Duncan MacPherson - Podcast Details

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Always On with Duncan MacPhersonThe Power of Reviews: Unlocking Advocacy and Compliance with Whit LanierIn this episode of the Always On Podcast, Duncan MacPherson sits down with Whit Lanier, CEO and Co-founder of Amplify Reviews, to unpack the growing role of client testimonials in financial services. As trust continues to shift online, reviews have become more than just social proof—they’re a scalable strategy for activating advocacy, attracting ideal clients, and staying compliant. They discuss how financial professionals can build a review process that’s automated, compliant, and genuinely impactful. Whether you’re just beginning to explore online reviews or looking to refine your current strategy, this episode provides a practica...2025-05-1549 min

Always On with Duncan MacPhersonThe Power of Reviews: Unlocking Advocacy and Compliance with Whit LanierIn this episode of the Always On Podcast, Duncan MacPherson sits down with Whit Lanier, CEO and Co-founder of Amplify Reviews, to unpack the growing role of client testimonials in financial services. As trust continues to shift online, reviews have become more than just social proof, they’re a scalable strategy for activating advocacy, attracting ideal clients, and staying compliant. They discuss how financial professionals can build a review process that’s automated, compliant, and genuinely impactful. Whether you’re just beginning to explore online reviews or looking to refine your current strategy, this episode provides a practi...2025-05-1549 min

Always On with Duncan MacPhersonVolatility, Value, and Vision: How Leading Advisors Are Winning in Changing Times (Ep. 76)In this episode of Always On, Duncan MacPherson welcomes back Chris Jeppesen, Chief of Advisory Practices at First Trust, for a timely conversation rooted in real-world field experience. As volatility continues to test the industry, the best financial advisors aren’t retreating, they’re leaning in. Duncan and Chris unpack how the most effective teams are embracing this environment as a catalyst for deeper relationships, elevated leadership, and long-term enterprise value. They explore the mindset and tactical shifts that top performers are making, from transitioning toward advice-centric models and AI adoption, to scaling their practices without diluting the...2025-04-241h 02

Always On with Duncan MacPhersonBridging Money and Meaning: Dr. Amy D’Aprix on Purpose-Driven Financial AdviceIn this episode, Duncan sits down with Dr. Amy D’Aprix, a certified gerontologist, life transition expert, author, and the founder of LifeBridge Strategies to talk about how financial professionals can go beyond the numbers and deepen their client relationships. Amy has spent decades helping advisors bring more empathy, purpose, and relevance into their process. Our conversation centered around the “life side” of retirement, how to align money with meaning and position yourself as the advisor of choice, especially in a world where loyalty, longevity, and family dynamics are all evolving. In this episode, they discus...2025-04-0352 min

Always On with Duncan MacPhersonMastering Referrals, Systems, and Endgame Preparation with Peter VelardiIn this episode of The Always On Podcast, host Duncan MacPherson sits down with Peter Velardi, founding partner at JPTD Partners, to discuss the essential systems financial advisors need to scale their businesses, optimize referrals, and maximize enterprise value for a successful exit. In this episode, you’ll learn: The three-phase approach to business growth: survival, scaling, and monetization How to automate referrals without looking opportunistic Why financial professionals should start planning their exit strategy earlier than expected The evolving M&A landscape and how private equity is reshaping opportunities for advisors Common blind spots in su...2025-03-131h 15

Always On with Duncan MacPhersonUnlocking Growth in Financial Services with Paul Blanco: Small Steps, Big WinsIn this episode, Duncan MacPherson speaks with Paul Blanco, CEO of Barnum Financial Group and host of the “Small Steps, Big Wins” podcast. Paul shares insights into cultivating a growth mindset, avoiding plateaus, and the importance of working on your business, not just in it. He discusses how his firm has scaled from 9 to 365 advisors, leveraging efficiency tools like Zoom AI and CRM systems to stay ahead in the competitive world of financial services. Paul also reflects on the evolving role of financial advisors, the shift from advisors to CEOs, and the growing importance of embracing technology like AI to s...2025-02-2051 min

Always On with Duncan MacPhersonEmpowering Financial Advisors: Strategic Tax Planning with Catherine TindallIn this episode Duncan sits down with Catherine Tindall, CPA and founder of Dominion Enterprise Services. Catherine specializes in tax optimization strategies for financial advisors, offering insights into minimizing tax burdens, enhancing practice efficiency, and unlocking enterprise value. Key takeaways from this conversation include: Tax Efficiency as a Strategic Lever: How optimizing your tax approach can save tens of thousands annually and compound into long-term benefits. Proactive vs. Reactive Tax Planning: Why a forward-thinking strategy outperforms traditional compliance-based approaches. Preparing for Exit: Steps to maximize enterprise value through tidying, optimizing, and proprietary processes. The Power of...2025-01-3052 min

Always On with Duncan MacPhersonBridging Wealth and Legacy: Preparing the Next Generation with Dr. Karen WeisgerberIn this episode, Duncan MacPherson sits down with Dr. Karen Weisgerber, a seasoned expert with over 30 years of experience in wealth creation and inheritance. As a faculty member of the Institute for Preparing Heirs and a thought leader in wealth transfer and philanthropy, Dr. Weisgerber dives into the most pressing concerns facing affluent families today. Key discussion points include: How financial professionals can integrate legacy planning into their deliverables. Strategies for effectively communicating wealth transfer processes to clients. Practical insights for advisors to apply both professionally and personally. Dr. Weisgerber’s extensive academic background, including a...2025-01-0943 min

Always On with Duncan MacPhersonMaking the American Dream a Reality: A Conversation with Sathya Chey PattersonIn this episode of the Always On Podcast, host Duncan MacPherson engages in a profound and inspiring discussion with Sathya Chey Patterson CFP®, Esq., AIF®, Managing Partner at Arise Private Wealth. Recognized as a 2023 Forbes Top Women Wealth Advisor and a 2024 AdvisorHub Advisors to Watch, Sathya shares her incredible journey from adversity to achievement, demonstrating the power of resilience and vision. This conversation is divided into three compelling parts: Honoring the Past – Sathya’s remarkable personal story, including her family’s survival through the Cambodian genocide, and how those experiences shaped her perspective and purpose. Thriving in the P...2024-12-1956 min

Always On with Duncan MacPhersonAI in Financial Services: Unlocking Potential and Future Opportunities with Kevin BishoppIn this episode, Duncan MacPherson and Kevin Bishopp dive deep into how artificial intelligence is reshaping the financial services industry. From optimizing client communication to enhancing business efficiency, they unpack the immense potential AI offers to financial professionals. This forward-thinking discussion explores practical steps advisors can take to integrate AI tools into their practices and position themselves as leaders in a rapidly evolving landscape. Whether you’re curious about AI’s role in wealth management, looking to future-proof your practice, or aiming to deliver an elevated client experience, this episode delivers actionable insights tailored for financial advisors. 2024-12-051h 02

Always On with Duncan MacPhersonAligning for Success: Choosing the Right Environment for Your Advisory Practice with Mindy Diamond (Ep. 68)In this episode, Duncan MacPherson sits down with Mindy Diamond, founder and CEO of Diamond Consultants, to explore the pivotal question every advisor grapples with: Should I stay or should I go? Mindy shares insights from her latest book, “Should I Stay or Should I Go?”, which isn’t merely a guide on moving firms but rather a tool to help advisors get crystal clear on their ideal work environment. They dive into themes of loyalty fatigue, cultural alignment, and the significance of self-assessment to make informed, client-centered decisions. Mindy and Duncan also discuss how confirmation bias can li...2024-11-2158 min

Always On with Duncan MacPhersonElevate Your Practice – The Power of a Partial Book Sale with Ted Jenkin (Ep. 67)In this episode of the Always On podcast, host Duncan MacPherson welcomes back serial entrepreneur Ted Jenkin, CEO of Oxygen Financial and President of Exit Stage Left Advisors. Together, they explore the powerful concept of a partial book sale and how it can help financial advisors grow upmarket by refining the client relationships they manage. They discuss why letting go of the “wrong” clients can be one of the most liberating moves an advisor can make—and how it often leads to growing deeper relationships with the “right” clients. If you’ve been feeling like your current book of busi...2024-11-0748 min

Always On with Duncan MacPhersonThe Lost Art of Client Events – Creating Unforgettable Moments with Angela York & Elyse Stoner (Ep. 66)In this episode, Duncan MacPherson sits down with Angela York and Elyse Stoner from Event Advisors to discuss the lost art of client events and how financial professionals can reinvigorate their approach. As they explore the comeback of in-person gatherings, Angela and Elyse share strategies for designing meaningful, memorable, and measurable client experiences. Listeners will learn about the concept of ROM (Return on the Moment), creative approaches to blending education and entertainment, and how to ensure that events deepen relationships and build client loyalty. Discover the why, the how, and the what’s next for client events in...2024-10-2453 min

Always On with Duncan MacPhersonPurpose-Driven Practice: Elevating Client Experiences with Rob Brown (Ep. 65)Building meaningful client relationships is essential for long-term success in financial services. How can you enhance client experiences and ensure lifelong fulfillment while delivering unmatched value? This week, Duncan MacPherson is joined by Rob Brown, Founder of the Truest Fan Coaching and co-host of The Purpose-Focused Advisor podcast. They explore the significance of purpose in building a client-centric practice, the distinctions between client service and client experience, and actionable insights from Rob’s book, “The Truest Fan” and its forthcoming sequel, “The Truest Fan Blueprint.” They discuss: Enhancing Client Experience: The differ...2024-10-0355 min

Always On with Duncan MacPhersonThe Power of Personalized Gratitude: Building Client Loyalty with Cathi Durrell (Ep. 64)In this episode of the Always On with Duncan MacPherson Podcast, Duncan sits down with Cathi Durrell, co-founder of Lavish Cards, to discuss the power of personalized gratitude in building lasting client relationships for financial advisors. Discover how sending customized cards to clients can enhance your client retention strategies, foster loyalty, and increase client advocacy. Cathi shares insights from her 12+ years of experience in helping financial professionals use hand-crafted greeting cards to make a lasting impact with clients. Tune in to learn: Why Thanksgiving cards can give your business an edge over competitors How...2024-09-1941 min

Always On with Duncan MacPhersonEmpowering Financial Advisors: Core Values, Work-Life Balance, and Client-Centric Strategies with Sybil Verch (Ep. 63)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...2024-08-291h 04

Always On with Duncan MacPhersonAttract, Don’t Chase: Mastering Client Acquisition and Stewardship with Daniel Burns and Stephen Comerford (Ep. 62)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...2024-08-081h 15

Always On with Duncan MacPhersonAI Insights and Breakthroughs — Especially for Advisors! with Kevin Bishopp (Ep. 61)AI will not replace humans. It will replace humans who don’t embrace AI. Ever-curious advisors committed to learning about AI’s latest use cases are more likely to achieve professional contrast and elevate their client experience! To learn what’s new with AI (especially for advisors), join Duncan MacPherson’s conversation with Kevin Bishopp, Vice President and Performance Coach for the Advisor Consulting Group at First Trust. They explain why you shouldn’t fear AI, but rather leverage it for content creation, research, client communications, and much more. They discuss: The evolution...2024-07-1836 min

Always On with Duncan MacPhersonUnlock Success in Family Dynamics and Next-Gen Wealth with Jackie Wilke (Ep. 60)Are you ready to become the indispensable advisor who guides entire families through wealth building and legacy planning? Remember, it’s not your client’s responsibility to introduce you and it’s not the family member’s job to ask. You must be proactive and cultivate relationships across the family tree! In this enlightening and highly relevant episode, Duncan MacPherson speaks with Jackie Wilke, VP of Advisor Consulting at First Trust Portfolios. They provide a step-by-step guide to progressively foster relationships with your clients’ family members (including the next-gen wealth inheritors). They discuss: How to...2024-06-2750 min

Always On with Duncan MacPhersonThe Advisor of Tomorrow with Isaac Richard III (Ep. 59)Newer advisors in the industry are always thinking of ways to not just survive but thrive. Meanwhile, more experienced advisors want to attract younger talent as part of their continuity and succession plan. Let’s explore this transition to the next generation and how it coincides with a similar wealth transition among clients. In this episode, Duncan MacPherson speaks with Isaac Richard III, CEO of Mavros Capital, about forward-thinking growth strategies that cater to the advisor and client of tomorrow. They discuss: How younger advisors can break through the “reputational equity” barrier The ev...2024-06-0655 min

Always On with Duncan MacPhersonFinding Clarity and Confidence in Advisor Transitions with Louis Diamond (Ep. 58)Transitioning to another employee-model firm or launching an RIA firm can be daunting! Finding the right fit, adapting to the new environment, communicating the transition to your existing clients…there’s a lot to consider. Let’s break it all down with Duncan MacPherson and guest Louis Diamond, President of Diamond Consultants, a financial advisor recruiting firm. With his strategic perspective and wealth of experience guiding top teams through transitions, mergers, and acquisitions, Louis offers valuable insights and solutions to help you navigate change with clarity and confidence. They discuss: Top challenges advisor...2024-05-1659 min

Always On with Duncan MacPhersonThe Language of Referrals with Bill Cates (Ep. 57)Does asking for referrals make you feel like you’re being needy? Are you afraid of hurting your existing relationships with clients and COIs? When asking for referrals, your words matter! Catch Duncan MacPherson’s conversation with Bill Cates, referral coach and author of “The Language of Referrals,” about the art of being referable and mastering the concept of introductions with professionalism and stewardship. They highlight the biggest barriers to referrals and how to overcome them by using the right language. They discuss: Subtle word choices that have a profound impact on your ref...2024-04-2559 min

Always On with Duncan MacPhersonThe Future of Branding and Client Acquisition with Seth Diener and Alex Lerch (Ep. 55)With messaging, the key is brevity, specificity, and proprietary. You must choose your target audience, personalize your marketing to resonate with them, walk them through a proprietary process, and share their experience using effective testimonials! Learn more about elevating your brand in this episode, as Duncan MacPherson speaks with Seth Diener, owner of Diener Money Management, and Alex Lerch, director of Oak & Stone Advisor Marketing. They explain how advisors can better focus their marketing efforts on their ideal audience — and then harness the power of AI during the implementation phase. They discuss: Th...2024-03-1449 min

Always On with Duncan MacPhersonLeaving No Stone Unturned: How to Maximize Your Exit Strategy with Ted Jenkin (Ep. 54)Want to receive maximum value for the business you’ve worked so hard to build? The key lies in being proactive with your exit strategy. Dive into a thought-provoking conversation between Duncan MacPherson and returning guest Ted Jenkin, CEO of oXYGen Financial and president of Exit Stage Left Advisors. Together, they uncover practical insights to streamline your operations, improve client acquisition, and scale your credibility — ultimately garnering a higher multiple for your business. They discuss: The critical role of recurring revenue in enhancing enterprise value Creating “proprietary” value as an advisor Using client t...2024-02-2247 min

Always On with Duncan MacPhersonShaping Your Branding Strategy: How to Run a Client Advisory Council with Mike “Cy” Cajthaml Jr. (Ep. 53)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...2024-02-0155 min

Always On with Duncan MacPhersonHarness the Power of AI: Game-Changing Strategies for Modern Advisors with Craig Kirkpatrick (Ep. 52)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 hu...2024-01-1144 min

Always On with Duncan MacPhersonFrom Organic to Scalable Growth with Bill Sowell (Ep. 51)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...2023-12-281h 07

Always On with Duncan MacPhersonTimely and Timeless Best Practices with Chris Jeppesen (Ep. 50)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...2023-12-0759 min

Always On with Duncan MacPhersonEmbracing the C-Suite with Max and Lucas Winthrop (Ep. 49)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...2023-11-161h 26

Always On with Duncan MacPhersonMake Your Clients The Voice With Steve Phillips (Ep. 48)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 “clie...2023-10-261h 01

Always On with Duncan MacPhersonRejuvenating Client Relationships with Matt Cardella (Ep. 47)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 y...2023-10-051h 05

Always On with Duncan MacPhersonBalancing Riches and Relationships: Family-Centric Wealth Management with Jeff Savlov (Ep. 46)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) Reso...2023-09-141h 07

Always On with Duncan MacPhersonOne Good Idea to Build Strong Client Relationships with Cathi Durrell (Ep. 45)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: The emotional impact of re...2023-08-241h 01

Always On with Duncan MacPhersonStrategic Acumen in Mergers and Acquisitions with Martin Luc Derome (Ep. 44)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: The dos and don’ts of M&A...2023-08-1050 min

Always On with Duncan MacPhersonUnlocking Financial Impact and Legacy with Ted Jenkin (Ep. 42)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: Financial Empowerment: Uncover the significant financial benefits that advisors can experience through a structured buy...2023-06-2952 min

Always On with Duncan MacPhersonAutomate, Engage and Retain: The Future of Marketing in Finance with Kevin Mulhern (Ep. 41)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: How AdvisorStream helps advisors deliver highly personalized content through a data-driven approach Three key drivers to exceed expectations: needs-based, values-based, and goals-based Biggest reasons why clients leave advisors (and how to tackle them) Empowering...2023-06-1542 min

Always On with Duncan MacPhersonThe Total Relationship: The Best Value-Add Advisors Can Offer with Tyson Ray (Ep. 40)The biggest value-add advisors offer to their clients does not lie in the rates of return or complex financial reports. It lies in the advisor-client relationship! In this episode, Duncan MacPherson speaks with Tyson Ray, CFP®, CExP®, CIMA®, founding partner at FORM Wealth Advisors, about the concept of Total Relationship and how it can help you grow your business organically — while maintaining a sense of purpose. They discuss: Why relationship-based growth might be better than growing through acquisitions Areas where financial advisors add significantly greater value than AI coaching Strategies to improve relationship management (For e...2023-05-251h 16

Always On with Duncan MacPhersonHow to Maximize Your Life’s Work with Sherri Palle (Ep. 39)Are you 10 years or less from selling your practice? If so, now is the time to start thinking about your succession plan so you can maximize your life’s work (i.e., your business valuation). In this episode, Duncan MacPherson speaks with Sherri Palle, business consultant and coach at Pareto Systems, about how business owners can effectively plan their eventual exit and capitalize on their life’s work. They discuss: Factors that help you maximize your enterprise value The best place to start planning your exit if you haven’t thought about it yet...2023-05-041h 08

Always On with Duncan MacPhersonAchieving Professional Scarcity and Professional Contrast with Steve Phillips (Ep. 38)Creating professional contrast and scarcity, improving referability, alleviating loyalty fatigue…These are all key pieces of the bigger puzzle: How to grow your practice to the next level? In this episode, Duncan MacPherson speaks with Steve Phillips, chief practice management officer at USA Financial and a business consultant at Pareto Systems. They share best practices and timeless principles to help advisors build profound client relationships that lead to advocacy. They discuss: The importance of combining technological aids with the “human touch” Shoot Your Trailer: an effective strategy to articulate your value to prospective clients How to...2023-04-131h 01

Always On with Duncan MacPhersonAvoiding a Plateau: A Case Study in Professional Contrast and Scarcity with Terry Gronbeck-Jones (Ep 37)Sometimes, the best way to grow upmarket is to “grow down” or right-size your business. This can require advisors to adopt changes that seem counterintuitive at first — such as disassociating from certain clients. In this episode, Duncan MacPherson talks to Terry Gronbeck-Jones, co-founder of Mindset Consulting and a business development consultant at Pareto Systems. They highlight the benefits of right-sizing and explain how to approach it effectively. They discuss: Major barriers to right-sizing (and how to overcome them) How to communicate your decision to disassociate with clients such that it enhances your brand ...2023-03-1650 min

Always On with Duncan MacPhersonBeing Process-Driven With Peter Dobrich (Ep. 36)You’ve got 24 hours in a day and five days in a work week. Wouldn’t it be incredible to be able to put more sand in your hourglass? It is possible if you become highly process-driven and liberate yourself from the daily minutia of financial planning, which can be easily automated, streamlined or outsourced! In this episode, Duncan MacPherson talks to Peter Dobrich, President of Private Financial Group. Peter shares his proprietary process, Your Life Print FORMula, which has helped him grow organically and improve his client relationships. They discuss: The impo...2023-02-2339 min

Always On with Duncan MacPhersonThe Anatomy of an Offer With Ted Jenkin (Ep. 35)There is a simple mantra in business: Every business is built to be sold. Whether you plan to exit in the next 18 months or after 10 years, it is important to know your options so you can achieve the best possible outcome. In this episode, Duncan MacPherson talks to Ted Jenkin, CEO of oXYGen Financial, about the anatomy of a business sale. As someone who has sold a multi-million-dollar business himself, Ted has valuable insights on how to effectively navigate the sale of your business from start to end. They discuss: The current...2023-02-0252 min

Always On with Duncan MacPhersonBuilding Relationships through Video With Katie Braden (Ep. 34)Video marketing is revolutionizing the way advisors connect with clients and prospects. However, getting in front of the camera can feel terrifying for some people. For others, it might just seem like “a lot of work.” But not anymore. In this episode, Duncan MacPherson speaks with Katie Braden, CFP®, founder and chief video officer at Advisor Video Marketing. Katie explains how advisors can make short yet impactful videos with clarity, conviction, confidence, and consistency. They discuss: The key to creating authentic videos that build intimate relationships How video marketing helps advisors sift the p...2023-01-1953 min

Always On with Duncan MacPhersonEnough Coasting. Now’s the Time To Climb! With Chris Jeppesen (Ep. 33)The financial services industry has experienced colossal changes over the last decade. Today, advisors are on a collision course with commoditization like never before! As a result, coasting is not an option moving forward. It’s either climbing or fading to irrelevance. In this episode, Duncan MacPherson speaks with Chris Jeppesen, chief of advisory practices at First Trust, on why advisors need to shift their mindset and focus more on relationship and practice management to grow their business. They discuss: Insights into The Blue Square Toolkit (and how it differs from The Ad...2023-01-051h 07

Always On with Duncan MacPhersonEnough Coasting. Now’s the Time To Climb! With Chris Jeppesen (Ep. 33)The financial services industry has experienced colossal changes over the last decade. Today, advisors are on a collision course with commoditization like never before! As a result, coasting is not an option moving forward. It’s either climbing or fading to irrelevance. In this episode, Duncan MacPherson speaks with Chris Jeppesen, chief of advisory practices at First Trust, on why advisors need to shift their mindset and focus more on relationship and practice management to grow their business. They discuss: Insights into The Blue Square Method (and how it differs from The Ad...2023-01-051h 07

Always On with Duncan MacPhersonThe Art and Science of Practice Management With Kevin Bishopp (Ep. 32)Taking your practice management to the next level, nurturing your organizational culture, and improving client experiences might require switching your mindset from advisor to CEO. In this episode, Duncan MacPherson speaks with Kevin Bishopp, Vice President and Performance Coach for the Advisor Consulting Group at First Trust, about the art and science of practice management — including several actionable ideas for financial advisors. They discuss: What stops advisors from dissociating from clients who are not a good fit The impact of professional scarcity on advisor branding The difference between client service and client experience (and ho...2022-12-221h 09

Always On with Duncan MacPhersonThe Evolution and Elevation of the Financial Professional With Thane Stenner (Ep. 31)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: The evolution of the financial industry from transactional to relationship-focused How he grew his business by reducing the number of clients How to m...2022-11-031h 00

Always On with Duncan MacPhersonThe Advisor of the Future With Mike “Cy” Cajthaml Jr. (Ep. 30)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: What to do if you have maxed out and hit a growth plateau The impo...2022-10-2058 min

Always On with Duncan MacPhersonFinish Strong in 2022 (Ep. 29)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: A proven process to re...2022-10-0642 min

Always On with Duncan MacPhersonAdding a Coaching Dynamic to Your Client Experience with Jeff Ambrose (Ep. 28)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: Action items that every advisor should have on their client meeting agenda Why clients might be seeing only 5% of your total value (an...2022-09-2254 min

Always On with Duncan MacPhersonHow to Find Your Ideal Match in M&A with Katie Bruner (Ep. 27)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: Key factors (both financial and non-financial) that affect your ability to secure M&A deals How to ensure greater client retention after an acquisition The “i...2022-09-0850 min

Always On with Duncan MacPhersonThe Art and Science of Exit Planning with Ted Jenkin (Ep. 26)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: How liquidity events create a sense of self-actualization and personal fulfillment Major drivers of enterprise value (and how to achieve them) Negotiation tactics to secure the be...2022-08-2540 min

Always On with Duncan MacPhersonEntitlemania with Richard Watts (Ep. 25)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...2022-08-1158 min

Always On with Duncan MacPhersonThriving through Market Volatility with Chris Jeppesen (Ep. 24)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: How to restore your clients’ confidence in y...2022-07-2853 min

Always On with Duncan MacPhersonLavish Your Clients With Service with Cathi Durrell (Ep. 23)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: Actionable strategies that lead to client loyalty, client enga...2022-07-131h 01

Always On with Duncan MacPhersonPreparing to Buy (or Sell) a Business with Ted Motheral (Ep. 22)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 du...2022-06-2356 min

Always On with Duncan MacPhersonThe Why and How of Video Marketing for Advisors 2.0 with Laura Garfield and Sharon Gottula (Ep. 19)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: Ways to enhance your client experience using videos Tips for effectively conveying your core message to ideal prospects How...2022-05-121h 04

Always On with Duncan MacPhersonFind Another Gear with David Rutherford (Ep 17)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: Kickstart Your Team...2022-04-141h 28

Always On with Duncan MacPhersonNew Perspectives on Growth with Kevin Bishopp (Ep 16)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: Marketing your business from growing down, growing up and everything in between The three categories of solutions Why some advisors are reluctant to make cuts The difference between being a...2022-03-311h 09

Always On with Duncan MacPhersonContent Marketing Made Easier: How To Use Podcasts To Attract Ideal Clients With Matt Halloran (Ep. 15)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: How podcasting expands your addressable audience of prospects How to compel your ideal clients to take action through content...2022-03-2456 min

Always On with Duncan MacPhersonHow To Get Your Competition Fired With Randy Schwantz (Ep. 14)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: The exciting collaboration between The Wedge Group and Pareto Systems How professional contrast and professional scarcity work off each other The difference between proactive and reactive services ...2022-03-1754 min

Always On with Duncan MacPhersonBuilt to be Sold with Ted Jenkin (Ep. 13)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 d...2022-03-0343 min

Always On with Duncan MacPhersonAchieve Mastery of Family Dynamics With Jackie WilkeAs 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: How to demonstrate your genuine care for clients without seeming too sales-y The “family phone call” exercise that positions you as a family...2022-01-061h 00

Always On with Duncan MacPhersonTransitioning to a Multi-Family Office to Accelerate Your Growth With Chris JeppesenHave you ever had one of your best clients leave because they felt they outgrew you? If yes, you are not alone! In fact, such high-net-worth clients often leave in search of a turnkey, tethered solution. In this podcast, Duncan speaks with Chris Jeppesen, chief of advisory practices at First Trust. They talk about why multi-family offices (MFOs) are becoming increasingly relevant, and how this holistic wealth management approach helps advisors accelerate their growth (both personally and professionally). Duncan and Chris discuss: The ideal number of clients you should serve to elevate...2021-12-2352 min

Always On with Duncan MacPhersonA Healthy Bench-strength: Actionable Steps To Improve Your Team’s Health With Jennifer PayeurA health-conscious culture drives productivity, performance, and self-actualization for every member of your company. In this podcast, Duncan speaks with Jennifer Payeur, the CEO of Nature-Provides and an entrepreneur focused on health and wellness. Drawing from personal health struggles and her holistic healing experience, Jennifer reveals ways to help you and your team proactively build your greatest asset — your health! Duncan and Jennifer discuss: Proven strategies to foster a healthy bench-strength How to consistently be your own health advocate Restoring balance in your life in today’s stressful environment The underrated benefits of plant stem...2021-12-0943 min

Always On with Duncan MacPhersonHow to Attract Business Owners With Tom Deans, Ph.D.When it comes to continuity and succession planning, family investment legacy, and all of the dynastic realities that come about when money goes into motion, business owners need a plan—and they need an expert to help them develop that plan. In this podcast, Duncan is joined by special guest Tom Deans, Ph.D., intergenerational wealth expert, speaker and best-selling author of “Every Family’s Business” and “Willing Wisdom”. Duncan and Tom outline an approach that will help financial professionals become indispensable to their affluent clients, especially business owners looking to preserve their wealth for future generations. Duncan...2021-11-2549 min

Always On with Duncan MacPhersonWhat It Means To Be An Advisor Of The Future With Tyson Jon Ray CFP®, CIMA®What does it mean to be an advisor of the future? How can advisors become more productive over the next 10 years? What is your approach to client relationships? In this episode, Duncan MacPherson is joined by Tyson Jon Ray CFP®, CIMA®, CEO of FORM Wealth. They cover a lot of ground including how to achieve professional contrast and how to activate future pacing as a goals-based planner with your clients, but also looking down the road at the evolution of this industry. Tyson shares details about FORM Wealth’s process and how they approach client relationships. Plus, Tyso...2021-10-281h 09

Always On with Duncan MacPhersonWhy You Should Be Podcasting With Matt HalloranPodcasting is an incredibly powerful tool for financial services professionals. It has the ability to drown out the noise and make people focus on what you’re saying. In this episode, Duncan MacPherson is interviewed by Matt Halloran of ProudMouth about the merits of podcasting and why financial service professionals should consider adding it to their marketing and branding efforts. Duncan explains why he chose to start a podcast. Duncan discusses: Why he chose to bring podcasting to his followers, clients, etc. How podcasting allows you to move people from suspects to prospects (or sk...2021-10-2821 min

Always On with Duncan MacPhersonHow to Achieve the Maximum Enterprise Value With Ted JenkinDo you have a succession plan in place? Have you considered your exit strategy and the enterprise value of your business? In this episode Duncan MacPherson and Ted Jenkin, serial entrepreneur and CEO of oXYGen Financial discuss how to drive enterprise value, re-imagining what it means to be a financial professional, and how to get out of the wealth management business. Ted also shares his experience as a serial entrepreneur and his favourite books. Duncan and Ted discuss: Deploying a process to work on your business and drive enterprise value Re-imagining what it means t...2021-10-281h 06

Always On with Duncan MacPhersonWhat Separates the Best from the Rest With Chris JeppesenOver the last 18 months the best advisors have separated themselves from the rest, but how did they do it? In this episode, Duncan MacPherson is joined by Chris Jeppesen of First Trust. They discuss what they’ve seen in the last 18 months, and what the best advisors and teams have done to separate themselves from their competitors. They also touch on what separates the best wholesalers from the rest. Chris discusses: What the last 18 months have revealed about the best advisors What the fastest growing advisors are doing to propel themselves upward in the fut...2021-10-2846 min