Episodes

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 ...

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 adviso...

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...

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 fulfillme...

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 ...

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 progres...

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 tak...

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 t...

Every business owner will leave their business one day, voluntarily or involuntarily. It’s a matter of WHEN, not IF. So, it’s important to start planning for this inflection point well ahead of time — both technically and emotionally. In this episode, Duncan MacPherson speaks with Denise Logan, business transition expert, professional speaker, and best-selling author of The Seller’s Journey. Denise explains how you can help clients overcome the emotional barriers to selling a business while simu...

Do you know what’s keeping your clients up at night? For a lot of them, it is this question, what happens to their hard-earned wealth when they pass away? In other words, it’s the absence of an estate plan. In this episode, Duncan MacPherson speaks with Julia Norman, associate lawyer at Pushor Mitchell LLP, and Tom Deans, Ph.D., intergenerational wealth expert, speaker, and best-selling author of “Every Family’s Business” and “Willing Wisdom.” Julia and Tom explain how advisors can re-imagine es...

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: Way...

Estate planning is the one of those tasks that needs to get done but we often procrastinate to get it done. On This episode of Always on, Duncan MacPherson is joined by Julia Norman, Associate Lawyer at Pushor Mitchell LLP, who specializes in estate planning. She shares insights and tips on how to navigate your estate plan so you don’t have to worry when something bad happens. Julia discusses: The three things that separates her from other estate planning lawyers Tax Liabilities The negative ef...

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 ...

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 ...

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 discusse...

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 a...

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 ...

When your clients undergo a major liquidity event, they often expect a lot more from you than simply “investing” their newfound wealth. That’s why it’s crucial to build a bench strength that serves your clients at all levels! In this episode, Duncan joins Scott Hamilton, a master coach to financial advisors and part of the Pareto Coaches Network. They talk about how advisors can attract and serve high-net-worth clients through a multi-family office (MFO) experience. Scott discusses: How to mini...

Advisors often get asked by clients, “What will happen to me when you’re not around?” If you don’t have an answer to it, it’s a sign to start your succession planning. In this episode, Duncan joins Levi McMellian, CPA, AIF®, CEO, executive director, and founding partner at CFO4Life to uncover the secret to building a sustainable practice and scaling your business organically. Levi discusses: Why adversities are an opportunity in disguise for deeper client relationships How to avoid a growth pla...

The financial world is very male-dominated, often leaving female advisors feeling outnumbered and undervalued. Sherri Palle and Elaine Christakos, long-time financial professionals, Pareto Systems’ Business Coaches, and financial women’s advocates know this first hand. In this episode, Duncan talks to Sherri and Elaine about their company, The Women are Here, how they strive to help women in finance both in their personal and professional lives and reveal useful lifestyle advice to become the be...

As aging clients transfer their wealth, advisors often yearn for a lasting relationship with their beneficiaries down the road. However, getting introductions to clients’ family members can be a challenge! In this podcast, Duncan speaks with Jackie Wilke, vice president, advisor consultant at First Trust. They unpack strategies to help you attract and retain clients for multiple generations by developing a Multi-Family Office (MFO) client experience. Duncan and Jackie discuss: How to demonstrat...

Have 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 profess...

A 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...

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...