Always On for Financial Advisors – Détails, épisodes et analyse

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.

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!)

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 business has achieved professional contrast and improved relationships with a process-driven approach.

They discuss:

• How to make your message more compelling by thinking beyond the technicalities
• The significance of converting ideas into intellectual property
• Connecting “authentically” with your clients
• How to make your clients appreciate you more
• The path to greater work-life balance as a financial advisor
• And more

Connect With Duncan:

• Pareto Systems 
• 1.866.593.8020
• Schedule a Call
• Duncan on LinkedIn

Connect With Matt:

• MattCardella@RaymondJames.com 
• Website
• LinkedIn: Matt Cardella

Promotions:

• The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
• ProudMouth – Be Your Own Loud

About Our Guest:

Matt began his career at Edward Jones in 2002 with a strong desire to help people make good financial decisions. In 2003, Matt hung out his shingle in Hinesville, Georgia. After 17 years, he made the change to Raymond James. Matt, along with his team, helps families and business people with their investments, but there is much more to it than just money. Matt and his team are committed to supporting their clients in every aspect of their lives, and finances are just the beginning. They recognize that financial well-being impacts many other areas of life. Their commitment to provide personalized and comprehensive planning goes far beyond investments. They help their clients navigate toward a brighter future with financial confidence.

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 wealth management — ultimately avoiding strained relationships among all future inheritors of wealth.

They discuss:

• Why family dynamics play a crucial role in continuity and succession planning
• Major challenges in family business succession (and how to address them)
• Resources for financial advisors to help address family issues faced by affluent clients
• How to engage families — including children — in the financial planning process
• And more

Resources:

• Family Business Minute Blog
• Purposeful Planning Institute
• Family Firm Institute
• Don’t Miss Out on Early Chances to Engage Kids: Article by Jeff Savlov in the Family Business Magazine
• “Consulting to Family Businesses: Contracting, Assessment, and Implementation” by Jane Hilburt-Davis and William G. Dyer
• “Intentional Wealth: How Families Build Legacies of Stewardship and Financial Health” by Courtney Pullen
• The Bowen Center for the Study of the Family
• Ackerman Institute for the Family
• “Entitlemania: How Not to Spoil Your Kids, and What to Do If You Have” by Richard Watts
• “Fair Process: Managing in the Knowledge Economy” by W. Chan Kim and Renée Mauborgne (Harvard Business Review)
• “The Millionaire Next Door: The Surprising Secrets of America’s Wealthy” by Thomas J. Stanley and William D. Danko
• “The Richest Man in Babylon” by George S. Clason

Connect With Duncan:

• Pareto Systems 
• 1.866.593.8020
• Schedule a Call
• Duncan on LinkedIn

Connect With Jeff:

• Blum & Savlov, LLP
• LinkedIn: Jeff Savlov

Promotions:

• The Blue Square Toolkit by Pareto (Start your 14-day free trial today!)
• ProudMouth – Be Your Own Loud

About Our Guest:

Jeff is the Founder of Blum & Savlov, LLP and consults with business families, legacy wealth families and the advisors who serve them. He brings more than 30 years of unique experience in sales and marketing, business ownership, entrepreneurial endeavours and family dynamics/psychological training, along with a common-sense style, to his consulting work with families. By integrating his diverse business background, extensive academic work and family dynamics/psychological training with his experience working in his family’s commercial printing business, Jeff helps enterprising families balance family and business/wealth so both will thrive for many generations.