, entities and planning tools.
Dr. Silk is the author of several books, including The Investor’s Dilemma Decoded (Wiley, 2024), Managing Foundations and Charitable Trusts (Bloomberg Press, 2011), Creating a Private Foundation (Bloomberg Press, 2003), and Politicians Spend, We Pay (Sterling Lifetime Press, 2022). He has published dozens of articles that have appeared in periodicals such as Estate Planning, Philanthropy, the Journal of Financial Planning and Trusts & Estates. He has spoken to audiences around the country on the types and uses of charitable entities, and he frequently conducts educational seminars for financial professionals focusing on integrating the full suite of charitable entities into the financial planning process.
Prior to co-founding Sterling, Dr. Silk was a Treasury officer at the World Bank, where he was responsible for a multi-billion-dollar repo portfolio.
Dr. Silk holds a Ph.D. and an M.A. in Applied Economics from Stanford University, as well as a B.A. in Economics (with distinction). He earned his CFA in 1990.
Nearly 90% of heirs leave their parents’ financial advisor. The real risk in the Great Wealth Transfer is not market volatility. It is irrelevance.
Join Duncan MacPherson as he speaks with Natasha Kennedy, Pareto-certified coach and family legacy specialist, for a timely conversation on the greatest risk facing financial advisors during the great wealth transfer.
Natasha breaks down why most heirs ultimately leave their parents’ advisor, how silence and avoidance around legacy planning erode trust, and why preparing heirs has become a critical differentiator in today’s advisory landscape.
Together, they unpack how advisors can embed continuity, succession, and family investment legacy into their value proposition in a way that deepens relationships, strengthens referability, and positions them as indispensable stewards of multi-generational wealth.
Key takeaways:
- Why nearly 90% of heirs don’t stay with their parents’ advisor
- How legacy and succession conversations increase advisor retention and fee worthiness
- Practical ways to engage heirs without creating entitlement
- How continuity planning protects relationships through generational transitions
Tune into now to unlock the secrets to keeping clients for generations by addressing the blind spot most advisors overlook.
Promotions:
- Pareto Systems: Turnkey Advisor Membership
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Natasha Kennedy:
- LinkedIn: Natasha Kennedy
- Presentation: The Legacy Plan
- Speaker Introduction: Natasha Kennedy
About Our Guest:
Natasha Kennedy, who brings more than a decade of financial services experience, beginning her career on Wall Street and then working with First Trust Advisors, and now focused on psychology and counselling.
Today, Natasha is a consultant with Pareto Systems helping advisors to strengthen client relationships, and build purposeful businesses. With her background in both finance and psychology, Natasha is the ideal person to guide us through the human side of this great wealth transfer, specifically on adding Intergenerational Planning & Family Meetings into your process.
In this episode of the Always On podcast, Duncan speaks with Scott Danner, CEO, author, and advisor to enterprise-level leaders, for a fast-paced conversation on what every financial professional needs to know about the accelerating wave of M&A activity.
Scott breaks down why enterprise value has become the ultimate scorecard in today’s advisory landscape, how top Financial Advisory teams are preparing years in advance for transitions, and the mindset shift required to move from being the indispensable advisor to the architect of a scalable, transferable business.
Together, they unpack the leadership habits, team structure, and client experience strategies that determine whether you survive the industry’s consolidation or thrive in it.
Key takeaways:
- How to position your advisory business for maximum value in M&A transactions
- Leadership habits that make your team attractive to buyers
- The client experience strategies that preserve relationships through a sale
- Steps to future-proof your business and succession plan
If you are a Financial Advisor looking to strengthen your succession strategy, understand premium valuations, or future-proof your business, this episode is a must-listen.
Promotions:
- Pareto Systems: Turnkey Advisor Membership
- Toolkit by Pareto: toolkitcrm.com
Connect With Duncan MacPherson:
- Website: ParetoSystems.com
- Toll Free: 1.866.593.8020
- Learn More: Schedule a Call
- LinkedIn: Duncan MacPherson
Connect With Scott Danner:
- LinkedIn: Scott Danner
- Website: scottdanner.com
- Company: Steward Partners
- Podcast: The High Performance LIFE Podcast
About Our Guest:
Scott Danner is the Host of The High Performance LIFE Podcast and Executive VP, Head of Legacy at Steward Partners
Scott Danner is a dynamic entrepreneur, performance coach, and speaker who believes success means nothing without alignment in all areas of life- health, relationships, purpose, and legacy. As host of The High Performance LIFE podcast, he sits down with world-class leaders in business, sports, and personal development to explore the habits, mindset, and values that drive true fulfillment.
Professionally, Scott is a powerhouse in the financial services industry. He currently leads the M&A Division at Steward Partners and is the former founder and CEO of Freedom Street Partners, which he scaled into a firm managing nearly $3.5 billion in AUM and spanning seven states. His reputation as an M&A strategist and advisor advocate is grounded in a passion for building your legacy, not just building wealth, but building people.
Beyond business, Scott’s life is rooted in faith, family, and service. He’s a devoted husband and father, a man who understands that achievement means little without deep, personal purpose. His commitment to giving back is reflected in the wine festival he co-founded, which has donated over $2.7 million for local charities over the past 15 years.
Scott is also the author of Freedom Street and a recognized voice on topics including leadership, succession, and personal growth. Through his podcast, he helps listeners uncover what it means to live a High Performance LIFE, where success isn’t just measured by accomplishments, but by alignment, impact, and legacy.
Join host Duncan MacPherson and his guest Rob Montella of First Trust as they discuss moving upstream in client engagement, emphasizing the need to understand client needs and enhance services through advisory councils. Rob shares insights from his time at Goldman Sachs and First Trust, highlighting the importance of adapting strategies for high-net-worth clients.
Rob introduces “higher and fire” criteria, explaining how advisors can differentiate themselves with specialized services. The conversation also covers AI’s role in refining advisory approaches to better serve clients.
They also focus on legacy planning and engaging the next generation. Rob stresses the importance of documenting legacy wishes and adapting services based on client feedback.
Key Points:
- Moving upstream in client engagement.
- Enhancing services through advisory councils.
- Differentiation with specialized services.
- AI’s role in refining advisory approaches.
- Legacy planning and multi-generational wealth management.
Tune in to discover how to elevate your advisory practice, leverage AI, and create lasting client relationships. This conversation is packed with insights that will inspire you to take your financial advising to the next level!
Resources Mentioned: Pareto Systems AI Whitepaper: paretosystems.com/ai-strategies-for-financial-professionals
Promotions:
- Practice Management Index report: practicemanagementindex.com
- Toolkit by Pareto: toolkitcrm.com
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Robert Montella:
- LinkedIn: Robert Montella
- First Trust: FTPortfolios.com
About Our Guest:
Rob Montella is a Vice President and Performance Coach at First Trust. For nearly 30 years, he has assisted financial professionals, business leaders, and institutions in maximizing efficiency and business growth. Rob’s objective for every client relationship is to become so essential to their success that he becomes their “first call” for anything related to the “business of running the business.” While any topic of conversation is within scope, Rob specializes in:
- Developing emotional intelligence
- Attracting, serving, and retaining wealthier clients
- Acquiring, developing and retaining top talent
- Personal and business branding
- Behavioral Finance
Rob spent 15 years at Goldman Sachs as a Senior Strategist in their global consulting business, where he has captured and documented the practices of the elite around the world. His groundbreaking work in emotional intelligence in the financial services industry was featured in the book Educating People to be Emotionally Intelligent.
In this episode, Duncan MacPherson sits down with Frank LaRosa, CEO of Elite Consulting Partners and host of Advisor Talk with Frank LaRosa Podcast, for a powerful conversation about navigating transitions in the financial services space.
Frank shares his experience helping financial advisors make meaningful and measurable moves, whether scaling up, going independent, or rethinking their next chapter. Together, Duncan and Frank explore how to:
- Prime and prepare for any professional transition
- Launch with clarity, confidence, and the right messaging to clients
- Maximize long-term success once the dust settles
They also dig into the mindset behind real growth, balancing what you’re getting with who you’re becoming, and how financial advisors can think bigger about enterprise value, leadership, and personal fulfillment.
If you’re considering your next move, this episode will help you make it the right one.
Resources Mentioned:
- Visit Advisor Talk Podcast for more from Frank LaRosa
Promotions:
- The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching
- Toolkit by Pareto: toolkitcrm.com
- Practice Management Index report: practicemanagementindex.com
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Frank LaRosa:
- LinkedIn: Frank Larosa
- Instagram: franklarosa.elite
- Elite Consulting Partners
About Our Guest:
Frank LaRosa is the Chief Executive Officer of Elite Consulting Partners, a nationally recognized leader in financial advisor recruiting, transition consulting, and M&A advisory. With more than 25 years of experience in the wealth management industry, Frank brings a unique perspective rooted in his early career as a financial advisor and branch manager at major firms including Morgan Stanley, Smith Barney, and Prudential Securities.
Since founding Elite Consulting Partners in 2011, Frank has led the firm to complete thousands of advisor transitions, helping practices grow, scale, and realize their enterprise value. Under his leadership, Elite has become a trusted resource for financial professionals navigating the complexities of independence, firm movement, and succession planning.
Frank is also the host of the popular industry podcast Advisor Talk with Frank LaRosa, where he shares unfiltered insights on trends shaping financial services, advisor success stories, and interviews with top leaders in the space. He is a member of the Forbes Business Council and author of the book Counterpunch: How to Fight Back and Win as an Advisor, offering guidance for advisors looking to build resilient and impactful practices.
Recognized for his “advisor-first” philosophy and strategic vision, Frank continues to serve as a sought-after voice in wealth management driving meaningful conversations around growth, innovation, and the future of the advisory profession.
In this episode of the Always On Podcast, host Duncan McPherson sits down with Jeff Ambrose to discuss the “advisor flight plan.” This strategic framework is designed to help financial advisors transition smoothly to new environments. Jeff shares his expertise on the evolving financial landscape and the importance of aligning professional settings with personal and client goals.
Discover the key elements of the “advisor flight plan” for a seamless transition.
Key Takeaways:
- Conduct effective due diligence and make informed decisions.
- Understand the role of client advisory councils in strengthening client relationships.
- Explore the benefits of focusing on future opportunities rather than past limitations.
Tune in to gain insights on navigating professional transitions with confidence and clarity.
Resources:
- Pareto Systems Coaching: Schedule a Call
- Pareto Systems: Practice Management Index (PMI)
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Jeff Ambrose:
- Pareto Systems: Jeff Ambrose
- Email: jambrose@paretosystems.com
About Our Guest:
Jeff Ambrose has 20 years of experience in the financial services industry working with successful advisory teams through his wholesale relationships. He has consistently met and exceeded goals in every aspect of his career; growing revenue with existing clients, attracting new clients, and turning around failing territories resulting in consistent promotions leading up to Senior Vice President and, most recently, Partner.
In this Always On episode, Duncan MacPherson and Chris Jeppesen, Chief of Advisory Practices at First Trust, cut through the noise to show how modern financial advisory leadership blends clear operating rhythm, role clarity, and intentional culture, with AI as a practical tool to compress research, sharpen meeting prep, and turn ideas from books like Good to Great, Traction, and Atomic Habits into daily workflows that scale client loyalty and growth.
Key takeaways:
- Establish a simple weekly leadership cadence to align priorities and decisions.
- Define roles by outcomes, handoffs, and KPIs so accountability is unambiguous.
- Segment service to set expectations, elevate experience, and protect capacity.
- Use AI to prep agendas, summarize meetings, and automate follow-ups inside your CRM.
Resources:
- AI for the Financial Professional (Whitepaper):
- The Blue Square Method by Duncan MacPherson and Chris Jeppesen
- The Advisor Playbook by Duncan MacPherson and Chris Jeppesen
- First Trust Advisor Consulting Group: Contact your First Trust wholesaler for support and guidance
- Good to Great by Jim Collins
- Traction: Get a Grip on Your Business by Gino Wickman
- Atomic Habits by James Clear
Promotions:
- The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Chris:
- First Trust
- LinkedIn: Chris Jeppesen
- LinkedIn: First Trust
About Our Guest:
Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook and The Blue Square Method.
In this episode of Always On, Duncan MacPherson sits down with financial advisor and entrepreneur Sten Morgan, author of The Seven Mindsets of Success. Together they explore the shifting demographics of the industry, the power of the mentor–protégé dynamic, and how younger advisors can break free from outdated models. Sten shares candid lessons from his own journey, including the importance of charging for ideas, becoming a better communicator, and creating client experiences that inspire long-term advocacy.
Whether you’re early in your career or an established financial advisor seeking to reinvent your practice, this conversation offers a roadmap for building relevance, resilience, and real value in a changing profession.
Key Takeaways:
- Why the aging advisor demographic creates opportunities for the next generation
- The mentor–protégé model and how both sides benefit from alignment
- Lessons from The Seven Mindsets of Success and how to apply them
- How to confidently charge for time and ideas—not just products or assets
- The importance of communication skills in building trust and credibility
- Practical strategies to elevate client meetings from routine reviews to engaging strategy sessions
Resources Mentioned:
- The Seven Mindsets of Success by Sten Morgan
- The E-Myth by Michael Gerber
- The Millionaire Next Door by Thomas Stanley
- Visit gobeelite.com for more from Sten Morgan
Promotions:
- The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Sten Morgan:
- LinkedIn: Sten Morgan
- Elite Advisor Network
About Our Guest:
Sten Morgan is one of the country’s leading voices helping financial advisors think and act differently. He is the founder of Legacy, a multi-million dollar financial planning firm based in Franklin, Tennessee, built on a planning-first model that prioritizes proactive strategy and leadership.
He also founded the Elite Advisor Network, where he coaches thousands of advisors nationwide to increase their value, communicate with confidence, and reach their potential, faster.
Sten was named one of Investment News’ 40 Under 40 top advisors at the age of 30. He has since redefined what it means to be a modern advisor—leading with planning, building intentional businesses, and helping others do the same.
He’s the author of three industry-shaping books: 7 Mindsets of Success, Value First Prospecting, and Wish I Knew That Sooner. His frameworks and thought leadership have been featured in ThinkAdvisor, and on stages across the country.
Sten is known for challenging the status quo, helping advisors recognize and reach their full potential.
Join Duncan MacPherson as he reconnects with Kevin Bishopp, Vice President at First Trust, to explore the four key stages in an advisor’s business evolution: growing, teaming, scaling, and exiting. They unpack how AI is reshaping productivity, client experience, and enterprise value, and why execution and process are the real differentiators for future-ready professionals.
Highlights:
- How AI boosts capacity, consistency, and client impact
- The importance of process in scaling and succession
- Why focusing on your niche builds referability
- Practical steps to make your business sale-ready
Whether you’re just getting started or thinking about your eventual exit, this conversation offers powerful insights to help you stay intentional and future-ready. Tune in to learn how to harness AI, refine your process, and build enterprise value at every stage of your business evolution.
Resources:
- AI Whitepaper for Financial Professionals: paretosystems.com/ai-strategies-for-financial-professionals
- The Blue Square Method: paretosystems.com/#the-blue-square-method
- The Advisor Playbook: paretosystems.com/the-advisor-playbook
Promotions:
- The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Kevin Bishopp:
- LinkedIn: Kevin Bishopp
- First Trust
About Our Guest:
Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group at First Trust. His focus is the best practices and mission-critical strategies that propel professionals/firms to be truly unique within the industry. His insights into key metrics, resource allocation, team structure, marketing and client acquisition equip professionals/firms to make high-quality strategic decisions that can generate dynamic results. Prior to joining First Trust, Kevin spent 12 years with Russell Investments, where he held positions as Director of Practice Management, RIA Channel Head and Business Development Director. In those roles, he focused on coaching, content creation, sales management, national account management, and business development. Before joining Russell Investments, Kevin spent 5 years as a wealth manager for The Bishopp Group LLC, a family-owned wealth management practice. In 1994, he started his career in financial services as an associate for Principal Financial Group. Kevin holds an MBA from the Michael G. Foster School of Business at the University of Washington and a BA in Finance from Eastern Washington University.
How do you build a business that grows without losing its soul?
Find out as Duncan MacPherson sits down with Chris Garcia, Private Wealth Advisor and CEO of The Azimont Group, a private wealth advisory practice of Ameriprise Financial Services, LLC.
Chris shares how he evolved from a solo advisor into a multi-advisor enterprise by focusing on process, stewardship, and a powerful brand narrative. With a team of 20 and growing, Chris has built a scalable, referable, and succession-ready business, by design.
In this episode, they explore:
- Why process is your best defense against commoditization
- The importance of articulating your professional contrast
- How to create a brand that clients and advisors want to be part of
- The difference between living your legacy and leaving one
- How to scale without sacrificing the client experience
Whether you’re building a team, refining your process, or thinking about enterprise value, this episode is packed with insights you can act on right away.
Resources Mentioned:
- The Blue Square Method: paretosystems.com/#the-blue-square-method
Promotions:
- The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Chris Garcia
- LinkedIn – Chris Garcia: www.linkedin.com/in/chris-m-garcia-cfp%C2%AE-0a56965
- Facebook – Azimont Group: www.facebook.com/AzimontGroup
- Azimont Group website: www.ameripriseadvisors.com/team/azimont-group
About Our Guest:
Leveraging a strong foundation in financial study and years of planning experience, Chris Garcia is dedicated to guiding clients on their path to financial independence, turning lifelong dreams into tangible, actionable accomplishments.
A graduate of Texas State University with a degree in Finance, Chris quickly discovered his calling in helping individuals build confidence in their financial futures. Through thoughtful planning and a client-first approach, he empowers people to move forward with clarity and purpose. With a team of professionals and a comprehensive process in place, Chris enables his clients to focus on what matters most, without being distracted by what’s outside of their control.
For important information on how Chris can interact with you on social media, please visit: www.ameriprise.com/social
Explore the intersection of leadership, scalability, and client impact through Duncan MacPherson’s compelling conversation with Jimmy Lee, Founder and CEO of The Wealth Consulting Group, and an advisor who operates at both the strategic and client-facing levels of his firm.
Together, they unpack what it takes to build a business that is both transferable and transcendent.
Key takeaways include:
- The advantages of having both a C-suite and client-facing perspective
- Why being sale-ready is about structure, not timing
- How to lead with values while still pursuing growth
- The difference between running a business for clients and with clients
- Reflections on intentional leadership, culture, and the long game of legacy
This conversation offers a rare look into how high-performing advisors align their business models with long-term outcomes, without sacrificing the human side of the profession.
Resources Mentioned:
- The Blue Square Method: www.paretosystems.com/#the-blue-square-method
Promotions:
- Pareto Systems Coaching for Financial Advisors: www.paretosystems.com
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Jimmy Lee
- LinkedIn – Jimmy Lee: www.linkedin.com/in/jleewcg/
- LinkedIn – Wealth Consulting Group: www.linkedin.com/company/the-wealth-consulting-group/
- Wealth Consulting Group website: www.wealthcg.com
About Our Guest:
Jimmy Lee is the founder and CEO of The Wealth Consulting Group (WCG). WCG is a hybrid RIA consisting of 43 branch locations and 123 advisors affiliated with the firm with over $8.5 billion in assets under advisement as of 5/31/25.
WCG’s purpose is “Making Life Better” with a mission of helping financial advisors spend 80% of their time in their genius. The company’s vision is to help 100,000+ lives with an effortless one stop wealth management experience. WCG is an award winning firm being named as a leader by USA Today, Newsweek, Financial Advisor Magazine, Citywire, Investment News, etc.
Jimmy is a fixture in the tier one financial media as a regular on networks such as CNBC, Fox Business, Bloomberg, Reuters, BBC News, BNN Bloomberg, etc. He has also been profiled in the Wall Street Journal, quoted by many financial publications, is a regular contributor for Kiplinger, and a Best In State financial advisor by Forbes. He resides in Las Vegas.
What if your business could grow, evolve, and even be sold… without being dependent on you?
That’s exactly what Eric Boyce and Kelly Griggs of Boyce & Associates Wealth Consulting are building. In this episode, they unpack how they’ve methodically engineered their business for scalability and succession, turning ideas from The Blue Square Method into real-world results.
They’ve gone beyond client service, they’ve built a client experience that’s proprietary, repeatable, and deeply embedded into their culture.
Here’s what we covered:
- How they transformed best intentions into a living, breathing playbook
- The steps they took to professionalize their onboarding and service workflows
- Why process, not personality, is their greatest asset
- How the P3 Approach (Protect, Plan, Prosper) underpins their entire client journey
- What advisors can learn about creating transferable value and long-term continuity
If you’re working toward building enterprise value, or just looking to elevate your structure, this episode will give you a clear look at what that progression can look like.
Resources Mentioned:
- The Blue Square Method: www.paretosystems.com/#the-blue-square-method
Promotions:
- Pareto Systems Coaching for Financial Advisors: www.paretosystems.com
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Eric Boyce and Kelly Griggs of Boyce & Associates Wealth Consulting:
- LinkedIn – Eric Boyce
- LinkedIn – Kelly Griggs
- Boyce & Associates Wealth Consulting
About Our Guests
Eric Boyce is the Founder, President and CEO of Boyce & Associates Wealth Consulting, Inc. and Boyce & Associates Business Valuations, LLC. Eric has worked in finance, treasury management, investment research, and portfolio management since 1991 and has served in various leadership capacities during his 30+ year professional career.
Eric earned his B.B.A. in Finance from the University of Texas at Austin and his M.S. in Finance from the University of Texas at Dallas. Eric earned his Chartered Financial Analyst (CFA) designation from the CFA Institute and previously completed the Non-Qualified Plan Adviser (NQPA) program sponsored by the National Association of Plan Advisors (NAPA). He also earned the designations of Chartered Investment Counselor (CIC) and Certified Cash Manager (CCM). He is an active member and past President of the CFA Society of Austin. He is a member of the National Association of Certified Valuators and Analysts (NACVA), the National Association of Insurance and Financial Advisors (NAIFA), and the Society of Financial Service Professionals (FSP).
Eric is also very active in his community. He currently serves on the City Council for the City of Cedar Park (TX), having previously served as President of the Cedar Park Economic Development Corporation and as Chairman of the city’s Planning & Zoning Commission. Eric is also a member of the Board of Trustees for the Cedar Park Regional Medical Center. He also serves as a senior member of the joint Investment Committee for the Ascension Seton Hospital and Dell Children’s Medical Center Endowment Funds and previously as Treasurer and Investment Committee Chair for the Catholic Foundation for the Diocese of Austin.
Eric has been married for 32 years to Joanne, and they have two adult children.
Kelly Griggs serves as the Vice President of Financial Planning for Boyce & Associates Wealth Consulting.
As a Financial Advisor, she holds multiple advanced licenses including Wealth Management Specialist and Chartered Retirement Planning Counselor.
She is especially energized by guiding women on how to plan a secure retirement and truly own their financial footing in life.
Kelly is also the Founder and President of Networking BossBabes, a 501c3 nonprofit for women business owners in the Austin area.
In this episode of the Always On Podcast, Duncan MacPherson sits down with Whit Lanier, CEO and Co-founder of Amplify Reviews, to unpack the growing role of client testimonials in financial services. As trust continues to shift online, reviews have become more than just social proof, they’re a scalable strategy for activating advocacy, attracting ideal clients, and staying compliant.
They discuss how financial professionals can build a review process that’s automated, compliant, and genuinely impactful. Whether you’re just beginning to explore online reviews or looking to refine your current strategy, this episode provides a practical playbook.
Topics covered include:
- How online reviews act as “referral rehearsals” and support client advocacy
- The role of testimonials in building professional contrast and client trust
- What advisors need to know about SEC rules and compliance-friendly language
- Why reviews are one of the most powerful authority signals for SEO
- Ways to integrate review requests into onboarding and review meetings
- The difference between one-off campaigns and long-term, automated strategies
Resources:
- Get 10% Off Amplify Reviews – paretosystems.com/amplify-reviews
- See Amplify Reviews in Action – paretosystems.com/reviews
- Mentioned Partner – Idea Decanter – ideadecanter.com
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Whit Lanier:
- Amplify Reviews
About Our Guest
Whit Lanier is the CEO and co-founder of Amplify Reviews – a platform focused on helping financial advisors embrace online reviews on their own terms.
A serial entrepreneur, Whit’s previous start-up was the leading healthcare technology vendor for enabling hospitals to publish verified patient ratings and reviews. That company was acquired at the end of 2014, and by 2021 the platform had processed over 60 million patient reviews for 400 of the country’s largest health systems.
Whit’s career spans management consulting, marketing, product marketing, product management, and executive/general management roles. Whit holds a bachelor’s degree from Vanderbilt University and an MBA from the Kellogg School of Management at Northwestern University.
Outside of Amplify Reviews, Whit plays bass guitar in a local Atlanta rock and roll band (Penny Western) and holds a black belt in Brazilian Jiu Jitsu. He is married with three daughters and a mini-goldendoodle
In this episode of Always On, Duncan MacPherson welcomes back Chris Jeppesen, Chief of Advisory Practices at First Trust, for a timely conversation rooted in real-world field experience. As volatility continues to test the industry, the best financial advisors aren’t retreating, they’re leaning in. Duncan and Chris unpack how the most effective teams are embracing this environment as a catalyst for deeper relationships, elevated leadership, and long-term enterprise value.
They explore the mindset and tactical shifts that top performers are making, from transitioning toward advice-centric models and AI adoption, to scaling their practices without diluting the client experience. The conversation also addresses the advisor’s personal evolution, with insights on leadership, strategic planning, and legacy-building.
Key takeaways include:
- How to “value stack” with proactive communication, personalized planning, and future-focused conversations
- What advisors must do now to stay ahead of shifting client expectations and emerging competition
- Why AI isn’t optional, and how to use it to develop IP, scale client acquisition, and enhance team efficiency
- Leadership, delegation, and building a business that creates both freedom and fulfillment
Resources:
- AI for the Financial Professional (Whitepaper):
- The Blue Square Method by Duncan MacPherson and Chris Jeppesen
- The Advisor Playbook by Duncan MacPherson and Chris Jeppesen
- First Trust Advisor Consulting Group: Contact your First Trust wholesaler for support and guidance
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Chris:
- First Trust
- LinkedIn: Chris Jeppesen
- LinkedIn: First Trust
About Our Guests:
Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook and The Blue Square Method.
In this episode, Duncan sits down with Dr. Amy D’Aprix, a certified gerontologist, life transition expert, author, and the founder of LifeBridge Strategies to talk about how financial professionals can go beyond the numbers and deepen their client relationships.
Amy has spent decades helping advisors bring more empathy, purpose, and relevance into their process. Our conversation centered around the “life side” of retirement, how to align money with meaning and position yourself as the advisor of choice, especially in a world where loyalty, longevity, and family dynamics are all evolving.
In this episode, they discuss:
- How to elevate your conversations beyond financial metrics and into what truly matters to clients
- A simple framework, Listen, Empathize, Reassure, Act (LERA), to make empathy part of your process
- Real-world stories of how authentic connection drives client retention and high-quality introductions
- Why it’s essential to build relationships with the entire family, especially women and the next generation
- How to help clients (and yourself) avoid burnout by rethinking retirement as a shift toward fulfillment
- Tangible ways to become indispensable in a time when AI can replace knowledge, but not emotional intelligence
If you’re looking to become more referable, more memorable, and more valuable, this conversation will give you practical ways to do just that.
Resources:
- Learn more about Dr. Amy and her work: lifebridgestrategies.com
- Book recommendation: When Bad Things Happen to Good People by Harold Kushner
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Dr. Amy D’Aprix:
- Contact
About Our Guest
Amy D’Aprix is an internationally respected expert on lifestyle issues relating to retirement, aging, caregiving, and family dynamics. With a Ph.D. in Social Work, “Dr. Amy,” as she is affectionately known, provides down-to-earth, practical, and professionally informed guidance on Life Transitions to individuals, professionals, and organizations.
A compelling and pragmatic speaker, and coach, Dr. Amy, has inspired thousands of Financial Advisors and their clients across North America. She has consulted for the financial industry and trained advisors for over 20 years, providing sound guidance in navigating life’s events and challenges to ensure the success of overall life goals and financial plans.
This passion is reflected in LifeBridge Strategies offerings, such as Trusted Advisor of Choice, a program for financial professionals to better understand their clients’ concerns and LifeMap, an exclusive membership site to help advisor’s clients proactively prepare for the life transitions they face.
Amy is a Certified Professional Consultant on Aging (CPCA). She has authored the book, From Surviving to Thriving: Transforming Your Caregiving Journey and created the Life Memories Journal and Caring Cards to inspire more meaningful conversations between generations. Amy is also a Director of The International Federation on Ageing.
Dr. Amy is regularly featured and interviewed on television, radio, podcasts, and online publications.
In this episode of The Always On Podcast, host Duncan MacPherson sits down with Peter Velardi, founding partner at JPTD Partners, to discuss the essential systems financial advisors need to scale their businesses, optimize referrals, and maximize enterprise value for a successful exit.
In this episode, you’ll learn:
- The three-phase approach to business growth: survival, scaling, and monetization
- How to automate referrals without looking opportunistic
- Why financial professionals should start planning their exit strategy earlier than expected
- The evolving M&A landscape and how private equity is reshaping opportunities for advisors
- Common blind spots in succession planning and the best ways to mitigate risk
If you’re looking to build a business that’s valuable, sellable, and scalable, this episode is packed with insights you don’t want to miss.
Resources:
- ReferMeIQ – Automated Referral System & Referability Quiz: Take the Quiz
- The Great Wealth Transfer Training Program: paretosystems.com/iph
- Mastermind Group – $1MM Plus Producers: paretomastermind.com
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Peter Velardi:
- JPTD Partners
About Our Guest
Peter has spent the last 40+ years helping organizations and individuals grow and monetize in the financial services industry. He spent half that time as a senior leader working for a Fortune 50 Financial Advisory/Wealth Management firm leading a distribution organization of over 5,000 Financial Advisors and leaders. Over recent years, Peter has exercised his entrepreneurial muscles in various roles with 20+ startups as an advisor, board member, C Suite leadership and M & A consultant, investor, owner operator and more. He is grateful for both the learnings and multiple exits that have led to the success he is experiencing now. Most recently, Peter spends most of his time talking with C Suite leaders of Financial Advisory/Wealth Management firms. He helps them grow, scale and exit through his AI based automated referral software company, ReferMe IQ and as a partner in a boutique PE consulting firm, JPTD Partners. Personally, he is married to Janine for 35 years, and has 3 adult children – Peter, Nick and Serena. The Velardi’s enjoy all things health and fitness, water sports (wakesurfing), snow skiing/boarding and travel and adventure.
In this episode, Duncan MacPherson speaks with Paul Blanco, CEO of Barnum Financial Group and host of the “Small Steps, Big Wins” podcast. Paul shares insights into cultivating a growth mindset, avoiding plateaus, and the importance of working on your business, not just in it. He discusses how his firm has scaled from 9 to 365 advisors, leveraging efficiency tools like Zoom AI and CRM systems to stay ahead in the competitive world of financial services. Paul also reflects on the evolving role of financial advisors, the shift from advisors to CEOs, and the growing importance of embracing technology like AI to stay relevant.
In this episode, you’ll learn:
- How Barnum Financial Group scaled from 9 to 365 advisors by embracing a growth mindset.
- Practical tips for staying efficient with tools like Zoom AI and CRM systems.
- Why financial advisors need to focus on relationships and process, not just products, for long-term success.
Resources:
- Small Steps, Big Wins Podcast – Paul’s weekly podcast focusing on industry insights and entrepreneurial success.
- Zoom AI – Explore how Zoom’s AI can help improve client interaction efficiency.
- AI Whitepaper for Financial Professionals – Join the Waitlist
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Paul Blanco:
- Barnum Financial Group
About Our Guest
Paul Blanco is the founder and CEO of Barnum Financial Group, an award-winning provider of comprehensive personalized planning, investment and protection solutions, and financial literacy programs to clients across the United States. Throughout his career, Paul has been a tireless advocate for his firm and the communities it serves as well as for the financial services industry.
He hosts a weekly podcast – Small Steps, Big Wins – which focuses on the financial world and more. Paul sits down with a special guest each week to discuss important topics within the financial sector and explore what it takes to be successful in our everyday lives.
CRN202802-8131593 Securities and investment advisory services offered through qualified registered representatives of MML Investors Services, LLC. Member SIPC. 6 Corporate Drive, Shelton, CT 06484, Tel: 203-513-6000. CRN202802-8118135
In this episode Duncan sits down with Catherine Tindall, CPA and founder of Dominion Enterprise Services. Catherine specializes in tax optimization strategies for financial advisors, offering insights into minimizing tax burdens, enhancing practice efficiency, and unlocking enterprise value.
Key takeaways from this conversation include:
- Tax Efficiency as a Strategic Lever: How optimizing your tax approach can save tens of thousands annually and compound into long-term benefits.
- Proactive vs. Reactive Tax Planning: Why a forward-thinking strategy outperforms traditional compliance-based approaches.
- Preparing for Exit: Steps to maximize enterprise value through tidying, optimizing, and proprietary processes.
- The Power of Niching Down: Catherine’s experience building a CPA firm exclusively for financial professionals.
- Embracing AI: Practical applications of AI tools to enhance efficiency in financial practices.
Catherine also shares actionable advice for advisors on addressing opportunity leakages, structuring practices for growth, and collaborating with strategic partners like CPAs. This episode is packed with valuable insights for financial professionals looking to future-proof their practices.
Resources:
- ai Tool
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Catherine Tindall:
- Financial Advisors Want to Know Podcast
- Newsletter for 2025
- Contact Catherine
- Dominion Enterprise Services
About Our Guest
Catherine Tindall, CPA, is a strategic tax planner and founder at Dominion Enterprise Services, a CPA firm, specializing in optimizing tax strategies for RIAs (Registered Investment Advisors), IBDs (Independent Broker-Dealers), and 1099 financial advisors with annual revenues between $500k and $10M. Passionate about leading with proactive tax planning, Catherine focuses on collaborating with advisors to reduce their tax burden and strategically plan for growth.
Catherine also hosts the “Financial Advisors Want to Know Podcast,” (link above) where she shares insights and brings practice experts to discuss sustainably growing advisory firms.
In this episode, Duncan MacPherson sits down with Dr. Karen Weisgerber, a seasoned expert with over 30 years of experience in wealth creation and inheritance. As a faculty member of the Institute for Preparing Heirs and a thought leader in wealth transfer and philanthropy, Dr. Weisgerber dives into the most pressing concerns facing affluent families today.
Key discussion points include:
- How financial professionals can integrate legacy planning into their deliverables.
- Strategies for effectively communicating wealth transfer processes to clients.
- Practical insights for advisors to apply both professionally and personally.
Dr. Weisgerber’s extensive academic background, including a PhD and a postdoctoral fellowship in neuropsychology affiliated with Harvard University, lends unique depth to the conversation. This episode is a must-listen for financial advisors aiming to address the nuanced needs of wealth creators and their heirs.
Resources:
- Preparing Heirs Training Program
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Dr. Karen Weisgerber:
- Institute for Preparing Heirs®
About Our Guest
Karen Weisgerber completed her Ph.D. at Boston College. She furthered her education under the auspices of Harvard Medical School with both a pre- and post-doctoral clinical internship at the Beth Israel Hospital, followed by a postdoctoral internship in neuropsychology at Cambridge Hospital. Subsequent to studies in psychoanalysis at the Psychoanalytic Institute of New England, Karen rounded her educational endeavors with a certificate in Leadership and Performance coaching through Brown University’s School of Professional Studies. As a licensed psychologist, she has provided therapy and consultation through her private practice for over 30 years.
Karen enhanced her research and interview experience as a Senior Advisor at the Boston Center on Wealth and Philanthropy. She was an active participant in the Family Wealth Impact Project, which investigated the risk factors of inherited wealth. She was also the principal interviewer for a Wisdom and Wealth project researching the field of wealth advising, funded by the Templeton Foundation.
As an Integrative Family Wealth Consultant at Cambium Consulting, she engages individuals, couples, and families around the multi-faceted issues that present themselves with having significant resources, as well as concerns that arise with the distribution of wealth among siblings and across generations. She also provides her expertise to financial and legal professionals seeking to deepen the services they offer through speaking engagements, workshops, and other industry events.
In this episode of the Always On Podcast, host Duncan MacPherson engages in a profound and inspiring discussion with Sathya Chey Patterson CFP®, Esq., AIF®, Managing Partner at Arise Private Wealth. Recognized as a 2023 Forbes Top Women Wealth Advisor and a 2024 AdvisorHub Advisors to Watch, Sathya shares her incredible journey from adversity to achievement, demonstrating the power of resilience and vision.
This conversation is divided into three compelling parts:
- Honoring the Past – Sathya’s remarkable personal story, including her family’s survival through the Cambodian genocide, and how those experiences shaped her perspective and purpose.
- Thriving in the Present – Insights into the strategies and tools she uses to differentiate herself as a financial advisor, from leveraging cutting-edge technology to building authentic client relationships.
- Designing the Future – Sathya’s vision for scaling her impact by empowering advisors and clients alike with a structured, values-driven approach to achieving financial independence.
Whether you’re a financial professional, a leader, or simply seeking inspiration, this episode delivers invaluable lessons on purpose, perseverance, and professionalism.
Resources:
- Man’s Search for Meaning by Viktor Frankl
- ChatGPT
- Holistiplan
- Toolkit CRM by Pareto
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Sathya Chey Patterson:
- LinkedIn: Sathya Chey Patterson
- Arise Private Wealth
About Our Guest:
Sathya is a trailblazing leader in wealth management, co-founder of Arise Private Wealth, and a dedicated advocate for empowering others through financial clarity and purpose. With nearly two decades of experience, she is renowned as a financial architect, crafting personalized strategies that secure her clients’ futures while helping them live purpose-driven lives. Her name, meaning “truth” in Sanskrit, reflects her commitment to understanding clients’ deepest needs and aspirations, enabling them to navigate complex decisions with confidence.
Born in a Thai refugee camp after her family fled the Cambodian genocide, Sathya’s story is one of resilience and transformation. Her journey fuels her passion for mentoring women and minorities, empowering them to achieve generational success. A CERTIFIED FINANCIAL PLANNER, CSRIC®, and Certified Divorce Financial Analyst®, Sathya holds an MBA from USC and was named a 2024 Forbes Top Women Wealth Advisor Best-In-State.
Beyond her practice, she serves on the Long Beach Commission for Women & Girls, the MemorialCare Governing Board, and supports critically ill children through Miracle for Kids. A wife, mother, and mindfulness advocate, Sathya is unwavering in her mission: to inspire others to create not only financial abundance but lives of profound meaning and impact.
In this episode, Duncan MacPherson and Kevin Bishopp dive deep into how artificial intelligence is reshaping the financial services industry. From optimizing client communication to enhancing business efficiency, they unpack the immense potential AI offers to financial professionals. This forward-thinking discussion explores practical steps advisors can take to integrate AI tools into their practices and position themselves as leaders in a rapidly evolving landscape.
Whether you’re curious about AI’s role in wealth management, looking to future-proof your practice, or aiming to deliver an elevated client experience, this episode delivers actionable insights tailored for financial advisors.
Key Takeaways:
- How AI can streamline operations and improve client engagement.
- Practical ways to integrate AI tools into your financial services business.
- Real-world examples of how advisors are leveraging AI to enhance profitability and scalability.
- A discussion on the challenges and ethical considerations of adopting AI in financial services.
- Insight into upcoming trends shaping the future of AI in the financial sector.
Resources:
- Paretos: An AI-based Decision Intelligence platform that assists businesses in optimizing decision-making processes. It offers demand forecasting, inventory optimization, and resource planning solutions.
- Tess AI by Pareto: An integrated data automation platform tailored for marketing and sales, featuring Tess, an AI marketing assistant that supports end-to-end automation.
- Practice Management Index (PMI)
- “On Competition” by Michael E. Porter
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Kevin Bishopp:
- LinkedIn: Kevin Bishopp
- First Trust
About Our Guest:
Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group at First Trust. His focus is the best practices and mission-critical strategies that propel professionals/firms to be truly unique within the industry. His insights into key metrics, resource allocation, team structure, marketing and client acquisition equip professionals/firms to make high-quality strategic decisions that can generate dynamic results. Prior to joining First Trust, Kevin spent 12 years with Russell Investments, where he held positions as Director of Practice Management, RIA Channel Head and Business Development Director. In those roles, he focused on coaching, content creation, sales management, national account management, and business development. Before joining Russell Investments, Kevin spent 5 years as a wealth manager for The Bishopp Group LLC, a family-owned wealth management practice. In 1994, he started his career in financial services as an associate for Principal Financial Group. Kevin holds an MBA from the Michael G. Foster School of Business at the University of Washington and a BA in Finance from Eastern Washington University.
In this episode, Duncan MacPherson sits down with Mindy Diamond, founder and CEO of Diamond Consultants, to explore the pivotal question every advisor grapples with: Should I stay or should I go? Mindy shares insights from her latest book, “Should I Stay or Should I Go?”, which isn’t merely a guide on moving firms but rather a tool to help advisors get crystal clear on their ideal work environment.
They dive into themes of loyalty fatigue, cultural alignment, and the significance of self-assessment to make informed, client-centered decisions. Mindy and Duncan also discuss how confirmation bias can limit advisors and highlight the importance of scenario planning for both growth and succession.
Tune in to gain clarity on your practice’s future, hear powerful success stories, and understand why every advisor should continually reassess their professional landscape, even if they’re content where they are.
Resources
- Should I Stay or Should I Go? By Mindy Diamond
- The Diamond Podcast for Financial Advisors
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Mindy Diamond and Diamond Consultants:
- Website: www.diamond-consultants.com
- Email: info@diamond-consultants.com
- Mindy Diamond on LinkedIn
About Our Guest:
Mindy launched Diamond Consultants in 1998, developing it into one of the leading financial advisor recruiting and consulting firms in the nation—transitioning more than a quarter of a trillion dollars in assets under management.
Drawing from her own entrepreneurial experience, Mindy fostered an approach that goes beyond recruiting. She and her team work with advisors years before they’re ready to move, educating them on trends, helping them evaluate economic models and understand their enterprise value, and creating a roadmap of options they might never have considered.
The goal: That every elite advisor finds exactly the right place for their business and clients to thrive, whether it’s at a wirehouse, regional, boutique, or independent firm—ultimately achieving what Mindy calls “Your Best Business Life.”
Mindy is considered one of the industry’s top thought leaders and is regularly quoted by national media such as The Wall Street Journal, Barron’s, The New York Times, and CNBC, and is a guest author on industry publications including WealthManagement.com and Forbes. Her podcast series, The Diamond Podcast for Financial Advisors (formerly Mindy Diamond on Independence), has become what many consider their “go-to source” for education on the industry landscape.
Additionally, Mindy is the author of the Amazon bestseller “Should I Stay or Should I Go” – a book for financial advisors that offers a strategic thought process and road map to professional self-discovery when considering change.
Join host Duncan MacPherson as welcomes back serial entrepreneur Ted Jenkin, CEO of Oxygen Financial and President of Exit Stage Left Advisors. Together, they explore the powerful concept of a partial book sale and how it can help financial advisors grow upmarket by refining the client relationships they manage. They discuss why letting go of the “wrong” clients can be one of the most liberating moves an advisor can make—and how it often leads to growing deeper relationships with the “right” clients.
If you’ve been feeling like your current book of business is becoming a plateau rather than a path, this episode will guide you through the steps of creating professional scarcity, improving client engagement, and increasing your firm’s enterprise value. Learn why managing fewer relationships, but with a more exclusive focus, not only elevates your enterprise but also enhances client outcomes.
Ted shares insights into why specializing, rather than generalizing, creates professional contrast that attracts ideal clients—and why your next best move might be downsizing the number of clients you serve while maximizing your fulfillment and profitability.
Resources:
- JPTD Partners Link
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect with Ted Jenkin:
- Website: jptdpartners.com
- LinkedIn: Ted Jenkin on LinkedIn
- Email for Advisors: hello@jptdpartners.com
About Our Guest:
Ted Jenkin is a serial entrepreneur with more than 15 years of experience in building and selling successful businesses in various sectors, such as finance, media, insurance, bookkeeping, and technology. As the President at Exit Stage Left Advisors, Ted helps small and medium-sized business owners maximize their valuation and get top dollar when they sell their companies.
Ted has multiple credentials in the financial industry, including Certified Financial Planner, Chartered Retirement Plans Specialist, and Accredited Wealth Manager Advisor. He is also a national media personality, appearing on various outlets such as Fox, CNN, HLN, The Weather Channel, WSJ, CNBC, and more. Ted hosts a national entrepreneur podcast called The Shrimp Tank and a national small business television network called America’s Small Business Network. His mission is to empower and educate business owners and individuals on how to achieve the highest possible multiple when they sell their business.
Duncan MacPherson sits down with Angela York and Elyse Stoner from Event Advisors to discuss the lost art of client events and how financial professionals can reinvigorate their approach. As they explore the comeback of in-person gatherings, Angela and Elyse share strategies for designing meaningful, memorable, and measurable client experiences. Listeners will learn about the concept of ROM (Return on the Moment), creative approaches to blending education and entertainment, and how to ensure that events deepen relationships and build client loyalty.
Discover the why, the how, and the what’s next for client events in the financial industry. Angela and Elyse also share practical examples, from small micro-events to larger thematic experiences, and how advisors can leverage partnerships with wholesalers to elevate event success. For those looking to expand their thinking about client engagement, this episode is packed with innovative ideas to help create client events that leave a lasting impact.
Resources:
- “The Power of Moments” by Chip and Dan Heath
- The ROM Wheel Resource
- Emergency Kit Checklist
- Event Personality Document
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Event Advisors:
- Angela York on LinkedIn
- Elyse Stoner on LinkedIn
- Website: event-advisors.net
- LinkedIn Business Page: Event Advisors on LinkedIn
- YouTube Channel: Introducing EVENT ADVISORS
- Email: hello@event-advisors.net
Promotions:
The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
ProudMouth – Be Your Own Loud
About Our Guests:
Event Advisors – Elyse Stoner & Angela York
Meet Elyse Stoner and Angela York, the driving force behind Event Advisors. Their collaboration brings together Elyse’s extensive background in sports, entertainment, and higher education strategic event marketing with Angela’s wealth of experience in advisor marketing and event planning within the financial services industry. Together, they offer a fresh perspective and innovative strategies, revolutionizing the approach to client relationship events for financial services professionals.
Elyse’s emphasis on the “Return on the Moment” (ROM) paradigm redefines the marketing value of events. By uncovering the underlying motivations behind events and leveraging psychographic stimuli, she creates engaging opportunities that inspire attendees not only during the event, but also before and after, driving sustained momentum. Her firsthand experience in converting infrequent buyers into committed supporters translates seamlessly into the realm of Financial Services, providing unique insights for client relationship growth.
Angela’s decades-long expertise in FinServ event planning and marketing adds a layer of depth to their collaborative efforts. Her forward-thinking approach to event organization, coupled with a deep network of industry relationships, equips her to craft compelling marketing experiences. Angela’s commitment to sharing her knowledge within the financial services sector underscores her dedication to helping clients realize their business objectives.
Their collective mission revolves around delivering high event ROM through Ideal Client-focused goal setting, meticulous planning, and detailed follow-up for each event moment. By challenging traditional FinServ marketing and event paradigms, Elyse and Angela have established themselves as the go-to experts for professionals seeking innovative and actionable insights in the event space
Building meaningful client relationships is essential for long-term success in financial services.
How can you enhance client experiences and ensure lifelong fulfillment while delivering unmatched value?
This week, Duncan MacPherson is joined by Rob Brown, Founder of the Truest Fan Coaching and co-host of The Purpose-Focused Advisor podcast.
They explore the significance of purpose in building a client-centric practice, the distinctions between client service and client experience, and actionable insights from Rob’s book, “The Truest Fan” and its forthcoming sequel, “The Truest Fan Blueprint.”
They discuss:
- Enhancing Client Experience: The difference between client service and client experience
- The Truest Fan Blueprint: Rob’s upcoming book, which provides a roadmap for financial advisors to incorporate purpose into their practice
- Balancing Productivity with Purpose: The importance of maintaining purpose-driven productivity and understanding clients to solve their problems effectively
- Leveraging Technology: The role of AI and video messaging in personalizing client relationships and enhancing process efficiency
- Personal Touches: The value of small, thoughtful gestures in client interactions
- Niche Marketing: Strategies for identifying and serving specific client segments effectively
- And more!
Resources:
- Truest Fan: Live, Love, and Lead with Purpose and Impact – Book
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Rob Brown:
- LinkedIn: Rob Brown
- Website: Truest Fan Coaching
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Rob Brown is the founder of Truest Fan Coaching and the author of Truest Fan: Live, Love, and Lead with Purpose and Impact and Delivering the Ultimate Client Experience. His journey from being a top financial advisor to becoming a sought-after mentor for hundreds of advisors highlights his leadership strengths. Now, as a coach to some of the industry’s top advisors, Rob turns his insights into actionable strategies—the foundation of Truest Fan Coaching. He also hosts The Purpose-Focused Advisor podcast, where he shares his experience and wisdom. His upcoming book, The Truest Fan Blueprint, will be released soon. On a personal note, Rob is a devoted husband, father of triplet daughters, proud grandfather, and a lifelong Cleveland Guardians fan.
In this episode of the Always On with Duncan MacPherson Podcast, Duncan sits down with Cathi Durrell, co-founder of Lavish Cards, to discuss the power of personalized gratitude in building lasting client relationships for financial advisors. Discover how sending customized cards to clients can enhance your client retention strategies, foster loyalty, and increase client advocacy.
Cathi shares insights from her 12+ years of experience in helping financial professionals use hand-crafted greeting cards to make a lasting impact with clients.
Tune in to learn:
- Why Thanksgiving cards can give your business an edge over competitors
- How to make gratitude part of your daily routine to deepen client relationships
- Real stories of financial advisors using gratitude to boost referrals and client advocacy
- The BRAG method: How Belonging, Recognition, Appreciation, and Gratitude drive client engagement
- A look at Lavish Cards’ One Card at a Time program designed for financial professionals
This episode is full of actionable strategies to humanize your client experience, foster stronger client loyalty, and generate organic referrals.
Resources:* Actionable Calendar by Lavish Cards * One Card at a Time – Lavish Cards * 365 Thank Yous by John Kralik * Crystal AI tool for client recognition
Connect With Duncan:* Pareto Systems * 866.593.8020 * Schedule a Call * Duncan on LinkedIn
Connect With Cathi:* Lavish Cards * LinkedIn: Cathi Durrell * LinkedIn: Lavish Cards
About Our Guest:
Cathi Durrell, along with her husband Glen, who is a professional photographer, are the owners of Lavish Fine Art Cards, a company they co-founded 11 years ago. Lavish has grown extensively over the past 11 years and specializes in catering to the bespoke communication needs of their clients. The entire crew at Lavish are committed to creating and supplying the highest quality greeting cards. In her spare time, Cathi enjoys traveling and exploring “the back-roads” with Glen, in search of the next image for Lavish.
Balancing client needs, industry best practices, and personal life can be challenging in financial services.
How do you maintain integrity while fostering client relationships and achieving work-life balance?
In this episode, Duncan MacPherson chats with Sybil Verch, wealth advisor, TV show host, and author. Together, they explore themes such as benevolence and charitable giving, the distinction between transactional sales and directional stewardship, and how these practices foster deeper client relationships.
Listen in to gain actionable insights on maintaining work-life harmony, positioning charitable giving within client relationships, and transitioning from aggressive sales tactics to a nurturing, long-term business strategy.
Sybil discusses:
- Inspiring women in finance through her book, The Female Edge
- The shift from transactional salesmanship to providing long-term value for clients
- Customizing work-life solutions and setting boundaries for personal fulfillment
- Effective strategies for decommoditizing your value and maintaining professional integrity
- Integrating philanthropy into professional practice to create a lasting legacy
- And more
Resources:
- The Female Edge by Sybil Verch
- Website: The Wealthy Life
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Sybil Verch:
- LinkedIn: Sybil Verch
- Website: Sybil Verch
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Sybil Verch, with her 30+ years of industry experience and a former executive role at Raymond James Ltd., is focused on serving an exclusive group of C-Suite Executives and successful entrepreneurs. She provides them with the best tools and platform in the industry to help them feel in control of their financial situation and achieve their life goals. Whether it’s about nearing retirement and ensuring adequate income for life, managing stock options, reducing taxes, funding new adventures, taking care of family, giving back to the community, or leading a corporation to new heights through increased market share, Sybil believes that success is dependent on the successful implementation of a strategy.
In order to expand her reach beyond the select clients she personally works with, Sybil hosts and produces a nationally broadcast financial literacy talk show, The Wealthy Life. Her aim is to help Canadians make smart financial decisions to make the most of what they have. She offers real-world, no-nonsense advice to educate individuals on how to better deal with financial challenges. Sybil interviews guest experts on topics such as increasing cash flow, business succession planning, tax saving tips, retirement & estate planning, risk management, and investment options.
Are you seeking proven strategies to enhance client acquisition without high-pressure sales tactics?
This week on The Always On Podcast, Duncan MacPherson sits down with Daniel Burns and Stephen Comerford, co-hosts of The Sales Problem Podcast.
The discussion pivots around the significance of client acquisition, growth, and productivity from the perspective of stewardship rather than salesmanship.
You will gain valuable insights into refining their client acquisition strategies, enhancing onboarding processes, and developing a sustainable service model that transforms clients into advocates.
They touch on:
- The difference between salesmanship and stewardship in client acquisition
- How to craft a fit process to attract clients without chasing them
- Strategies for a comprehensive onboarding process that leads to client advocacy
- The importance of maintaining an effective ongoing service model
- And more!
Resources:
- The Sales Problem Podcast
- LinkedIn: The Sales Problem Podcast
- Future Shock by Alvin Toffler
Connect With Duncan MacPherson:
- Pareto Systems
- 866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Daniel Burns:
- LinkedIn: Daniel Burns
- BVME Coaching
Connect With Stephen Comerford:
- LinkedIn: Stephen Comerford
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Daniel Burns:
Daniel Burns is a seasoned professional with 22 years of experience in Sales and Management. His first decade was marked by remarkable achievements, including the Top Sales Award, entry into the Presidents club, and substantial annual bonuses.
In the last decade, his focus shifted towards making significant contributions. He constantly asks, “Who can I assist? How can I provide support?” His goal is to coach and support others, striving to enhance their success.
A true leader, Daniel believes in the continuous development of oneself while aiding others in their growth. His mission is to evolve into his best version while assisting others in achieving the same, focusing on the mind, body, and sales. His journey is a testament to his leadership and dedication.
About Stephen Comerford:
Stephen Comerford’s extensive career has been characterized by his results-driven approach as a sales and marketing leader. His energy, positivity, and focus on results have been the foundation of his success. He has always ensured strong internal relationships and has been hands-on in developing the business strategies that have helped him succeed in a highly competitive marketplace.
Over the years, Stephen has developed a unique skill: the ability to sell-up to senior leaders, sell-across to internal stakeholders, and sell-down to frontline salespeople. His focus has always been on making the people around him and those he interacts with successful.
Stephen has had the privilege of working for several renowned companies, including Pitney Bowes, Xerox, Ricoh, Canon, and Canada Post.
AI will not replace humans. It will replace humans who don’t embrace AI.
Ever-curious advisors committed to learning about AI’s latest use cases are more likely to achieve professional contrast and elevate their client experience!
To learn what’s new with AI (especially for advisors), join Duncan MacPherson’s conversation with Kevin Bishopp, Vice President and Performance Coach for the Advisor Consulting Group at First Trust. They explain why you shouldn’t fear AI, but rather leverage it for content creation, research, client communications, and much more.
They discuss:
- The evolution of AI from early machine learning to generative AI
- Practical applications of AI for financial advisors — with specific examples
- How to use AI to see through the lens of your clients and discover unmet needs
- Easy-to-use prompts you can start using right away
- Recent AI breakthroughs and future potential
- And more
Resources:
- “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
- ChatGPT
- Claude
- Perplexity
- Harness the Power of AI: Game-Changing Strategies for Modern Advisors with Craig Kirkpatrick (Ep. 52)
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Kevin:
- LinkedIn: Kevin Bishopp
- First Trust
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group at First Trust. His focus is the best practices and mission-critical strategies that propel professionals/firms to be truly unique within the industry. His insights into key metrics, resource allocation, team structure, marketing and client acquisition equip professionals/firms to make high-quality strategic decisions that can generate dynamic results. Prior to joining First Trust, Kevin spent 12 years with Russell Investments, where he held positions as Director of Practice Management, RIA Channel Head and Business Development Director. In those roles, he focused on coaching, content creation, sales management, national account management, and business development. Before joining Russell Investments, Kevin spent 5 years as a wealth manager for The Bishopp Group LLC, a family-owned wealth management practice. In 1994, he started his career in financial services as an associate for Principal Financial Group. Kevin holds an MBA from the Michael G. Foster School of Business at the University of Washington and a BA in Finance from Eastern Washington University.
Are you ready to become the indispensable advisor who guides entire families through wealth building and legacy planning?
Remember, it’s not your client’s responsibility to introduce you and it’s not the family member’s job to ask. You must be proactive and cultivate relationships across the family tree!
In this enlightening and highly relevant episode, Duncan MacPherson speaks with Jackie Wilke, VP of Advisor Consulting at First Trust Portfolios. They provide a step-by-step guide to progressively foster relationships with your clients’ family members (including the next-gen wealth inheritors).
They discuss:
- How to initiate the conversation with the “family phone call”
- How to position yourself as a valuable resource for the client’s family (you must lead with a give, not an ask!)
- Major opportunities to create educational content and develop social proof
- Connecting with the sandwich generation
- The sweet spot between high-tech and high-touch
- How to adapt to the evolving needs of the next-gen
- And more
Resources:
- “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
- Idea Decanter
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Jackie:
- LinkedIn: Jackie Wilke
- First Trust
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Jackie Wilke is a speaker, author, consultant, and coach for select partners of First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. Jackie’s focus is business development and innovation including expertise in helping financial professionals, teams, and the next generation of high-net-worth individuals/households and multi-generational families. She is also the author of Insights & Innovations, a business development blog for financial professionals and enterprises.
Newer advisors in the industry are always thinking of ways to not just survive but thrive.
Meanwhile, more experienced advisors want to attract younger talent as part of their continuity and succession plan.
Let’s explore this transition to the next generation and how it coincides with a similar wealth transition among clients. In this episode, Duncan MacPherson speaks with Isaac Richard III, CEO of Mavros Capital, about forward-thinking growth strategies that cater to the advisor and client of tomorrow.
They discuss:
- How younger advisors can break through the “reputational equity” barrier
- The evolving needs of Gen 2 clients and their family dynamics
- The essential role of technology, particularly AI, in modernizing advisory services and client interactions
- Actionable insights into advisor branding
- How to enhance your fee-worthiness in the current environment
- And more
Resources:
- The Millionaire Next Door: The Surprising Secrets of America’s Wealthy
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Isaac:
- LinkedIn: Isaac Richard III
- Mavros Capital
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Isaac Richard III is CEO of Mavros Capital, a premier multi-family office and strategic advisor to some of the world’s most accomplished and influential entrepreneurs, visionaries, athletes, families and institutions. Mavros integrates a platform of family office, asset management and investment banking solutions continuing to shape the future of how significant wealth is managed, how capital is deployed and how legacies are extended across generations.
Isaac manages the firm’s strategic direction and continues to serve select single-family offices and UHNW clients. As an avid investor, Mr. Richard chairs the firm’s Investment Committee, leading the Mavros expansion offering bespoke asset management strategies across both public and private markets that includes venture capital, private equity, private credit and real assets. Prior to Mavros, Isaac spent his career as a private advisor at Morgan Stanley & First Republic & J.P. Morgan.
Transitioning to another employee-model firm or launching an RIA firm can be daunting!
Finding the right fit, adapting to the new environment, communicating the transition to your existing clients…there’s a lot to consider.
Let’s break it all down with Duncan MacPherson and guest Louis Diamond, President of Diamond Consultants, a financial advisor recruiting firm. With his strategic perspective and wealth of experience guiding top teams through transitions, mergers, and acquisitions, Louis offers valuable insights and solutions to help you navigate change with clarity and confidence.
They discuss:
- Top challenges advisors face while transitioning
- Strategies to maximize your business’s efficiency, profitability, and overall value
- Why transitions are a great opportunity to revitalize your value proposition
- How to effectively position your transition in front of your existing clients
- The “Shrink to Grow” approach
- And more
Resources:
- 2023 Advisor Transition Report by Diamond Consultants
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Louis:
- LinkedIn: Louis Diamond
- Diamond Consultants
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Louis has guided many of the top teams in the industry as they’ve transitioned to another employee-model firm or launched RIA firms. As a next-generation leader for Diamond Consultants, Louis has a first-hand understanding of the needs and requirements of complex multi-generational teams. His strong business acumen, refined analytical skills, and objectivity allow him to advise independent business owners who want to accelerate growth via mergers, acquisitions, and recruiting.
As President of Diamond Consultants, Louis is responsible for the day-to-day operations of the firm, with an eye toward future growth. Much like the advisors he counsels, his focus remains on providing the best advice possible for those we work with while transforming the firm into a scalable enterprise.
Does asking for referrals make you feel like you’re being needy? Are you afraid of hurting your existing relationships with clients and COIs?
When asking for referrals, your words matter!
Catch Duncan MacPherson’s conversation with Bill Cates, referral coach and author of “The Language of Referrals,” about the art of being referable and mastering the concept of introductions with professionalism and stewardship. They highlight the biggest barriers to referrals and how to overcome them by using the right language.
They discuss:
- Subtle word choices that have a profound impact on your referability
- How to attract more of your “ideal clients”
- How to build trust with centers of influence
- Sample scripts and power phrases that you can instantly apply to your conversations
- And more
Resources:
- “The Language of Referrals” by Bill Cates
- Top Advisor Podcast
- Free Resources from Bill Cates
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Bill:
- LinkedIn: Bill Cates
- Referral Coach
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Bill Cates, CSP, CPAE, works with financial advisors to speed up their growth without increasing their marketing budget. Advisors tap into Bill’s proven process to multiply their best clients through introductions from advocates and Centers of Influence, communicate their value proposition more effectively, and create a reputation in a profitable target market. Bill helps advisors move from push prospecting to magnetic marketing – to attract more Right-Fit Clients.
Bill is the author of 3 best-selling books, Get More Referrals Now, Beyond Referrals, and Radical Relevance. Bill’s newest book, The Language of Referrals is due to be released in March of 2024. He is the founder of The Cates Academy for Relationship Marketing, has been named the #1 Financial Advisor Influencer by Indigo Marketing, and is the host of the acclaimed Top Advisor Podcast (www.TopAdvisorPodcast.com) – now ranked in the Top 10% of podcasts worldwide.
The complexities of passing on a legacy and managing family dynamics can be overwhelming, especially for first-generation business owners.
As their advisor, how can you help prepare their heirs and transition wealth smoothly?
Find out as Duncan MacPherson speaks with Tom Deans, Ph.D., intergenerational wealth expert, speaker, and best-selling author of “Every Family’s Business” and “Willing Wisdom.” They explore how advisors can improve client retention and referrals by addressing one of the biggest unmet needs of self-made first-generation business owners and professionals — continuity and succession planning.
They discuss:
- Major challenges faced by business owners during succession planning
- How advisors can set the stage for successful wealth transfer
- Why multi-generational family meetings (with the advisor present) can be incredibly powerful and revealing
- Strategies for addressing complex family dynamics
- A sneak peek into Tom’s upcoming book: The Happy Inheritor
- And more
Resources:
- “Every Family’s Business” by Tom Deans, Ph.D.
- “Willing Wisdom” by Tom Deans, Ph.D.
- How To Fulfill Your Clients’ Deepest Estate Planning Needs with Julia Norman and Tom Deans, Ph.D. (Ep. 20)
- “The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It” by Michael E. Gerber
- “The Power Point” by Michael E. Gerber
- “Entitlemania: How Not to Spoil Your Kids, and What to Do If You Have” by Richard Watts
- “The Millionaire Next Door: The Surprising Secrets of America’s Wealthy” by Thomas Stanley and William Danko
- “Into Thin Air: A Personal Account of the Mt. Everest Disaster” by Jon Krakauer
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Tom:
- LinkedIn: Tom Deans, Ph.D.
- Every Family’s Business
- Willing Wisdom
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Tom Deans, Ph.D.’s research and thought leadership on the subjects of wealth transfers, preparing heirs, and family dynamics have made him an in-demand speaker and webinar presenter. He is the author of the best-selling family business book of all time, Every Family’s Business: 12 Common Sense Questions to Protect Your Wealth, listed by the New York Times as one of the top ten books business owners should read. His second book, Willing Wisdom: 7 Questions Successful Families Ask, offers a creative process to bring transparency to a family’s estate plan. More than two million copies of his books are in circulation.
Dr. Deans gives more than 100 speeches a year on the subject of intergenerational wealth transfers, preparing heirs, and business succession planning. Over the past 17 years, he has delivered more than 2,000 keynote speeches in 28 countries on four continents. He has also provided advanced training to advisors employed by the world’s largest financial institutions, law firms, and accounting firms.
With messaging, the key is brevity, specificity, and proprietary.
You must choose your target audience, personalize your marketing to resonate with them, walk them through a proprietary process, and share their experience using effective testimonials!
Learn more about elevating your brand in this episode, as Duncan MacPherson speaks with Seth Diener, owner of Diener Money Management, and Alex Lerch, director of Oak & Stone Advisor Marketing. They explain how advisors can better focus their marketing efforts on their ideal audience — and then harness the power of AI during the implementation phase.
They discuss:
- The multi-fold benefits of giving your process an identity (i.e., a brand within a brand)
- How to garner a newfound appreciation from existing clients
- How to use client testimonials in multiple ways and make the most out of them
- Using AI to craft content (especially when the average human attention span is at an all-time low)
- And more
Resources:
- Otter.ai
- ChatGPT
- Gemini
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Seth:
- LinkedIn: Seth Diener
- Diener Money Management
Connect With Alex:
- LinkedIn: Alex Lerch
- Oak & Stone Advisor Marketing
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guests:
Seth J. Diener is an independent Private Wealth Manager and is the founder of Diener Money
Management, a financial services firm in Newtown, Pennsylvania.
Seth is a proud Pareto graduate and has implemented his proprietary process, The Flourish Formula,
throughout his operations, marketing and practice.
Alex Lerch is the Marketing Director for Oak & Stone Advisor Marketing, specializing in assisting
financial advisors for nearly a decade. He excels in developing marketing systems for advisors within
their practices, referral strategies, communication plans, and modern media to help advisors grow
their firms.
With a deep understanding of the industry and a focus on personalized solutions, Alex has established
a reputation as a trusted partner for financial advisors seeking marketing support.
Want to receive maximum value for the business you’ve worked so hard to build?
The key lies in being proactive with your exit strategy.
Dive into a thought-provoking conversation between Duncan MacPherson and returning guest Ted Jenkin, CEO of oXYGen Financial and president of Exit Stage Left Advisors. Together, they uncover practical insights to streamline your operations, improve client acquisition, and scale your credibility — ultimately garnering a higher multiple for your business.
They discuss:
- The critical role of recurring revenue in enhancing enterprise value
- Creating “proprietary” value as an advisor
- Using client testimonials and online reviews to build trust
- How to leverage AI for content creation (with a list of helpful resources)
- How an exit plan helps you de-risk in the face of uncertainty and volatility
- Navigating the HR and legal parameters of a sale
- And more
Resources:
- SellYourAUM.com
- Unlocking Financial Impact and Legacy with Ted Jenkin (Ep. 42)
- The Anatomy of an Offer With Ted Jenkin (Ep. 35)
- ChatGPT
- AIPRM for ChatGPT
- Jasper
- Veed
- Google Screened
- Vocal Video
- Dotcards.net
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Ted:
- oXYGen Financial
- LinkedIn: Ted Jenkin
- LinkedIn: Exit Stage Left Advisors
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Ted Jenkin is a serial entrepreneur with more than 15 years of experience in building and selling successful businesses in various sectors, such as finance, media, insurance, bookkeeping, and technology. As the President at Exit Stage Left Advisors, Ted helps small and medium-sized business owners maximize their valuation and get top dollar when they sell their companies.
Ted has multiple credentials in the financial industry, including Certified Financial Planner, Chartered Retirement Plans Specialist, and Accredited Wealth Manager Advisor. He is also a national media personality, appearing on various outlets such as Fox, CNN, HLN, The Weather Channel, WSJ, CNBC, and more. Ted hosts a national entrepreneur podcast called The Shrimp Tank and a national small business television network called America’s Small Business Network. His mission is to empower and educate business owners and individuals on how to achieve the highest possible multiple when they sell their business.
In your mind, you have a certain brand image and value proposition for your business. Do your clients see it the same way?
Are your clients well-equipped to tell your story for you and be your biggest advocates?
Join Duncan MacPherson and Mike “Cy” Cajthaml Jr., a business consultant at Pareto Systems, as they delve into the power of client advisory councils in uncovering unmet needs, elevating the client experience, and achieving professional contrast. You will learn a turnkey approach to simplify the process and make client advisory councils a routine best practice.
They discuss:
- The complete process and logistics from ramp-up to execution to follow-through (with an example)
- How to conduct effective, agenda-driven discussions that lead to actionable insights
- How to position the idea of advisory councils to your clients for the first time
- Why client feedback can result in improved referability
- The added benefit of finding a renewed sense of purpose for advisors
- And more
Resources:
- The Advisor of the Future With Mike “Cy” Cajthaml Jr. (Ep. 30)
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Mike:
- mikecy@paretosystems.com
- LinkedIn: Mike “Cy” Cajthaml Jr.
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Mike “Cy” Cajthaml Jr. has distinguished himself in the financial services industry over a remarkable 17-year career, marked by his vibrant and effective leadership style. He’s deeply committed to enhancing business and practice management strategies, always focusing on the achievement of his clients’ goals.
Mike’s career in the financial service industry was initiated at a major insurance-marketing organization, where he played a pivotal role in advising financial advisors nationwide on product solutions and marketing strategies. After dedicating six years to advising and coaching in the financial realm, Mike transitioned to become a financial advisor, collaborating with his father in Overland Park, KS. Their partnership managed substantial asset portfolios, leveraging a variety of insurance products. Mike’s firsthand experience with the Pareto Process, coupled with his insights from working with successful financial advisory firms, reinforced his belief in its transformative impact.
Driven by his conviction in the Pareto Process, Mike embraced the role of a Pareto coach. His unique blend of wholesale and retail experience empowers him to assist numerous advisory firms in integrating these processes, ultimately enabling advisors to realize their ideal lifestyle.
Whether you like it or not, the world is quickly adopting artificial intelligence (AI).
Now, the choice is yours — Do you want to get on board and leverage AI to improve your business? Or do you want to risk falling behind other advisors?
To stay ahead of the curve, Join Duncan MacPherson and Craig Kirkpatrick, founder of Act-Three Consulting, to learn how to use AI to save time, connect better with clients, and expand your knowledge along the way. This insightful conversation will expand your thinking around how AI is here to serve you, not hurt you.
They discuss:
- A methodical approach to AI prompting for better results
- How to use AI for faster content creation (with insights about navigating compliance)
- A list of up-and-coming AI tools that may be relevant to your business
- Real-world examples of successful AI applications
- Why the “human touch” will become even more important with the adoption of AI
- And more
Resources:
- 10 Revolutionary AI Tools for Your Business
- ChatGPT
- Pictory
- Read AI
- Google Gemini
- X Grok
- Claude
- GPTZero
- TED Talk: Can AI catch what doctors miss?
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Craig:
- Act-Three Consulting
- LinkedIn: Craig Kirkpatrick
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
With over three decades of seasoned experience in the financial services sector, Craig Kirkpatrick is committed to educating advisors to help them better serve their clients. His Act Three journey is characterized not just by his prior achievements, but with relentless curiosity and dedication to empowering financial advisors through the understanding and application of Artificial Intelligence and Blockchain technologies.
Craig deeply values the potential of AI to enhance client interactions in financial advising, advocating for its integration as a tool for smarter decision-making and stronger relationships. His interest in blockchain, with certificates by DACFP and CAIA, underpins Act Three’s vision of understanding through education. Craig also co-founded Orinda Asset Management, where they launched pioneering liquid alternative mutual funds. Before Orinda, Craig co-founded Kensington Investment Group which launched one of the first long-short REIT mutual funds, a REIT preferred fund, and a global infrastructure fund. Craig is a grounded professional, who, through Act Three, continues to explore and advocate for the future of financial planning and asset management, guided by innovative technologies.
The transition to fee-based services has prompted advisors to prioritize fee-worthiness, with clients focusing less on cost and more on perceived value.
Plus, the complexities of relationship management may be amplified in a B2B upscaling model.
In this episode, Duncan MacPherson speaks with Bill Sowell, CEO of Sowell Management, about the distinction between salesmanship and stewardship, and what it takes to cultivate lasting client relationships. They also talk about the shift from a B2C organic growth model to a franchise-ready B2B upscaling model.
They discuss:
- Being a consolidator versus adopting a methodical organic growth model
- How Bill’s firm struck a powerful balance between the proverbial Wall Street-Main Street dynamics
- Why advisors should never lose sight of relationship management
- The path to strong advisor partnerships and an effective fit process
- How technology and the Great Wealth Transfer are shaping financial services
- And more
Resources:
- “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
- “See You at the Top” by Zig Ziglar
- Entrepreneurial Operating System® (EOS) Worldwide
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Bill:
- bill@sowellmanagement.com
- info@sowellmanagement.com
- Sowell Management
- LinkedIn: Bill Sowell
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Bill began his career in the financial services industry in 1990 and quickly became a top producer within the industry. In 1995, he began a fee-only practice now known as Sowell Management, which services a broad spectrum of some of the top Independent Advisor Representatives (IARs), and Registered Investment Advisors (RIAs) in the United States. He and his wife, Cindy, have worked as a team for more than 20 years. Bill is a bridge builder. He is passionate about helping advisors see an independent and prosperous future and guiding them through the entire journey.
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 their life experiences and the success stories of high-performing advisors, they share valuable best practices to achieve long-term growth.
They discuss:
- Why more and more advisors are finding personal rejuvenation in their work
- The upcoming retirement wave in the industry and the opportunities it presents
- A process-driven approach to exhibiting empathy and personalization
- How AI is revolutionizing financial services
- The power of testimonials in building trust and attracting clients
- And more
Resources:
- “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
- “Entitlemania: How Not to Spoil Your Kids, and What to Do If You Have” by Richard Watts
- “Touching My Father’s Soul: A Sherpa’s Journey to the Top of Everest” by Jamling Norgay
- “Hurt 2 Hope: Heal the Pain of Loss, Grief, and Adversity” by Dr. Betsy Guerra
- Read AI
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Chris:
- First Trust
- LinkedIn: Chris Jeppesen
- LinkedIn: First Trust
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guests:
Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook and The Blue Square Method.
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 importance of embracing a C-suite approach to streamline core business functions and deliver a consistent and elevated client experience.
They discuss:
- How to build effective functional teams with high functional accountability
- How key C-suite positions can be refined and optimized for an advisory practice
- The need for a philosophical alignment across the firm, which spills over to clients and strategic partners
- Strategies for creating a process-driven and well-integrated business structure
- And more
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Winthrop Wealth:
- info@winthropwealth.com
- Website
Connect With Max Winthrop:
- LinkedIn: Max Winthrop
Connect With Lucas Winthrop:
- LinkedIn: Lucas Winthrop
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guests:
Max Winthrop is the Chief Executive Officer at Winthrop Wealth. Max has consistently challenged the industry norms for wealth management providers, investing in creating a team-based wealth management experience that is complemented by a cutting-edge technology platform. He has over ten years of experience in the financial services and investment management industry. He is responsible for setting the firm’s strategy, broadening the service offering, and constantly working to enhance the client experience.
Max spearheaded the creation of the Winthrop Wealth Registered Investment Advisor (RIA) in 2017, implementing a partnership structure, a scalable technology infrastructure, and built out an experienced team of professionals. Since the creation of the new RIA, Winthrop Wealth has grown its asset base of regulatory advisory assets, won numerous employer awards, and was recently named to the INC 5000 (2021) list of fastest growing private companies.
Max’s prior work experience with a Fortune 500 Financial Organization equipped him with a leadership/management skillset. He also spent time as an investment analyst structuring large, institutional, Regulation D private placements.
Max believes that the industry needs an injection of youth and is working towards extending services, previously reserved for only wealthy individuals, to the younger millennial generation.
Lucas Winthrop is the Chief Operating Officer at Winthrop Wealth, where he collaborates with the leadership team to shape the firm’s strategic direction and plan. He plays a crucial role in focusing and marshaling firm resources to see the firm’s vision come to fruition. Winthrop Wealth’s current strategic plan includes initiatives related to building exceptional teams, implementing innovative solutions, and designing streamlined processes and structures to help drive scalable, positive outcomes. With over a decade of experience in financial services, Lucas is determined to disrupt outdated industry practices and usher in a new era of possibilities by focusing not on what has been but instead asking what could be.
To drive business optimization and strong business performance outcomes, Lucas focuses on anchoring and fostering a culture of collaboration and innovation that is ready to disrupt outdated industry practices or take advantage of disruption. Since launching the RIA alongside his brother Max in 2017, Winthrop has achieved remarkable success, including securing a coveted position on the esteemed INCE 5000 (2021) list of the fastest-growing private companies. Before joining Winthrop Wealth, Lucas was co-founder and CFO of a non-profit organization, and co-founded a music entertainment company.
Lucas’s obsession is to find out what interests and drives those around him and to unlock their utmost potential. With a profound love for the financial services industry, he enjoys connecting with his industry peers and assisting them in optimizing their businesses.
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 Pareto Systems. Together, they explore strategies for effectively articulating your value proposition and turning clients into enthusiastic advocates.
They discuss:
- Three golden questions to ask your existing clients
- The path from endorsements to introductions (i.e., quality referrals)
- How “client advisory councils” and “ideal client meetings” can rejuvenate your relationships and generate valuable feedback
- Powerful ways to position (not pitch!) your value to clients
- And more
Resources:
- The Advisor Protocol
- Grow Further with Client Testimonials (Webinar)
- Step-by-Step: Crafting Client Testimonial Videos that Resonate (Webinar)
- The Pareto Systems App
- Shoot Your Trailer
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Steve:
- Sphillips@usafinancial.com
- USA Financial
- LinkedIn: Steve Phillips
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Steve Phillips is the Chief Practice Management and Development Officer, joining USA Financial in 2019. He leads the coaching and consulting team working with USA Financial advisors to increase the enterprise value of their firms through tailored ongoing and evolving practice management initiatives. In addition to Steve’s integral role within the coaching team, he works with the sales team to develop strong and productive partner relationships with advisors. This interconnective approach between coaching and sales strategically elevates the overall client experience provided.
Steve Phillips is also a Pareto Certified Practice Management Consultant at Pareto Systems. He has spent over 25 years in the financial services industry as a speaker, trainer, and educator working with advisors, product development firms, and carriers.
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)
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)
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) →
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) →
Today, financial professionals have to wear many hats, one of which involves providing emotional support to clients. It has become an invaluable part of the advisor-client relationship! In this revealing and thought-provoking podcast, Duncan MacPherson speaks with Dr. Betsy Guerra, a bilingual keynote speaker, psychotherapist, coach, and author of Hurt 2 Hope: Heal the Pain … Continue reading Elevating Relationship Management and Emotional Intelligence with Dr. Betsy Guerra (Ep. 43) →
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) →
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) →
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 you grow your business organically — while maintaining a sense of purpose.
They discuss:
- Why relationship-based growth might be better than growing through acquisitions
- Areas where financial advisors add significantly greater value than AI coaching
- Strategies to improve relationship management (For example, Up or Down by Tyson)
- What it means to create true wealth for clients
- And more
Resources:
- Up or Down by Tyson Ray
- “The Total Relationship: Four Steps to Breaking the Mold, Transforming the Financial Advisor-Client Partnership and Building True Wealth” by Tyson Ray
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Tyson:
- FORM Wealth Advisors
- LinkedIn: Tyson Ray
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Tyson Ray first learned about investing and the stock market during an economics class in his sophomore year at Badger High School, and at 16 years old, he decided to invest $100 into two different mutual funds. This was his first step on a path he continues to traverse today: using financial strategy to help make people’s lives better.
Over the past 25+ years, Tyson has sought to expand his knowledge and expertise through Yale School of Management, Investment Management Theory & Practice, CIMA Certification Registration Education Program, including obtaining the Certified Investment Management Analyst® (CIMA®) Certification and through the College for Financial Planning for the CFP® Certification, including obtaining CERTIFIED FINANCIAL PLANNER Certification. Tyson received his Certification in Business Exit Planning to better help entrepreneurs and business owners transition to selling their life’s work.
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 effectively plan their eventual exit and capitalize on their life’s work.
They discuss:
- Factors that help you maximize your enterprise value
- The best place to start planning your exit if you haven’t thought about it yet
- How to ensure your legacy is intact long after your exit
- The importance of having a contingency plan (with real-world examples)
- Key considerations about WHO will take over your business (and WHEN)
- And more
Resources:
- DiSC Profile
- “Every Family’s Business” by Thomas Deans
- “Who Moved My Cheese?: An A-Mazing Way to Deal with Change in Your Work and in Your Life” by Spencer Johnson
- Practice Management Index (PMI) Assessment
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Sherri:
- Pareto Systems Consulting
- LinkedIn: Sherri Palle
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Sherri Palle, Pareto Systems Business Consultant and Coach, is known for her high-energy calls which provide motivation, enthusiasm, and thought provoking ‘aha moments’ – making these calls something the entire team looks forward to. Sherri began working as a Business Coach at Pareto Systems in 2005 where she worked with financial advisory teams all over North America and continues to work as a Pareto Coach today. In 2014 she co-founded Mindset Consulting allowing her to work extensively with an exclusive group of advisory teams. During her 16 years of coaching, she’s had the opportunity to develop and deliver customized training programs for several reputable, successful financial firms throughout North America.
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 timeless principles to help advisors build profound client relationships that lead to advocacy.
They discuss:
- The importance of combining technological aids with the “human touch”
- Shoot Your Trailer: an effective strategy to articulate your value to prospective clients
- How to improve the quality of your referrals (in other words, duplicate your best clients)
- How to deepen your client relationships amidst volatile markets
- Why small gestures can go a long way in improving your overall client experience
- And more
Resources:
- Shoot Your Trailer
- Lavish Cards
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Steve:
- USA Financial
- The Advisor Protocol
- LinkedIn: Steve Phillips
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Steve Phillips is the Chief Practice Management Officer at USA Financial. He is a longtime friend and partner of Duncan MacPherson and the entire Pareto Systems team, having first engaged with Pareto as a client in 2010. With over 25 years of experience in the financial services industry as a speaker, team leader and passionate educator, Steve was an early adopter of the processes around practice management, business refinement and client acquisition. It was a natural next step for Steve to become a Pareto Certified Practice Management Consultant, and part of the Pareto Coaches Network.
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. They highlight the benefits of right-sizing and explain how to approach it effectively.
They discuss:
- Major barriers to right-sizing (and how to overcome them)
- How to communicate your decision to disassociate with clients such that it enhances your brand
- How to position your network of COIs in front of clients
- Hidden opportunities in questions such as “What do you do for a living?” or “Do you have a minimum?”
- And more
Resources:
- Jim Rohn
- Zig Ziglar
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Terry:
- Mindset Consulting
- LinkedIn: Terry Gronbeck-Jones
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Terry Gronbeck-Jones has been a consultant and business coach for the financial services industry since the late 1990s, the majority of those years spent at Pareto Systems. Terry also does consulting through Mindset Consulting, a company that he co-founded in 2014.
Terry’s primary role is working with financial advisory teams across North America with an emphasis on helping them implement marketing and business development best practices. He has worked on a multitude of corporate projects, consulting with companies such as Wells Fargo, Raymond James, and Creative Marketing, to name just a few.
Terry is the co-author of The North Wind and the Sun, a book that tells a series of true stories about the importance of relationships in business.
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 this episode, Duncan MacPherson talks to Peter Dobrich, President of Private Financial Group. Peter shares his proprietary process, Your Life Print FORMula, which has helped him grow organically and improve his client relationships.
They discuss:
- The importance of having a FIT process instead of being all things to all people
- How Peter attracts and connects with business-owner clients
- How you, as an advisor, can easily tap into Private Financial Group’s proven process
- The much-needed mindset shift from financial advisor to CEO
- And more
Resources:
- Your Life Print FORMula: Private Financial Group
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Peter:
- Private Financial Group
- LinkedIn: Peter Dobrich
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Peter Dobrich/PFG is a Managing Partner with Q Wealth, a Portfolio Management firm. Peter personifies what it means to be the Advisor of the Future. He is a true CEO and a current client of Pareto Systems. Peter and his team are based out of Windsor, ON, Canada.
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 Financial, about the anatomy of a business sale. As someone who has sold a multi-million-dollar business himself, Ted has valuable insights on how to effectively navigate the sale of your business from start to end.
They discuss:
- The current and future outlook of the M&A space (including private equity firms)
- Actionable steps to increase your potential valuation multiple
- How exit planning can help you de-risk your position and achieve a higher sense of purpose
- The best place to get started if you have given zero thought to selling your business
- And more
Resources:
- Monetize My Practice
- Practice Management Index (PMI)
- The Art and Science of Exit Planning with Ted Jenkin (Ep. 26)
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Ted:
- oXYGen Financial
- LinkedIn: Ted Jenkin
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Ted Jenkin is the CEO of oXYGen Financial, CEO of Hyperchat Social, co-owner of Complete Concrete & Hardscapes, and a serial entrepreneur. With 26 years of experience and six advanced designations including the Certified Financial Planner degree, Ted is a featured columnist on the Wall Street Journal and can be seen regularly on CNN/Headline News. He is also featured locally on 93.7FM, 106.3FM, 680 The Fan, and NBC 11 Alive News. Ted is the author of “The 21 Day Budget Cleanse” and “100 Smart Money Moves To Make Now.”
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 Advisor Video Marketing. Katie explains how advisors can make short yet impactful videos with clarity, conviction, confidence, and consistency.
They discuss:
- The key to creating authentic videos that build intimate relationships
- How video marketing helps advisors sift the prospects from the suspects
- Three most common video mistakes that damage the viewer experience
- Ideas for evergreen and one-on-one videos to help you get started
- Navigating compliance for video marketing
- And more
Resources:
- Upcoming Workshops: Advisor Video Marketing
- PARETO100 provides $100 off my Video Foundations Workshop
- PARETO150 provides $150 off my Video Marketing Workshop
- PARETO200 provides $200 off the workshop package (both workshops)
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Katie:
- Advisor Video Marketing
- LinkedIn: Katie Braden
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Katie Braden, CFP® is bullish on the power of authentic video. She loves working with advisors to help them improve their virtual meeting setup, build confidence on camera and use video to grow their brand, attract more of their ideal clients and better communicate with existing clients.
Katie obtained a degree in photography from RMIT University in Melbourne, Australia before returning to the U.S. and joining her mother’s RIA. She left in 2013 to start one of the first completely virtual, subscription-model financial planning businesses and then pivoted to working, speaking and consulting with financial planners in 35 countries. She now combines that creative side with her passion for the profession as Founder and Chief Video Officer of Advisor Video Marketing.
Katie has served on CFP Board’s Women’s Initiative (WIN) Council since 2014, is a 2016 InvestmentNews 40 Under 40 Alum, and is often seen speaking at or video-reporting from industry conferences.
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 First Trust, on why advisors need to shift their mindset and focus more on relationship and practice management to grow their business.
They discuss:
- Insights into The Blue Square Method (and how it differs from The Advisor Playbook)
- How to identify and address early symptoms of loyal fatigue in clients
- How to effectively engage your team in a profound gap analysis
- Four ways to be “always on” and fulfill your clients’ unmet needs
- What elite, forward-looking professionals are doing to achieve scalable growth
- And more
Resources:
- Practice Management Index (PMI)
- “The Blue Square Method” by Duncan MacPherson and Chris Jeppesen
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Chris:
- First Trust
- LinkedIn: Chris Jeppesen
- LinkedIn: First Trust
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook.
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 — including several actionable ideas for financial advisors.
They discuss:
- What stops advisors from dissociating from clients who are not a good fit
- The impact of professional scarcity on advisor branding
- The difference between client service and client experience (and how to balance them)
- The HOW and WHY of nurturing a cohesive organizational culture
- And more
Resources:
- Practice Management Index (PMI)
- “On Competition” by Michael E. Porter
Connect With Duncan:
- Pareto Systems
- 1.866.593.8020
- Schedule a Call
- Duncan on LinkedIn
Connect With Kevin:
- First Trust
- LinkedIn: Kevin Bishopp
- LinkedIn: First Trust
Promotions:
- The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
- ProudMouth – Be Your Own Loud
About Our Guest:
Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group at First Trust. His focus is the best practices and mission-critical strategies that propel professionals/firms to be truly unique within the industry. His insights into key metrics, resource allocation, team structure, marketing and client acquisition equip professionals/firms to make high-quality strategic decisions that can generate dynamic results. Prior to joining First Trust, Kevin spent 12 years with Russell Investments, where he held positions as Director of Practice Management, RIA
Channel Head and Business Development Director. In those roles, he focused on coaching, content creation, sales management, national account management, and business development. Before joining Russell Investments, Kevin spent 5 years as a wealth manager for The Bishopp Group LLC, a family-owned wealth management practice. In 1994, he started his career in financial services as an associate for Principal Financial Group. Kevin holds an MBA from the Michael G. Foster School of Business at the University of Washington and a BA in Finance from Eastern Washington University.
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) →
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) →
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) →
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) →
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) →
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) →
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) →
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) →
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) →
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) →
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) →
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) →
Advisors have been using conventional tools for content marketing like blogs and whitepapers for years. But have you ever considered video marketing? Videos can help you with client acquisition, establishing credibility, branding, and much more! In this episode, Duncan MacPherson speaks with Laura Garfield and Sharon Gottula, co-founders of Idea Decanter. They explore the power … Continue reading The Why and How of Video Marketing for Advisors 2.0 with Laura Garfield and Sharon Gottula (Ep. 19) →
Estate planning is the one of those tasks that needs to get done but we often procrastinate to get it done. On This episode of Always on, Duncan MacPherson is joined by Julia Norman, Associate Lawyer at Pushor Mitchell LLP, who specializes in estate planning. She shares insights and tips on how to navigate your … Continue reading Dynastic Drivers in Estate Planning with Julia Norman (Ep 18) →
Join David Rutherford, a highly sought-after performance coach who combines immutable principles drawn from his intense experience in the Navy SEAL community along with actionable strategies from the world of business development and entrepreneurship. His client list is a who’s who in corporate America as well as champion amateur and professional sports teams. Along with … Continue reading Find Another Gear with David Rutherford (Ep 17) →
The business world is forever evolving. Even the disruption of the last two years was only able to slow it down for a short time.. In this episode, Duncan MacPherson meets with Vice President and Performance Coach Kevin Bishopp for the Advisor Consulting Group at First Trust Portfolios. They discuss the growth in the business … Continue reading New Perspectives on Growth with Kevin Bishopp (Ep 16) →
Content marketing is a powerful way to thrive in the expertise economy. Why? Because consistently sharing your thought leadership with clients and prospects establishes credibility and makes you more referable. In this episode, Duncan MacPherson is joined by Matt Halloran, Chief Relationship Officer and partner at ProudMouth, to explore the power of content marketing. They … Continue reading Content Marketing Made Easier: How To Use Podcasts To Attract Ideal Clients With Matt Halloran (Ep. 15) →
When you think about someone getting fired or getting someone fired, your first thought drifts to them doing or saying something wrong. However, what if there was another way to fire someone without it being a negative experience? In this episode, Duncan MacPherson joins Randy Schwantz, Owner of The Wedge Group. They talk about how … Continue reading How To Get Your Competition Fired With Randy Schwantz (Ep. 14) →
When you build a house, you know, one day you might have to sell for a variety of reasons? What if your business followed the same format? Just like adding a new deck to your backyard or investing in new technology to grow your business, every move you make contributes to the overall value when … Continue reading Built to be Sold with Ted Jenkin (Ep. 13) →
When your clients undergo a major liquidity event, they often expect a lot more from you than simply “investing” their newfound wealth. That’s why it’s crucial to build a bench strength that serves your clients at all levels! In this episode, Duncan joins Scott Hamilton, a master coach to financial advisors and part of the … Continue reading A Brand Within a Brand – The Multi-Family Office with Scott Hamilton (Ep. 12) →
Advisors often get asked by clients, “What will happen to me when you’re not around?” If you don’t have an answer to it, it’s a sign to start your succession planning. In this episode, Duncan joins Levi McMellian, CPA, AIF®, CEO, executive director, and founding partner at CFO4Life to uncover the secret to building a … Continue reading How To Become an Advisor for Life with Levi McMellian (Ep. 11) →
The financial world is very male-dominated, often leaving female advisors feeling outnumbered and undervalued. Sherri Palle and Elaine Christakos, long-time financial professionals, Pareto Systems’ Business Coaches, and financial women’s advocates know this first hand. In this episode, Duncan talks to Sherri and Elaine about their company, The Women are Here, how they strive to help … Continue reading Women In Wealth – Going Off Script with Sherri Palle and Elaine Christakos →
As aging clients transfer their wealth, advisors often yearn for a lasting relationship with their beneficiaries down the road. However, getting introductions to clients’ family members can be a challenge! In this podcast, Duncan speaks with Jackie Wilke, vice president, advisor consultant at First Trust. They unpack strategies to help you attract and retain clients … Continue reading Achieve Mastery of Family Dynamics With Jackie Wilke →
Have you ever had one of your best clients leave because they felt they outgrew you? If yes, you are not alone! In fact, such high-net-worth clients often leave in search of a turnkey, tethered solution. In this podcast, Duncan speaks with Chris Jeppesen, chief of advisory practices at First Trust. They talk about why … Continue reading Transitioning to a Multi-Family Office to Accelerate Your Growth With Chris Jeppesen →
A health-conscious culture drives productivity, performance, and self-actualization for every member of your company. In this podcast, Duncan speaks with Jennifer Payeur, the CEO of Nature-Provides and an entrepreneur focused on health and wellness. Drawing from personal health struggles and her holistic healing experience, Jennifer reveals ways to help you and your team proactively build … Continue reading A Healthy Bench-strength: Actionable Steps To Improve Your Team’s Health With Jennifer Payeur →
When it comes to continuity and succession planning, family investment legacy, and all of the dynastic realities that come about when money goes into motion, business owners need a plan—and they need an expert to help them develop that plan. In this podcast, Duncan is joined by special guest Tom Deans, Ph.D., intergenerational wealth expert, … Continue reading How to Attract Business Owners With Tom Deans, Ph.D. →
What does an advisor of the future look like? How can you adjust your process and team to elevate the client experience? In this episode, Duncan has a conversation with Chris Garcia, CEO of the Azimont Group. They discuss Chris’ journey to building a successful Franchise Ready practice. How his focus on people, his practice, … Continue reading Outsourcing Your Wealth Management with Chris Garcia →
What does it mean to be an advisor of the future? How can advisors become more productive over the next 10 years? What is your approach to client relationships? In this episode, Duncan MacPherson is joined by Tyson Jon Ray CFP®, CIMA®, CEO of FORM Wealth. They cover a lot of ground including how to … Continue reading What It Means To Be An Advisor Of The Future With Tyson Jon Ray CFP®, CIMA® →
Podcasting is an incredibly powerful tool for financial services professionals. It has the ability to drown out the noise and make people focus on what you’re saying. In this episode, Duncan MacPherson is interviewed by Matt Halloran of ProudMouth about the merits of podcasting and why financial service professionals should consider adding it to their … Continue reading Why You Should Be Podcasting With Matt Halloran →
Do you have a succession plan in place? Have you considered your exit strategy and the enterprise value of your business? In this episode Duncan MacPherson and Ted Jenkin, serial entrepreneur and CEO of oXYGen Financial discuss how to drive enterprise value, re-imagining what it means to be a financial professional, and how to get … Continue reading How to Achieve the Maximum Enterprise Value With Ted Jenkin →
Over the last 18 months the best advisors have separated themselves from the rest, but how did they do it? In this episode, Duncan MacPherson is joined by Chris Jeppesen of First Trust. They discuss what they’ve seen in the last 18 months, and what the best advisors and teams have done to separate themselves … Continue reading What Separates the Best from the Rest With Chris Jeppesen →