Know Where You Stand
Includes Q&A - with Duncan
Watch Anytime ON DEMAND
Now is a perfect time to conduct a self-assessment to identify gaps in your approach. Duncan MacPherson and the team at Pareto Systems have developed and refined a webinar presentation to help you do just that.
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2022-06-16 15:53:09 • 20 second read

Six years after ’The Advisor Playbook’, financial professionals are that many years further down their path with new needs and evolved ambitions. After hundreds of interactions with some of the best teams in the business, Chris Jeppesen and Duncan MacPherson have captured the mindset and best practices of those who are continuing to evolve and grow.

The Blue Square Method is a philosophy and process for the enlightened fee-for-service professional who is striving to unlock the next level of both quantitative and qualitative results. Panoramic success requires continual refinement and optimization both personally and professionally. This actionable playbook is designed to put you on a predictable trajectory and ensure you never plateau.

Visit thebluesquaremethod.com to see the limited time pre-order offers.

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2022-06-28 14:05:46 • 20 second read

Practically speaking, a big part of your True North is a fixation on conversion and convergence – they are the ultimate goals of a fee-for-service professional. Let’s first look at conversion.

We’ve been talking about this for many years but it’s never been more important to growth than right now - your understanding that your primary addressable audience is right under your nose. Conversion reminds us that you have three types of clients. There are customers who occasionally transact with you, clients who empower you fully while also endorsing you to others, and the advocates who are the dream clients. They are a joy to work with and they consistently introduce new people to you.

Click here to read more on LinkedIn

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2022-06-27 16:16:34 • 20 second read

Investments can compound, disciplines compound, energy can compound and neglect can compound. Be mindful of the incrementalism, the force multiplier, that comes from your habits and rituals and where you invest your time and energy.

Click here to watch on YouTube

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2022-06-24 15:34:44 • 20 second read

If you look beyond revenue, AUM, and EBITDA, you’ll find that non-financial aspects like *your brand* can also enhance your enterprise value.

Learn more about preparing for a business sale (both as buyers and sellers) by clicking here: https://bit.ly/AODM_ep22

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2022-06-23 15:41:07 • 20 second read

Preparing to Buy (or Sell) a Business with Ted Motheral

Your business is your biggest asset — 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.

Tune in now (or download it for later) by clicking here

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2022-06-22 15:24:20 • 20 second read

Competitor-proofing and countering loyalty fatigue has to be ongoing throughout the lifetime of a client relationship. Making your process and value clear to a client through your relationship management process insures you won’t disappear in a sea of sameness - or find yourself suddenly replaced because a drifting client decided to “try something new.”

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2022-06-20 15:45:13 • 20 second read

Now is a perfect time to conduct a self-assessment to identify gaps in your approach. Duncan MacPherson and the team at Pareto Systems have developed and refined a webinar presentation to help you do just that.

There are 3 questions every financial professional must consider when it comes to unlocking the next level of productivity and efficiency:

• Are you now where you said you would be 5 years ago?
• How clear and confident are you heading into the next 5 years?
• Where are you relative to your peers in terms of refinement and optimization?

Drawn from the Practice Management Index (PMI), powered by Pareto, and from hundreds of engagements with the fastest growing teams in the business, this fast-paced webinar will walk you through a sequential exercise that will provide you with the vital steps you’ll need to achieve maximum professional contrast, total client engagement and another gear of efficiency.

In this presentation we will:

• Focus on 18 core areas of your business
• Identify untapped opportunities and overlooked vulnerabilities
• Enable you to take action on concise steps to refine and optimize

Watch the replay of this informative Go-to-Webinar webcast by clicking here:  www.paretosystems.com/webinars

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2022-06-15 20:31:37 • 20 second read

The Blue Square Method is a philosophy and process for the enlightened fee-for-service professional who is striving to unlock the next level of both quantitative and qualitative results. Panoramic success requires continual refinement and optimization both personally and professionally. This actionable playbook is designed to put you on a predictable trajectory and ensure you never plateau.

Click here to download Chapter 1

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2022-06-13 17:51:27 • 20 second read

In this excerpt from episode 21 of the ‘Always On with Duncan MacPherson’ podcast my guest Denise Logan and I discuss why a financial professional has to take their own exit plan seriously.

Click here to watch on YouTube

2022-06-10 19:04:29 • 20 sec

Until today, you might have thought of multiple reasons to NOT create your exit plan now.

Well, here’s one solid reason why you should start planning your business exit as early as possible!

Stream the full episode of Always On with Duncan MacPherson where business transition expert Denise Logan shares her best advice to overcome the biggest barriers to selling a business by clicking the link below:

Click Here

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2022-06-09 15:35:38 • 20 second read

Looking to Your Liquidity Event with Denise Logan

Every business owner will leave their business one day, voluntarily or involuntarily. It’s only 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, I speak 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.

Stream this episode by clicking here

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2022-06-08 13:44:12 • 20 second read

There is an old maxim that states that, "Marketing is what you say; branding is what they hear." At a basic level, marketing helps you sell something, while branding helps you build something. Marketing typically involves stand-alone campaigns and strategies that have a beginning and an end. Branding is ongoing and every investment into your professional branding strategy builds upon itself, and can become a proprietary asset over time.

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2022-06-01 13:33:39 • 20 second read

You want to speak to a specific hook that grabs someone’s attention. Again, it’s not what you say but rather what they hear that matters. Your hook has to speak more to what your clients want rather than what it is you do.

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2022-05-27 15:56:12 • 20 sec

One of the best ways to enhance your value proposition is by collaborating with fellow professionals.

Learn how you can make estate planning for clients highly process-driven and collaborative in this new episode of Always On with Duncan MacPherson by clicking the link below:

Always On with Duncan MacPherson  

#AlwaysOnWithDuncanMacPherson #Podcast #clientservice #estateplanning #referrals #businessdevelopment #practicemanagement #wealthmanagers #financialadvisors #advisors

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2022-05-26 14:55:54 • 20 second read

How To Fulfill Your Clients’ Deepest Estate Planning Needs with Julia Norman and Tom Deans

Do you know what’s keeping your clients up at night? For a lot of them, it’s the absence of an estate plan. In other words, what happens to their hard-earned wealth when they pass away?

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.” They explain how advisors can re-imagine estate planning for their clients to ensure a stress-free wealth transfer that minimizes future family conflicts.

Stream this episode by clicking here

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2022-05-25 14:10:45 • 20 second read

A value proposition is not a jargon-filled burble where you spout a collection of words and hope they resonate with someone. It’s not an elevator speech or a mission. It is a methodical approach that differentiates you and invites someone to engage in a conversation. You aren’t trying to impress someone, you are trying to impress upon them what your points of difference are so that it engages them.

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2022-05-20 16:33:06 • 20 second read

Clients don’t just buy something, they buy into something. Moving customers who are just “buying something” into a client role can reveal a vein of gold, and that shift can come about when you go back and treat your existing customers as prospective clients. Reintroduce yourself, your process and your value to gain that empowerment.

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2022-05-19 19:20:37 • 20 second read

Does your technology help you to create a consistent client experience? Can you deploy duplicable systems? Are you leveraging technology to become more efficient?

On Thursday, June 2nd at 12 noon ET join Duncan MacPherson, founder of Pareto Systems and author of ’The Blue Square Method’, as he discusses implementing best practices through technology. In this webinar, learn how you can:

  • Automate your processes to be consistent with every new client
  • Implement an ongoing service model to build trusting relationships
  • Build intellectual properties on your clients that your competitors don’t have

Join Duncan for this informative Go-to-Webinar webcast.

Click here to Register Now

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2022-05-18 17:59:17 • 20 second read

You want your business legacy to reflect your commitment to helping people face the future with anticipation and to be an action-oriented implementer. Strategic planning isn’t just about crystallizing your thoughts on paper. It’s also about the application of appropriate strategies that will propel you forward.

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2022-05-16 20:54:42 • 20 second read

Laura Garfield and Sharon Gottula discuss the importance speaking to your viewer’s needs when creating video.

Click here to watch on YouTube

2022-05-13 15:51:26 • 2 min

Advisors have been using the conventional tools of 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 of Always On with Duncan MacPherson, guests Laura Garfield and Sharon Gottula explore the power of video marketing in financial services.

Stream the episode by clicking here πŸ‘‡

#AlwaysOnWithDuncanMacPherson #Podcast #videomarketing #videoproduction #referrals #businessdevelopment #practicemanagement #wealthmanagers #financialadvisors #advisors

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2022-05-12 14:57:38 • 20 second read

The Why and How of Video Marketing for Advisors 2.0

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 Idea Decanter makes video marketing easy (even if it’s your first video!)
  • How to add tremendous value to your business with video intellectual property
  • And More!

Click here to listen to this podcast

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2022-05-10 17:29:10 • 20 second read

Missed the live webinar? Watch the replay here: www.paretosystems.com/webinars

Many Advisors focus on developing relationships with business owners as they are a natural fit and considered ideal clients. In fact, these clients are not unlike you, they have a similar mindset, are entrepreneurial and devoted to the enterprise value of their business. How do you become indispensable to them?

How do you help them understand the alignment between what they want to accomplish and your expertise? How do you attract business owners and future pace the relationship to last long after a liquidity event?

This presentation will included a live Q&A with Duncan MacPherson. 

During this presentation, learn how to:

  • Align yourself with business owners
  • Position yourself as a conduit for purposeful business succession
  • Capture assets outside of your process

 

 

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2022-05-05 17:24:20 • 20 second read

Missed this webinar? Watch the replay here: www.paretosystems.com/webinars

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2022-05-04 14:45:56 • 20 second read

For most people it is planning for sickness, disability, and death. What about deciding on a power of attorney?

Julia Norman provides details in this episode of the ‘Always On with Duncan MacPherson’ podcast on the importance of including a power of attorney in your estate plan.

Stream the episode by clicking here

2022-04-29 20:56:16 • 20 sec

Estate planning is one of those tasks that we need to get done but we often procrastinate to get it done.

In this episode of the ‘Always On with Duncan MacPherson’ podcast Julia Norman, Lawyer at Pushor Mitchell LLP who specializes in estate planning, explains the importance of not procrastinating when it comes to planning your estate.

Here is the link to my podcast with Julia Norman: https://bit.ly/AODM_ep18

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2022-04-28 14:57:20 • 20 second read

Dynastic Drivers in Estate Planning with Julia Norman

Estate planning is the one of those tasks that needs to get done but we often procrastinate to get it done.

In this episode of the ‘Always On with Duncan MacPherson’ podcast Duncan is joined by Julia Norman, Lawyer at Pushor Mitchell LLP, who specializes in civil litigation, estate planning, estate administration, estate litigation & family law. She shares insights and tips on how to navigate your estate planning so you don’t have to plan when something bad happens.

Click here to listen to this podcast

 

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2022-04-27 19:49:43 • 20 second read

Why is it important to you to hear someone reveal the goals that give their life purpose? It takes the accomplishment of the goal beyond anything trivial and drives home purpose. Professionalize this so it’s not just good intentions. Understand what somebody aspires to with respect to their family, their occupation and the recreational interests, because money is a means to those ends, but the value you bring around their money ensures that those goals are attained.

Work with my team to learn how to help your clients realize their goals: www.paretosystems.com/total-client-engagement

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2022-04-21 19:11:41 • 20 second read

Incrementalism transcends personal development and affects how you strengthen client relationships. It would be nice if you could take a relationship to a higher level quickly, but that’s not how things work. Solid client relationships are based on trust, and trust is earned over time, based on your credentials and chemistry but also because of your consistency and congruency. Your consistent communication compounds over time.

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2022-04-20 15:12:10 • 25 second read

Many professional advisors I work with are successful, enjoy an impressive lifestyle and should be content, but many of them are still ambitious and are frustrated because they have hit a plateau. While every advisor’s scenario is unique, often the plateau stems from inertia confidence. Simply put, the advisor is busy repeating habits and patterns, and has been for an extended period of time. They are getting results, but they can raise the bar and achieve more.

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2022-04-14 17:46:12 • 20 second read

Find Another Gear with David Rutherford

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 to buy into an optimistic and elevated approach to the future
  • Rejuvenate Your Clients to ensure they appreciate your value fully and completely
  • Define Your Continuity Plan to go deeper into client families and secure your legacy
  • Drive Your Enterprise Value to maximize your biggest asset and life’s work

Click here to listen to this podcast

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2022-04-13 20:57:11 • 20 second read

When you de-personalize your business by going beyond raw talent and instead focus on your ongoing and progressive process, you can evolve from a production mindset to an asset mindset. Your business can be worth far more than it is today.

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2022-04-08 17:49:53 • 20 second read

When you and your clients are crystal clear about all the reasons why they want to achieve financial independence, they place far more value on how you plan to get them to there. This will competitor-proof your clients in a way that ensures that anyone trying to steal them will meet resistance and dead ends with every effort. It’s a win-win situation, because the more your now-competitor-proof client buys into your process and understands and appreciates it, the easier it will be for them to describe that process to someone else. You’re more referable.

Excerpt from The Advisor Playbook: www.paretosystems.com/the-advisor-playbook

For our daily stream of actionable insights visit paretosystems.com

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2022-04-06 18:29:13 • 20 second read

For a professional whose solutions are not tangible, and the benefits of which can be delayed, it is essential to create a client experience that de-commoditizes your services – and a process that communicates those benefits clearly.

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2022-04-01 20:41:41 • 20 second read

Clarity is one of the most important results of having a plan and a process. It allows you to tune out noise and distractions and focus on proven strategies that generate results. A good plan serves as a reminder of what matters as the year unfolds to ensure that you don’t drift off track. Ultimately it’s about a solid trajectory and mid-course corrections made early.

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2022-03-31 20:44:43 • 20 second read

New Perspectives on Growth with Kevin Bishopp

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 able to design and being able to build
  • The Cash Flow model 
  • And more

Click here to listen to this podcast

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2022-03-28 13:50:29 • 20 second read

Reignite Your Team - The New Realities of Your Practice

Join Duncan MacPherson, co-author of the Advisor Playbook, and Elaine Christakos, Pareto Business Advisor, as they discuss the shift from employees to talent and how you can help enhance the quality of life of your entire team.

They dive into:

  • Reimagining your bench strength
  • Retention and rejuvenation of your team
  • Attracting the right talent
  • Essential motivators to be aware of

Clich here to access the recording and register for next webinar

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2022-03-24 20:42:29 • 20 second read

Content Marketing Made Easier: How To Use Podcasts To Attract Ideal Clients With Matt Halloran

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, I am joined by Matt Halloran, Influence Accelerator, 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 marketing
●    Strategies to create evergreen content and remain top-of-mind for your target audience
●    The extent to which you can outsource your content marketing
●    And more
 
Click here to listen to this podcast

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2022-03-23 20:58:16 • 20 second read

Advisors who continually expand their client base eventually hit a point of diminishing returns. Once you exceed your service capacity, you can no longer effectively competitor-proof clients, gain their complete financial empowerment or maintain a high degree of refer-ability. As a result, you are likely to become stressed, frustrated and miss important opportunities. Furthermore, unless you hire and manage more staff, which takes time and money, you cannot effectively deploy your service matrix. In time, you will be perceived as a transactional generalist, and you will end up with a business that is a mile wide and an inch deep.

We come back full circle to the question you should ask yourself continually: If 20 percent of your clients generate 80 percent of your business, do you invest 80 percent of your time on that 20 percent? To generate the qualified referrals that will allow you to build a quality practice, you need to do exactly that. Right sizing your clientele will allow you to do it.

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2022-03-18 16:25:20 • 20 second read

Communicating that you understand the concerns of your clients - what matters to them - family, occupation, recreation and money - is of immeasurable value in your referability and more. When it comes to consistent client acquisition through advocacy, when it comes to fee-worthiness, client loyalty and total client engagement over the lifetime of a relationship, your technical ability and core competency matter. But words matter, too.

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2022-03-17 21:01:31 • 20 second read

How to Get Your Competition Fired with Randy Schwantz

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
  • And more

Listen to this podcast by clicking here

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2022-03-16 15:06:39 • 20 second read

I have seen many entrepreneurs with successful businesses supported by talented people who unknowingly created self-imposed limitations because everyone in the organization flew by the seat of their pants. Time after time, the creation of an Organizational and Structural Chart followed by the refinement of systems outlined within a Procedures Manual has proven to be essential.

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2022-03-11 18:26:41 • 20 second read

In this actionable, fast-paced webinar on Thursday, March 24th at 12:00 PM ET, Duncan MacPherson, co-author of The Advisor Playbook, outlines a proven approach that enables advisors to consistently communicate and demonstrate their value.

Advisors need to deploy a stewardship model, as there are two types of advisors: 1) Salespeople who focus on Products, Pricing, and Performance and 2) Consultants who focus on a Philosophy, Planning Strategy, and Process.

Advisors need to ensure that they:

> Position themselves as a consultant
> Have clients focus on how much they are worth rather than what they cost
> Competitor proof their best clients
> Turn their best clients into advocates
> Gain full empowerment from their clients

Click here for complimentary registration

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2022-03-11 16:38:44 • 20 second read

Take the abstract nature of what you do and make it intuitive and compelling. Give it some personality, identity and make it real. Call your process something. It’s a handle the prospective client can grab onto. It keeps a client locked into you and can also competitor-proof them. It will not only capture money in motion as life unfolds, but also prompts them to be more than a client; to be a referral-generating advocate because you made it so easy to wave the flag. They can communicate this to somebody else and they will get it, too.

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2022-03-09 21:46:21 • 20 second read

Stephen Covey, the legendary author of the book The 7 Habits of Highly Effective People, advised that you should always begin with the end in mind … I suggest that you apply a mindset of building a business with the intention of selling it for maximum value at some point in the future.

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2022-03-04 21:01:00 • 20 second read

There is a distinction between a financial plan and financial planning. A financial plan for a client is essential, but it’s proprietary and is being increasingly commoditized. With any material change in my life - a critical life event – it will render that plan obsolete. Financial planning is not fixed and transactional. It’s fluid and dynamic. You can’t outgrow it. Clients grow into it, especially when it comes to continuity and succession.

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2022-03-03 21:24:50 • 20 second read

Built to be Sold with Ted Jenkin
 
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 is joined by 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.

Listen to this podcast by clicking here

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2022-03-02 17:49:32 • 20 sec

When it comes to practice management, a lot of attention must be placed on the client experience. Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix are just a few of the essentials that I help advisors put into action to project professionalism and strengthen their client relationships.

 

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2022-02-28 17:41:58 • 20 second read

Don’t negotiate your value to get someone’s business. You’re not a broker. There’s no salesmanship. You don’t lower fees to try to win a sale. That’s not how it works. Your professionalism as a consultant is your value, and if you cheapen that, you make yourself less attractive and easier to dismiss.

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2022-02-25 20:09:52 • 20 second read

Many people still think of professional advisors as salespeople on commission. Your actions on a daily basis will either validate that or prove them wrong. This is why I spend a lot of time deprogramming our advisor clients and replacing their sales approach with a consultative approach. That shift allows them to implement a service model that ensures their clients focus on what the advisor is worth, rather than what he or she costs.

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