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2019-12-10 19:27:10 • 6 minute video

Adversity or friction can serve you, not hurt you.

In this episode of the Blue Square Video Series, Duncan discusses how ‘moments of truth’ can become an opportunity to start anew and lead to, effectively, a re-onboarding of the client.

2019-12-05 18:27:20 • 5 minute video

Using the immortal words of Walter Gretzky, as passed on to the world through his son Wayne: “Skate to where the puck is going, not where it has been.”

2019-12-03 16:38:38 • 4 min video

When goal setting, we tend to focus on what we aspire to, and look forward. In this episode, Duncan explains how looking back and mentoring others is an important foundation for moving forward.

2019-11-28 19:39:25 • 6 min video

Professionalize and standardize your approach to shift from an organic to a scalable model.

In this episode of the Blue Square Method, An Attitude of Gratitude, Duncan discusses the importance of being grateful for the many things that you’ve accomplished, while still aspiring to achieve your ambitions.

2019-11-26 15:27:08 • 7 minute video

Listen in on Duncan speaking with his team of consultants in this episode of Lightning about onboarding new advisors.

2019-11-21 17:23:41 • 6 min video

In this episode of the Blue Square Method, Attracting, not Chasing, Duncan discusses the contrast principle and how to successfully implement to attract new clients rather than chase them.

2019-11-19 18:49:34 • 5 minute video

Listen in on Duncan speaking with his team of consultants in this episode of Lightning in a Bottle.

Duncan talks to his team about what makes an advisor different and how that applies to their branding strategy.

2019-11-14 19:58:29 • 4 minute video

Transform your client relationships from an abstract, commoditized and transactional model to decommoditize, depersonalize and demystify your value to gain your clients full empowerment and increase your refer-ability.

2019-11-12 21:33:41 • 5 minute video

A discussion on leveraging the mentor/protege team dynamic to elevate the client experience.

2019-11-07 18:17:09 • 5 minute video

Branding is incredibly powerful in terms of persuasive impact! In this episode, Duncan discusses positioning your value and creating professional contrast to help position referrals as a value-added service.

2019-11-05 20:42:03 • 7 minute video

Your number one addressable audience is your top clients and implementing a Client Advisory Council will help competitor proof, capture money in motion and create advocacy.

2019-10-31 19:55:38 • 5 minute video

Convert your ‘customers’ into fully empowering ‘clients’ who see the value of your process, panoramically, fully and completely, and generate a steady stream of quality referrals.

2019-10-29 19:06:36 • 3 min video

Achieve professional contrast and stand out from the pack.

In this episode in the “Blue Square Video Series”, Duncan explains how using professional contrast will help you achieve “The Winning Edge” so your clients have a higher level of trust, understanding and appreciation for you, your people, your practice and your process.

2019-10-24 19:12:53 • 5 minute video

When you push, you repel, and what you chase often alludes you.

In this From the Vault video Duncan MacPherson discusses the Law of Attraction, and how to use it convert your prospects into referral generating advocates.

2019-10-22 15:55:09 • 4 min video

Crack the code on client gift-giving.

This week I discuss how to strategically incorporate gift-giving into your company’s processes to solidify your client relationships and turn them into referral generating advocates.

2019-10-17 19:26:05 • 2 minute video

It's more important to reach people who count than it is to count the number of people you're reaching.

Your MVP’s are your most valuable prospects and the best source for reaching them is your existing client base who are your gateway to tremendous opportunity.

2019-10-15 16:50:03 • 5 minute video

Protect your most valuable assets, your client relationships. In this episode Duncan discusses strategies to help create professional contrast and differentiate yourself from the pack.

2019-10-10 20:12:26 • 2 minute video

Do you chase clients or attract them? In this video Duncan recommends increasing your entrepreneurial and consultative skills to help attract a steady stream of high net worth clients.

2019-10-08 18:11:53 • 5 min video

If it is to be, it is up to me. In this episode, Duncan suggests the best way to take care of a team, and a community of clients, is to take full responsibility for the outcome of our decisions.

2019-10-03 18:39:00 • 3 min video

Attract high net worth clients by positioning referrals as a service you do for your clients.

In this video Duncan explains how to position referrals as a service you do for your clients rather than a favor they are doing for you and attract a steady stream of quality referrals.

2019-10-01 18:41:07 • 4 min video

The law of environment says we're products of our environment.

In this episode, Duncan discusses forming a legendary team to strive for success, not just for what it gets you but for what it makes of you.

2019-09-24 17:07:04 • 4 min video

Would your business run like a Swiss watch if you were to take a month off tomorrow?

In this episode Duncan discusses the need and importance of professionalizing and standardizing everything into a proprietary playbook that will ensure your business runs smooth, even without you or a key team member.

2019-09-19 15:35:24 • 5 minute video

Crack the code with strategic partners.

While the source of your most valuable perspective clients are friends and family members of your existing clients, their service providers are a close second. In this episode Duncan discuss strategies to build a strong strategic partner referral network.

2019-09-17 20:25:55 • 6 minute video

Instead of being all things to all people, be all things to some people.

In this video Duncan suggests that in order to grow your business, it is sometimes necessary to right-size your book of business so you can focus on the clients that deserve you rather than the ones that need you.

2019-09-12 19:23:04 • 5 minute video

Building a highly functioning team can be liberating for all members of your firm.

In this video Duncan discusses the importance of the CSA to the team dynamic and how forming a highly functional team, or refining and optimizing an existing team, can help take your business to another level.

2019-09-10 16:25:45 • 5 minute video

Generate referrals from friends and family members of your best clients.

In this episode, Duncan talks about how to work with the family members of your best clients, setting yourself up for the next generation.

2019-09-05 15:53:53 • 5 minute video

This Lightning in a Bottle audio is from a recent consultation I had with one of our Blue Square consulting clients. I speak with John about how to make himself obsolete and empower his team to liberate him to do what he get paid to do.

To hear the full audio, subscribe to our podcast, just look for Duncan MacPherson From-the-Field on Apple Podcasts or Google Play.

Apple Podcasts

Google Play

2019-09-03 18:26:02 • 5 minute video

In this video, Duncan discusses how you can create professional contrast in the market place so you can:

  • Find Good Prospects
  • Create Advocacy
  • Engage Strategic Partners

Use video to promote your brand and take your business to the next level! In this 4 part series I’ve teamed up with the fine folks at IdeaDecanter.com to showcase the power and impact of video can have on your business.

2019-08-29 19:43:30 • 5 min

Brand yourself to Business Owners, Professionals, and Executives.

This Lightning in a Bottle audio is from a recent consultation I had with one of our Blue Square consulting clients. I speak with John about his branding and messaging as he moves up market working with business owners, professionals, and executives. To see hear the full audio, subscribe to our podcast, just look for Duncan MacPherson From-the-Field on Apple Podcasts or Google Play.

Apple Podcasts: https://itunes.apple.com/ca/podcast/duncan-macpherson-from-the-field/id1359813986?mt=2

Google Play: https://play.google.com/music/m/Invlkszkicyak7v4vgciyqtqzj4?t=Duncan_MacPherson_-_From_the_Field

#practicemanagement #businessdevelopment #branding

2019-08-29 16:27:25 • 5 minute video

In this episode of The Blue Square Method, Duncan talks to the importance of engaging partners into the process, rather than referring clients out and how that has a major impact on the client experience.

2019-08-27 19:19:54 • 4 min video

Scale your growth and achieve a multiplier to monetize fully.

In this episode Duncan discusses the four cornerstones of the client experience: the onside process, the onboarding process, the ongoing process, and the onwards process to help you shift from fit, and the alignment of interest, to creating contrast and onboarding that client and fast tracking them to advocate status.

2019-08-22 20:45:41 • 5 minute video

I often talk to teams that are bringing on a younger advisor, to fill a role and increase productivity. More often than not, these protégés are very talented, but mentors often leave them to their own devices to figure out their own process and role. In this short video I highlight how you, as a team leader, can play to your strengths as well as your protégé’s, to chart their path to success and make them an indispensable member of the team.

2019-08-20 15:25:50 • 6 minute video

When transitioning to a new firm or taking on a new advisor, ensure the rules of engagement are defined, fair, reasonable and reciprocal. Remove the mystery on incentive and compensation, make everything transparent and client-facing, because how you start a relationship will have a profound impact on how it will unfold.

2019-08-15 19:00:49 • 5 minute video

Invest some time and effort, and a little bit of money, to help you and your team define your branding strategy as an enterprise and increase the level of service to the clients that deserve you most.

2019-08-13 18:28:31 • 5 minute video

Position your services as a process that that puts every piece of the financial puzzle together and keep imprinting so your clients can socialize it to their friends, family members and business associates to create a steady stream of quality referrals.

2019-08-08 16:53:20 • 5 minute video

Reposition “Client Review Meetings” as “Strategy and Tactical Meetings” that are process driven to enhance the client experience and increase your value and trust.

Duncan explains that if you internalize your value and trust to your clients, not just you and your people, but your practice and your process, you will create a network of advocates that will generate quality referrals.

2019-08-01 18:03:29 • 5 minute video

In this episode of The Blue Square Method, Duncan discusses the fine line between a rut and a groove and how we take a lot of comfort in our routines that can undermine our pursuit or aspiration towards self-actualization.

2019-07-30 17:40:31 • 4 min video

Duncan, while vacationing in Asia, visits the DMZ between North and South Korea and shares his perspective.

2019-07-25 17:33:48 • 4 min video

In this episode of The Blue Square Method, Duncan discusses the importance of establishing processes and sticking to plans.

2019-07-23 17:42:55 • 4 min video

Join Duncan, vacationing in Okinawa, Japan, as he discusses the importance of balancing service to others with service to yourself for both personal and professional development.

2019-07-18 19:28:34 • 3 min video

In this episode in the Blue Square series, recorded while vacationing in Japan, Duncan discusses how to decommoditize your value and ensure that your clients understand and appreciate what you can do for them over the lifetime of the relationship.

2019-07-16 17:11:26 • 3 min video

In this episode of the Blue Square series, recorded while vacationing in Japan, Duncan looks at how giving starts the receiving process, and the positive, reciprocal effects smiling triggers.

2019-07-11 17:23:25 • 5 minute video

In this episode of The Blue Square Method, Duncan discusses the concept of right-sizing your book of business so you can focus your efforts on your client advocates who fully empower you.

 

2019-07-09 14:49:55 • 5 minute video

A discussion on how to achieve a breakthrough in client acquisition through introductions from strategic partners utilizing stewardship over salesmanship.

2019-07-02 15:06:02 • 5 minute video

In this episode of The Blue Square Method video Duncan discusses consistency and integrity around fees and the importance of never negotiating your value.

2019-06-27 16:53:16 • 5 minute video

In this episode of The Blue Square Method video Duncan discusses Franchise Readiness and combining congruency, continuity and succession simultaneously into your practice to achieve absolutely incredible results.

2019-06-25 14:30:18 • 6 min video

Establishing a social media presence, particularly on LinkedIn, is an incredible way to attract new, high-caliber clients and solidify your brand with existing clients.

2019-06-20 19:35:26 • 5 min video

In this episode Duncan describes 'The Fit Process' and how starting a relationship based on an alignment of interest allows you to attract, rather than chase, new clients.

2019-06-18 16:40:40 • 6 min video

In this episode Duncan describes how he embarked upon his own personal 25 year overnight success story which got him to where he is today. And, of course, huge congrats to the Toronto Raptors, NBA Champions for 2019, on their 24 year overnight success story!

2019-06-13 19:20:59 • 5 minute video

Watch as Duncan discusses Ideal Client Events and how to leverage them to re-frame your client relationships and increase your rate of referrals.

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