Episodes

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 dis...

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 simpl...

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 th...

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 organ...

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-...

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...

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 enthusi...

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 compellin...

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 pla...

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 c...

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 nav...

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 busi...

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 a...

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...

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 pla...

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 importa...

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-siz...

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 organ...

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...

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 ...

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....

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 cli...

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...

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...