Explorez tous les épisodes du podcast Always On for Financial Advisors
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| Empowering Financial Advisors: Core Values, Work-Life Balance, and Client-Centric Strategies with Sybil Verch (Ep. 63) | 29 Aug 2024 | 01:04:14 | |
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:
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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. | |||
| Attract, Don’t Chase: Mastering Client Acquisition and Stewardship with Daniel Burns and Stephen Comerford (Ep. 62) | 08 Aug 2024 | 01:15:43 | |
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:
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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. | |||
| Shaping Your Branding Strategy: How to Run a Client Advisory Council with Mike “Cy” Cajthaml Jr. (Ep. 53) | 01 Feb 2024 | 00:55:16 | |
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:
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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. | |||
| Harness the Power of AI: Game-Changing Strategies for Modern Advisors with Craig Kirkpatrick (Ep. 52) | 11 Jan 2024 | 00:44:47 | |
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:
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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. | |||
| From Organic to Scalable Growth with Bill Sowell (Ep. 51) | 28 Dec 2023 | 01:07:10 | |
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:
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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. | |||
| Timely and Timeless Best Practices with Chris Jeppesen (Ep. 50) | 07 Dec 2023 | 00:59:48 | |
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:
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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. | |||
| Embracing the C-Suite with Max and Lucas Winthrop (Ep. 49) | 16 Nov 2023 | 01:26:16 | |
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:
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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. | |||
| Make Your Clients The Voice With Steve Phillips (Ep. 48) | 26 Oct 2023 | 01:01:14 | |
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:
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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. | |||
| Rejuvenating Client Relationships with Matt Cardella (Ep. 47) | 05 Oct 2023 | 01:05:28 | |
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:
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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. | |||
| Balancing Riches and Relationships: Family-Centric Wealth Management with Jeff Savlov (Ep. 46) | 14 Sep 2023 | 01:07:36 | |
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:
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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. | |||
| One Good Idea to Build Strong Client Relationships with Cathi Durrell (Ep. 45) | 24 Aug 2023 | 01:01:52 | |
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 to build intimate relationships through personalized, hand-made cards that your clients will treasure for years to come! Get ready to get at least one good idea to elevate your client experience. They discuss:
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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 its clients. The entire crew at Lavish is committed to creating and supplying the highest quality greeting cards. In her spare time, Cathi enjoys travelling and exploring “the back roads” with Glen in search of the next image for Lavish. | |||
| Strategic Acumen in Mergers and Acquisitions with Martin Luc Derome (Ep. 44) | 10 Aug 2023 | 00:50:35 | |
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 in mergers, acquisitions, and valuations in the financial services industry, Martin has invaluable insights for both buyers and sellers on how to navigate the transaction successfully and effectively. They discuss:
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About Our Guest: Martin Luc Derome is a seasoned business leader with over 25 years of experience in finance and insurance. He currently serves as President of Queenston M&A Inc., specializing in mergers, acquisitions, transfers and valuations in the financial products industries. He has held executive positions at Financial Horizons Group, and worked as M&A consultant for high-net-worth individuals, business owners, and professionals. Martin Luc is a trusted consultant dedicated to providing personalized solutions to clients. Mr. Derome has successfully completed the “Certified Financial Planner” program. | |||
| AI Insights and Breakthroughs – Especially for Financial Advisors! with Kevin Bishopp (Ep. 61) | 18 Jul 2024 | 00:36:11 | |
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:
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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. | |||
| Unlocking Financial Impact and Legacy with Ted Jenkin (Ep. 42) | 29 Jun 2023 | 00:52:12 | |
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 only secures financial well-being but also positively shapes their legacy through a slower and more deliberate transition out of the business. Key Highlights:
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About Our Guest: Ted Jenkin is the CEO of oXYGen Financial, partner at ESL Advisers, 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.” | |||
| Automate, Engage and Retain: The Future of Marketing in Finance with Kevin Mulhern (Ep. 41) | 15 Jun 2023 | 00:42:59 | |
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 and automated marketing. They discuss:
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About Our Guest: As an entrepreneur who brings a deep background in the financial service industry, Kevin’s passion has always focused on developing solutions for firms and advisors that create efficiencies, streamline workflow, drive new business and deliver measurable ROI. During his career, Kevin has worked for both large and boutique wealth management firms while developing a rich background in new media, big data and web-based services. After witnessing a growing need for marketing automation, he brought together a team of like-minded technology and experienced industry experts in 2013 to launch the award-winning AdvisorStream digital marketing platform. Today, AdvisorStream successfully automates millions of personalized communications each week for Advisors across the US, Canada and the UK. | |||
| The Total Relationship: The Best Value-Add Advisors Can Offer with Tyson Ray (Ep. 40) | 25 May 2023 | 01:16:12 | |
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:
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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. | |||
| How to Maximize Your Life’s Work with Sherri Palle (Ep. 39) | 04 May 2023 | 01:08:19 | |
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:
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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. | |||
| Achieving Professional Scarcity and Professional Contrast with Steve Phillips (Ep. 38) | 13 Apr 2023 | 01:01:59 | |
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:
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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. | |||
| Avoiding a Plateau: A Case Study in Professional Contrast and Scarcity with Terry Gronbeck-Jones (Ep 37) | 16 Mar 2023 | 00:50:54 | |
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:
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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. | |||
| Being Process-Driven With Peter Dobrich (Ep. 36) | 23 Feb 2023 | 00:39:50 | |
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:
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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. | |||
| The Anatomy of an Offer With Ted Jenkin (Ep. 35) | 02 Feb 2023 | 00:52:36 | |
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:
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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.” | |||
| Building Relationships through Video With Katie Braden (Ep. 34) | 19 Jan 2023 | 00:53:16 | |
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:
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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. | |||
| Enough Coasting. Now’s the Time To Climb! With Chris Jeppesen (Ep. 33) | 05 Jan 2023 | 01:07:12 | |
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:
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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. | |||
| Unlock Success in Family Dynamics and Next-Gen Wealth with Jackie Wilke (Ep. 60) | 27 Jun 2024 | 00:50:32 | |
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:
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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. | |||
| The Art and Science of Practice Management With Kevin Bishopp (Ep. 32) | 22 Dec 2022 | 01:09:47 | |
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:
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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 Evolution and Elevation of the Financial Professional With Thane Stenner (Ep. 31) | 03 Nov 2022 | 01:00:13 | |
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 Partners. They share proven strategies to engineer professional contrast and achieve constant growth. They discuss:
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About Our Guest: Thane Stenner is based in Vancouver, British Columbia, Canada and is a Senior Portfolio Manager & Senior Wealth Advisor of Stenner Wealth Partners+ at CG Wealth Management Canada and CG Wealth Management (USA), Inc. He has spent more than three decades understanding and managing the unique financial complexities facing wealthy investors, family offices, and institutional fiduciaries in North America. Thane is cross-border licensed with FINRA in the USA, and with IIROC in Canada, with clients based in San Francisco and The Bay Area as well as across Canada. He is a Fellow of the Canadian Securities Institute (FCSI®), the highest Canadian Securities Institute designation and Chartered Investment Manager (CIM®), the recognized standard for portfolio management. | |||
| The Advisor of the Future With Mike “Cy” Cajthaml Jr. (Ep. 30) | 20 Oct 2022 | 00:58:58 | |
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 Pareto Systems. They explain what it means to be the advisor of the future and strategies to move from organic to scalable growth. Mike discusses:
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| Finish Strong in 2022 (Ep. 29) | 06 Oct 2022 | 00:42:16 | |
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 relationships and position their businesses for a strong and profitable final quarter of 2022, and for a great start to 2023. These strategies are easy to implement and translate into results quickly and predictably. Duncan discusses:
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| Adding a Coaching Dynamic to Your Client Experience with Jeff Ambrose (Ep. 28) | 22 Sep 2022 | 00:54:42 | |
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 strategies to create professional contrast as the financial industry becomes increasingly commoditized. Jeff discusses:
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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. Jeff’s success in the industry has been driven by his talent for crafting winning strategies. Putting relationships first, focusing on value that is accretive to an advisor’s practice, and positioning himself as a true strategic partner has allowed him to enjoy tremendous success at the firms he’s represented. His passion, and his talent as a mentor and coach, became well-known to his leadership, peers and advisors. He has been dedicated to helping advisors implement strategies to grow their business; such as turn clients into advocates, and competitor-proof and brand their practice. Jeff now works with select groups of advisors helping them attain their professional and personal goals through proven Pareto processes. | |||
| How to Find Your Ideal Match in M&A with Katie Bruner (Ep. 27) | 08 Sep 2022 | 00:50:59 | |
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 deals and sellers in weeding out unqualified purchasers. Katie discusses:
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About Our Guest: Katie brings over 20 years of experience in the financial services industry to the SkyView Partners team. Currently, she oversees sales, marketing, and distribution for SkyView Partners, in addition to loan sourcing through strategic partnerships and multi-medium channels. In January 2021, Katie assumed the role of leading overall strategy and M&A initiatives for SkyView Investment Bank. Prior to SkyView, Katie served as a Director – National Accounts at Principal Financial Group for 13 years, where she was responsible for cultivating and growing the major independent and regional broker relationships. Before joining Principal, Katie was employed by Fidelity Investments in their non-profit retirement plan group. Katie graduated with a bachelor’s degree in Economics and International Relations from the University of California, Berkeley.
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| The Art and Science of Exit Planning with Ted Jenkin (Ep. 26) | 25 Aug 2022 | 00:40:34 | |
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 today to have a successful business exit in the future. Ted discusses:
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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.” | |||
| Entitlemania with Richard Watts (Ep. 25) | 11 Aug 2022 | 00:58:09 | |
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 Entitlemania: How Not To Spoil Your Kids, And What To Do If You Have! Having been the wise counsel to many of America’s wealthiest families, Richard shares how you can help your clients prepare their children for the real world, instead of spoiling them with free money. Richard discusses:
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About Our Guest: Richard Watts, lawyer, author, columnist, speaker, and problem solver, is the wise counsel to many of America’s wealthiest families. They rely on him to guide their families and journey through the rapids of life. From behind these castle walls, Richard provides the wisdom and counsel to avoid the pitfalls of excess and entitlement. The founder of Family Business Office ® (“FBO”), Richard was admitted to practice law in 1982 and is an alumnus of the Harvard Business School. He has appeared on numerous television programs and authored articles as an expert on how money often complicates the “simple life”. Author of Fables of Fortune: What Rich People Have That You Don’t Want, and Entitlemania How Not To Spoil Your Kids, And What To Do If You Have! | |||
| Thriving through Market Volatility with Chris Jeppesen (Ep. 24) | 28 Jul 2022 | 00:53:29 | |
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, chief of advisory practices at First Trust, to discuss strategies for alleviating your clients’ anxiety amidst current market turbulence and the progression and evolution of top financial professionals today. Chris discusses:
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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. | |||
| Lavish Your Clients With Service with Cathi Durrell (Ep. 23) | 13 Jul 2022 | 01:01:44 | |
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, Duncan MacPherson joins Cathi Durrell, owner of Lavish Cards, to discuss how one of the best strategies a fee-for-service professional can do to take their relationship management to the next level. Cathi discusses:
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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 travel and exploring “the back-roads” with Glen, in search of the next image for Lavish.
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| The Advisor of Tomorrow with Isaac Richard III (Ep. 59) | 06 Jun 2024 | 00:55:42 | |
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:
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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. | |||
| Preparing to Buy (or Sell) a Business with Ted Motheral (Ep. 22) | 23 Jun 2022 | 00:56:25 | |
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 episode, Duncan MacPherson joins Ted Motheral, chair of Walter | Haverfield’s Business Services group, to help buyers and sellers prepare for an efficient business transfer. They also explore ways to take impeccable care of your clients and employees during the process. Ted discusses:
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About Our Guest: Ted Motheral is Chair of Walter | Haverfield’s Business Services group, which includes more than two dozen business and transactional lawyers. He focuses his practice on mergers and acquisitions, as well as private debt and equity financing. Ted has experience in leading transactions for multi-million dollar acquisitions and has represented borrowers and lenders in multi-million dollar debt offerings. He is also experienced in advising clients on general corporate matters, entity formation and governance, joint ventures, divestments, and reporting requirements and regulations. Additionally, Ted has experience forming loan documentation programs for public entities in the State of Ohio. Ted joined Walter | Haverfield as a partner in 2016. Prior to joining Walter | Haverfield, he practiced law at Benesch Friedlander Coplan & Aranoff. He was formerly a financial consultant for PricewaterhouseCoopers (PwC) in New York City and also worked in the general counsel office of KLA-Tencor Corporation in Silicon Valley, California.
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| Looking to Your Liquidity Event with Denise Logan (Ep. 21) | 09 Jun 2022 | 01:12:38 | |
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 of The Seller’s Journey. Denise explains how you can help clients overcome the emotional barriers to selling a business while simultaneously preparing for your own exit. Denise discusses:
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About Our Guest: Denise Logan knows that to business owners, selling a business is more than a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company, after ignoring the signs that it was time for several years. She is the author of The Seller’s Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, and has addressed more than five hundred audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. Denise provides advanced training to advisors employed by some of the world’s largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners and, most importantly, without regret. | |||
| How To Fulfill Your Clients’ Deepest Estate Planning Needs with Julia Norman and Tom Deans, Ph.D. (Ep. 20) | 26 May 2022 | 00:58:13 | |
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 Tom Deans, Ph.D., intergenerational wealth expert, speaker, and best-selling author of “Every Family’s Business” and “Willing Wisdom.” Julia and Tom explain how advisors can re-imagine estate planning for their clients to ensure a stress-free wealth transfer that minimizes future family conflicts. Julia and Tom discuss:
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About Our Guests: Julia Norman is an associate lawyer with Pushor Mitchell practicing in the areas of civil litigation, family law, estate planning and estate administration. Prior to going to law school, Julia rode for the Canadian Equestrian Team in the sport of three-day eventing, training and competing throughout North America. Outside of the office Julia can be found spending time with her family, riding her horse, water skiing, or enjoying one of the many activities that the Okanagan has to offer. Tom Deans, Ph.D.’s research and thought leadership on the subjects of wealth transfers, preparing heirs and family dynamics has made him an in-demand speaker and webinar presenter. Since the release of his first book in 2008, Tom has delivered more than 1000 paid speeches in 25 countries. He has also provided advanced training to advisors employed by the world’s largest financial institutions, law firms and accounting firms. Dr. Deans is also the Founder of the Willing Wisdom Index a new digital client engagement tool for advisors to share with prospects and clients. | |||
| The Why and How of Video Marketing for Advisors 2.0 with Laura Garfield and Sharon Gottula (Ep. 19) | 12 May 2022 | 01:04:37 | |
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 of video marketing in financial services and how it can fast-track your business growth. Laura and Sharon discuss:
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About Our Guests: Laura Garfield started her career in broadcast journalism learning how to ask the right questions to get to the heart of the story. Her experience, from small-market TV in Hastings, NE, all the way up through positions at CBS News in New York and then CNN in Atlanta, gives her a unique perspective on digital storytelling. In 2014, she co-founded Idea Decanter to help growth-minded financial service professionals leverage digital content to take control of their own brand. Sharon Gottula spent 20 years as a commercial photographer, focusing her talent on everything from portraiture to architecture and food for national and international publications, such as Newsweek, Men’s Fitness and Prevention Magazine. When she co-founded Idea Decanter, she began helping clients in the wealth sector breathe new life into their marketing strategies with video. Sharon specializes in finding visual ways to explain complex concepts and telling your story in 2 minutes or less. | |||
| Dynastic Drivers in Estate Planning with Julia Norman (Ep 18) | 28 Apr 2022 | 00:46:47 | |
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 estate plan so you don’t have to worry when something bad happens. Julia discusses:
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About Our Guest: Julia Norman is an associate lawyer with Pushor Mitchell practicing in the areas of civil litigation, family law, estate planning and estate administration. Prior to going to law school, Julia rode for the Canadian Equestrian Team in the sport of three-day eventing, training and competing throughout North America. Outside of the office Julia can be found spending time with her family, riding her horse, waterskiiing, or enjoying one of the many activities that the Okanagan has to offer. | |||
| Find Another Gear with David Rutherford (Ep 17) | 14 Apr 2022 | 01:28:47 | |
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 Duncan MacPherson, David will share his unrivaled insights and proven strategies that will revitalize your team, reframe your client relationships and reignite your ambition to serve and grow as a financial professional. They discuss how to:
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About Our Guest: David is living his dream as an internationally known motivational speaker, best-selling author for kids and adults, world champion performance coach, and an award-wining Podcast host. His passion for motiving people is allowing him to work with the top companies in the world, averaging over 50 events a year. His specialty is helping individuals, teams, and organizations to develop a specific and focused approach to managing people and the mission. David is committed to helping people embrace their fears, forge their Self-Confidence, how live the Team Life, and live with purpose. David’s high energy, entertaining style, and endless motivation inspire all of those who come in contact with him to dig deep, persevere, and commit to the development of winning cultures. David served 8 years in the Naval Special Warfare Community as a SEAL student, Combat Paramedic, Operator, and Instructor. Since his honorable discharge from the Navy in 2003, he has continued traveling as an international training specialist for Blackwater. Eventually, David was recruited by the CIA as a training and curriculum specialist, as well as deployed into high threat areas as a close protection and security specialist. David’s long-term service to the country at the highest levels and in many areas enabled him to develop a masterful ability to motivate and train people from all walks of life to achieve success in any environment imaginable. Since 2006 David has been motivating audiences and individuals across America and around the world with his highly unique style of speaking, writing, and coaching. His Froglogic Concepts are derived from the 70 + years of operational successes within the UDT/SEAL community as well as 25 years of personal experience and research. He has combined his incredible personal story with the proven track record of the SEAL Teams and the CIA to create a simple, elite performance program.
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| New Perspectives on Growth with Kevin Bishopp (Ep 16) | 31 Mar 2022 | 01:09:54 | |
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 world over the last two years. Duncan and Kevin discuss:
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About Our Guest: Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group. 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. | |||
| Content Marketing Made Easier: How To Use Podcasts To Attract Ideal Clients With Matt Halloran (Ep. 15) | 24 Mar 2022 | 00:56:29 | |
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 unpack strategies to convert your knowledge into intellectual property that puts you ahead of the competition. Matt discusses:
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Promotions: About Our Guest: Matt Halloran got started in the financial services industry 20 years ago as a certified life and business coach. As he became immersed in his client’s biggest needs, he built his knowledge and expertise as a financial branding and social media expert. More recently, Matt has added podcasting to that list. Matt respects how tough it is to be great and effective at marketing while running a practice, living a life, and loving a family. He teaches advisors how to be themselves, let their passions shine through, and create strong brands that resonate with ideal prospects and centers of influence.
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| How To Get Your Competition Fired With Randy Schwantz (Ep. 14) | 17 Mar 2022 | 00:54:07 | |
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 to fire your competition with a positive spin. Randy discusses:
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About Our Guest: Randy Schwantz, the author of three previous books on selling insurance, is President of The Wedge® Group, business performance, and sales consulting firm. A former salesperson himself, Schwantz has spent more than 10,000 hours talking with people who sell for a living. His unique sales strategy, The Wedge, has been embraced by hundreds of companies and thousands of individual sales professionals throughout the United States and Canada. He and his wife, Lori, live with their four daughters near Raleigh, NC.
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| Built to be Sold with Ted Jenkin (Ep. 13) | 03 Mar 2022 | 00:43:22 | |
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 it comes time to sell. In this episode, Duncan MacPherson joins Ted Jenkin, CEO of oXYGen Financial. They talk about taking your business to the next level, so you can get the dollar amount you desire if and when you decide to sell. Ted discusses:
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About Our Guest: Over the years, Ted Jenkin has built a reputation of being a visionary. He started his business oXYGen Financial in 2008 during the height of the stock market crash. He built his business with the purpose of providing financial advice to the X & Y generations. Using a revolutionary style, Clients could hire oXYGen from the get go and pay a monthly fee for the team to build clients their own personal financial dashboard. Ted has featured as a columnist on the Wall Street Journal and can be seen regularly on CNN/Headline News. Along with being featured locally on 93.7FM, 106.3FM, 680 The Fan, and NBC 11 Alive News. He also has six advanced designations including the Certified Financial Planner degree as well. | |||
| Finding Clarity and Confidence in Advisor Transitions with Louis Diamond (Ep. 58) | 16 May 2024 | 00:59:56 | |
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:
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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. | |||
| A Brand Within a Brand – The Multi-Family Office with Scott Hamilton (Ep. 12) | 17 Feb 2022 | 00:45:31 | |
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 Pareto Coaches Network. They talk about how advisors can attract and serve high-net-worth clients through a multi-family office (MFO) experience. Scott discusses:
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Connect With Scott Hamilton: About Our Guest: Over the years, Scott Hamilton built a successful estate and tax practice and a nationally known wealth strategies firm. He now devotes much of his professional time to a select group of financial advisors who are looking to consistently attract and retain great clients, run a more efficient and profitable practice, elevate the client experience, drive enterprise value, and deploy a scalable growth model. His coaching clients now range from smaller boutique practices to a large multi-advisor RIA firm with over $2 Billion in assets under management. Scott is also certified with Pareto Systems, where he is currently deploying the Pareto process with several of his most successful clients. | |||
| How To Become an Advisor for Life with Levi McMellian (Ep. 11) | 03 Feb 2022 | 00:37:00 | |
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 sustainable practice and scaling your business organically. Levi discusses:
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Connect With Levi McMellian: About Our Guests: As CEO and managing director of CFO4Life, Levi McMellian oversees vital business operations and pursues new business growth. However, his primary focus remains on building personal client relationships. With a passion for listening and learning about his clients’ most important goals and dreams, Levi seeks to offer thorough and impartial individualized advice. In addition to being a Certified Public Accountant and Accredited Investment Fiduciary®, Levi has a bachelor’s degree in business and accounting from Oklahoma State University. As a founding partner, Levi’s determination has developed CFO4LIFE from a start-up to an established and respected Texas Investment Advisory Firm. He was instrumental in sculpting its vision and the revolutionary concept of a comprehensive, team-oriented financial planning firm. Levi also pioneered the concept of financial wellness benefits for executives in large corporations and comprehensive advisory solutions for retirement plans. | |||
| Women In Wealth – Going Off Script with Sherri Palle and Elaine Christakos | 20 Jan 2022 | 00:51:10 | |
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 women in finance both in their personal and professional lives and reveal useful lifestyle advice to become the best version of yourself. Sherri and Elaine discuss:
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Connect With Sherri Palle and Elaine Christakos: About Our Guests: Elaine is a Pareto Systems’ Business Coach, is a senior level results-oriented professional and strategist with over 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. Sherri is also a Pareto Systems’ Business Coach, fervently committed to helping financial professionals either fine-tune or completely reengineer their advisory practice to create success by systematizing and growing their practice. She will become fully entrenched in your business to provide the best advice possible. She 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. The Women Are Here is an intelligent, innovative & caring alliance created to help women in wealth excel and elevate their advisory practice with the purpose of inspiring and elevating as many women as possible. | |||
| Achieve Mastery of Family Dynamics With Jackie Wilke | 06 Jan 2022 | 01:00:45 | |
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 for multiple generations by developing a Multi-Family Office (MFO) client experience. Duncan and Jackie discuss:
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Connect With Jackie Wilke: 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. | |||