Category Archives: Uncategorized

How to Win Liquidity Events with Roger Silk (Ep. 89)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Financial Advisor, Uncategorized, , , , , , , , , , , , , , , , , , , , , ,

In this episode of the “Always On Podcast,” host Duncan McPherson sits down with Roger Silk, the CEO and co-founder of Sterling Foundation Management. They discuss the evolving role of financial advisors and the increasingly complex needs of high-net-worth clients. As financial landscapes shift, advisors must adapt to new challenges and opportunities, particularly when it comes to managing significant liquidity events.

Roger Silk shares his expertise on asset diversification trusts, a powerful tool that allows clients to sell appreciated assets without incurring capital gains tax. This episode highlights the importance of proactive planning and the strategic value of long-term partnerships between financial advisors and their clients.

Key highlights include:

  • The role of asset diversification trusts in tax-efficient asset management.
  • The necessity of early planning for liquidity events to maximize client benefits.
  • Strategies for financial advisors to strengthen client relationships through collaboration.
  • Insights into leveraging philanthropic solutions for wealth preservation and growth.

Tune in and discover the insights needed to become trusted partners in their clients’ financial journeys, ensuring both immediate and long-term success.

Promotions:

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Connect With Roger Silk, Ph.D.:

About Our Guest:

Roger D. Silk, Ph.D. , is the CEO of Sterling Foundation Management, LLC and President of Lifetime Perspectives, Inc. Dr. Silk is widely recognized as a leading expert and innovator in the emerging field at the intersection of finance and philanthropy.

Dr. Silk has more than three decades of experience working with and advising wealthy clients, high net worth families, and the advisors who work with them on a variety of issues ranging from the use of private foundations to the integration of sophisticated charitable planning into multi-generational estate plans. He has worked with numerous investment, accounting, financial planning, and legal professionals to educate them, their firms, and their clients about the benefits and characteristics of a full suite of solutions, entities and planning tools.

Dr. Silk is the author of several books, including The Investor’s Dilemma Decoded (Wiley, 2024), Managing Foundations and Charitable Trusts (Bloomberg Press, 2011), Creating a Private Foundation (Bloomberg Press, 2003), and Politicians Spend, We Pay (Sterling Lifetime Press, 2022). He has published dozens of articles that have appeared in periodicals such as Estate Planning, Philanthropy, the Journal of Financial Planning and Trusts & Estates. He has spoken to audiences around the country on the types and uses of charitable entities, and he frequently conducts educational seminars for financial professionals focusing on integrating the full suite of charitable entities into the financial planning process.

Prior to co-founding Sterling, Dr. Silk was a Treasury officer at the World Bank, where he was responsible for a multi-billion-dollar repo portfolio.

Dr. Silk holds a Ph.D. and an M.A. in Applied Economics from Stanford University, as well as a B.A. in Economics (with distinction). He earned his CFA in 1990.

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The Financial Advisor’s Blind Spot with Natasha Kennedy

The Financial Advisor’s Blind Spot with Natasha Kennedy (Ep. 88)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Financial Advisor, Uncategorized, , , , , , , , , , , , , , , , , , , , , , , , , , ,

In this episode of the Always On Podcast, Duncan MacPherson speaks with Natasha Kennedy, Pareto-certified coach and family legacy specialist, for a timely conversation on the greatest risk facing financial advisors during the great wealth transfer.

Natasha breaks down why most heirs ultimately leave their parents’ advisor, how silence and avoidance around legacy planning erode trust, and why preparing heirs has become a critical differentiator in today’s advisory landscape.

Together, they unpack how advisors can embed continuity, succession, and family investment legacy into their value proposition in a way that deepens relationships, strengthens referability, and positions them as indispensable stewards of multi-generational wealth.

Key takeaways:

  • Why nearly 90% of heirs don’t stay with their parents’ advisor
  • How legacy and succession conversations increase advisor retention and fee worthiness
  • Practical ways to engage heirs without creating entitlement
  • How continuity planning protects relationships through generational transitions

Tune into now to unlock the secrets to keeping clients for generations by addressing the blind spot most advisors overlook.

Promotions:

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About Our Guest:

Natasha Kennedy, who brings more than a decade of financial services experience, beginning her career on Wall Street and then working with First Trust Advisors, and now focused on psychology and counselling.

Today, Natasha is a consultant with Pareto Systems helping advisors to strengthen client relationships, and build purposeful businesses. With her background in both finance and psychology, Natasha is the ideal person to guide us through the human side of this great wealth transfer, specifically on adding Intergenerational Planning & Family Meetings into your process.

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Built to Sell: The Advisor’s M&A Playbook with Scott Danner Ep. 87

Built to Sell: The Financial Advisor’s M&A Playbook with Scott Danner (Ep. 87)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , , , , , , , , ,

In this episode of the Always On podcast, Duncan speaks with Scott Danner, CEO, author, and advisor to enterprise-level leaders, for a fast-paced conversation on what every financial professional needs to know about the accelerating wave of M&A activity.

Scott breaks down why enterprise value has become the ultimate scorecard in today’s advisory landscape, how top Financial Advisory teams are preparing years in advance for transitions, and the mindset shift required to move from being the indispensable advisor to the architect of a scalable, transferable business.

Together, they unpack the leadership habits, team structure, and client experience strategies that determine whether you survive the industry’s consolidation or thrive in it.

Key takeaways:

  • How to position your advisory business for maximum value in M&A transactions
  • Leadership habits that make your team attractive to buyers
  • The client experience strategies that preserve relationships through a sale
  • Steps to future-proof your business and succession plan

If you are a Financial Advisor looking to strengthen your succession strategy, understand premium valuations, or future-proof your business, this episode is a must-listen.

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Connect With Scott Danner:


About Our Guest:

Scott Danner is the Host of The High Performance LIFE Podcast and Executive VP, Head of Legacy at Steward Partners

Scott Danner is a dynamic entrepreneur, performance coach, and speaker who believes success means nothing without alignment in all areas of life- health, relationships, purpose, and legacy. As host of The High Performance LIFE podcast, he sits down with world-class leaders in business, sports, and personal development to explore the habits, mindset, and values that drive true fulfillment.

Professionally, Scott is a powerhouse in the financial services industry. He currently leads the M&A Division at Steward Partners and is the former founder and CEO of Freedom Street Partners, which he scaled into a firm managing nearly $3.5 billion in AUM and spanning seven states. His reputation as an M&A strategist and advisor advocate is grounded in a passion for building your legacy, not just building wealth, but building people.

Beyond business, Scott’s life is rooted in faith, family, and service. He’s a devoted husband and father, a man who understands that achievement means little without deep, personal purpose. His commitment to giving back is reflected in the wine festival he co-founded, which has donated over $2.7 million for local charities over the past 15 years.

Scott is also the author of Freedom Street and a recognized voice on topics including leadership, succession, and personal growth. Through his podcast, he helps listeners uncover what it means to live a High Performance LIFE, where success isn’t just measured by accomplishments, but by alignment, impact, and legacy.

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Moving Upstream: Scaling Up Your Business with Robert Montella (Ep. 86)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , , , , , , ,

Join host Duncan MacPherson and his guest Rob Montella of First Trust as they discuss moving upstream in client engagement, emphasizing the need to understand client needs and enhance services through advisory councils. Rob shares insights from his time at Goldman Sachs and First Trust, highlighting the importance of adapting strategies for high-net-worth clients.

Rob introduces “higher and fire” criteria, explaining how advisors can differentiate themselves with specialized services. The conversation also covers AI’s role in refining advisory approaches to better serve clients.

They also focus on legacy planning and engaging the next generation. Rob stresses the importance of documenting legacy wishes and adapting services based on client feedback.

Key Points:

  • Moving upstream in client engagement.
  • Enhancing services through advisory councils.
  • Differentiation with specialized services.
  • AI’s role in refining advisory approaches.
  • Legacy planning and multi-generational wealth management.

Tune in to discover how to elevate your advisory practice, leverage AI, and create lasting client relationships. This conversation is packed with insights that will inspire you to take your financial advising to the next level!

Resources Mentioned: Pareto Systems AI Whitepaper: paretosystems.com/ai-strategies-for-financial-professionals

Promotions:

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Connect With Robert Montella:

About Our Guest:

Rob Montella is a Vice President and Performance Coach at First Trust. For nearly 30 years, he has assisted financial professionals, business leaders, and institutions in maximizing efficiency and business growth. Rob’s objective for every client relationship is to become so essential to their success that he becomes their “first call” for anything related to the “business of running the business.” While any topic of conversation is within scope, Rob specializes in:

  • Developing emotional intelligence
  • Attracting, serving, and retaining wealthier clients
  • Acquiring, developing and retaining top talent
  • Personal and business branding
  • Behavioral Finance

Rob spent 15 years at Goldman Sachs as a Senior Strategist in their global consulting business, where he has captured and documented the practices of the elite around the world. His groundbreaking work in emotional intelligence in the financial services industry was featured in the book Educating People to be Emotionally Intelligent.

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Be a Business Owner, Not Just a Financial Advisor with Frank LaRosa (Ep. 85)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , , , , , ,

In this episode, Duncan MacPherson sits down with Frank LaRosa, CEO of Elite Consulting Partners and host of Advisor Talk with Frank LaRosa Podcast, for a powerful conversation about navigating transitions in the financial services space.

Frank shares his experience helping financial advisors make meaningful and measurable moves, whether scaling up, going independent, or rethinking their next chapter. Together, Duncan and Frank explore how to:

  • Prime and prepare for any professional transition
  • Launch with clarity, confidence, and the right messaging to clients
  • Maximize long-term success once the dust settles

They also dig into the mindset behind real growth, balancing what you’re getting with who you’re becoming, and how financial advisors can think bigger about enterprise value, leadership, and personal fulfillment.

If you’re considering your next move, this episode will help you make it the right one.

Resources Mentioned:

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Connect With Frank LaRosa:

About Our Guest:

Frank LaRosa is the Chief Executive Officer of Elite Consulting Partners, a nationally recognized leader in financial advisor recruiting, transition consulting, and M&A advisory. With more than 25 years of experience in the wealth management industry, Frank brings a unique perspective rooted in his early career as a financial advisor and branch manager at major firms including Morgan Stanley, Smith Barney, and Prudential Securities.

Since founding Elite Consulting Partners in 2011, Frank has led the firm to complete thousands of advisor transitions, helping practices grow, scale, and realize their enterprise value. Under his leadership, Elite has become a trusted resource for financial professionals navigating the complexities of independence, firm movement, and succession planning.

Frank is also the host of the popular industry podcast Advisor Talk with Frank LaRosa, where he shares unfiltered insights on trends shaping financial services, advisor success stories, and interviews with top leaders in the space. He is a member of the Forbes Business Council and author of the book Counterpunch: How to Fight Back and Win as an Advisor, offering guidance for advisors looking to build resilient and impactful practices.

Recognized for his “advisor-first” philosophy and strategic vision, Frank continues to serve as a sought-after voice in wealth management driving meaningful conversations around growth, innovation, and the future of the advisory profession.

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Navigating Transitions: The Advisor Flight Plan

Navigating Transitions: The Financial Advisor Flight Plan with Jeff Ambrose (Ep. 84)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , ,

In this episode of the Always On Podcast, host Duncan McPherson sits down with Jeff Ambrose to discuss the “advisor flight plan.” This strategic framework is designed to help financial advisors transition smoothly to new environments. Jeff shares his expertise on the evolving financial landscape and the importance of aligning professional settings with personal and client goals.

Discover the key elements of the “advisor flight plan” for a seamless transition.

Key Takeaways:

  • Conduct effective due diligence and make informed decisions.
  • Understand the role of client advisory councils in strengthening client relationships.
  • Explore the benefits of focusing on future opportunities rather than past limitations.

Tune in to gain insights on navigating professional transitions with confidence and clarity.

Resources:

Connect With Duncan MacPherson:

Connect With Jeff Ambrose:

About Our Guest:

Jeff Ambrose has 20 years of experience in the financial services industry working with successful advisory teams through his wholesale relationships. He has consistently met and exceeded goals in every aspect of his career; growing revenue with existing clients, attracting new clients, and turning around failing territories resulting in consistent promotions leading up to Senior Vice President and, most recently, Partner.

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AI-Powered Leadership for Financial Advisors: Habits, Culture, and Workflows (Ep. 83)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , , , , , ,

In this Always On episode, Duncan MacPherson and Chris Jeppesen, Chief of Advisory Practices at First Trust, cut through the noise to show how modern financial advisory leadership blends clear operating rhythm, role clarity, and intentional culture, with AI as a practical tool to compress research, sharpen meeting prep, and turn ideas from books like Good to Great, Traction, and Atomic Habits into daily workflows that scale client loyalty and growth.

Key takeaways:

  • Establish a simple weekly leadership cadence to align priorities and decisions.
  • Define roles by outcomes, handoffs, and KPIs so accountability is unambiguous.
  • Segment service to set expectations, elevate experience, and protect capacity.
  • Use AI to prep agendas, summarize meetings, and automate follow-ups inside your CRM.

Resources:

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About Our Guest:

Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook and The Blue Square Method.

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The Mentor-Protégé Dynamic: Building the Financial Advisor of the Future with Sten Morgan (Ep. 82)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , , , , ,

In this episode of Always On, Duncan MacPherson sits down with financial advisor and entrepreneur Sten Morgan, author of The Seven Mindsets of Success. Together they explore the shifting demographics of the industry, the power of the mentor–protégé dynamic, and how younger advisors can break free from outdated models. Sten shares candid lessons from his own journey, including the importance of charging for ideas, becoming a better communicator, and creating client experiences that inspire long-term advocacy.

Whether you’re early in your career or an established financial advisor seeking to reinvent your practice, this conversation offers a roadmap for building relevance, resilience, and real value in a changing profession.

Key Takeaways:

  • Why the aging advisor demographic creates opportunities for the next generation
  • The mentor–protégé model and how both sides benefit from alignment
  • Lessons from The Seven Mindsets of Success and how to apply them
  • How to confidently charge for time and ideas—not just products or assets
  • The importance of communication skills in building trust and credibility
  • Practical strategies to elevate client meetings from routine reviews to engaging strategy sessions

Resources Mentioned:

Promotions:

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Connect With Sten Morgan:

About Our Guest:

Sten Morgan is one of the country’s leading voices helping financial advisors think and act differently. He is the founder of Legacy, a multi-million dollar financial planning firm based in Franklin, Tennessee, built on a planning-first model that prioritizes proactive strategy and leadership.

He also founded the Elite Advisor Network, where he coaches thousands of advisors nationwide to increase their value, communicate with confidence, and reach their potential, faster.

Sten was named one of Investment News’ 40 Under 40 top advisors at the age of 30. He has since redefined what it means to be a modern advisor—leading with planning, building intentional businesses, and helping others do the same.

He’s the author of three industry-shaping books: 7 Mindsets of Success, Value First Prospecting, and Wish I Knew That Sooner. His frameworks and thought leadership have been featured in ThinkAdvisor, and on stages across the country.

Sten is known for challenging the status quo, helping advisors recognize and reach their full potential.

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Scaling Smart: Process, People and the Promise of AI with Kevin Bishopp (Ep. 81)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , ,

In this episode of the Always On Podcast, Duncan MacPherson reconnects with Kevin Bishopp, Vice President at First Trust, to explore the four key stages in an advisor’s business evolution: growing, teaming, scaling, and exiting. They unpack how AI is reshaping productivity, client experience, and enterprise value, and why execution and process are the real differentiators for future-ready professionals.

Highlights:

  • How AI boosts capacity, consistency, and client impact
  • The importance of process in scaling and succession
  • Why focusing on your niche builds referability
  • Practical steps to make your business sale-ready

Whether you’re just getting started or thinking about your eventual exit, this conversation offers powerful insights to help you stay intentional and future-ready. Tune in to learn how to harness AI, refine your process, and build enterprise value at every stage of your business evolution.

Resources:

Promotions:

Connect With Duncan MacPherson:

Connect With Kevin Bishopp:

About Our Guest:

Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group at First Trust. His focus is the best practices and mission-critical strategies that propel professionals/firms to be truly unique within the industry. His insights into key metrics, resource allocation, team structure, marketing and client acquisition equip professionals/firms to make high-quality strategic decisions that can generate dynamic results. Prior to joining First Trust, Kevin spent 12 years with Russell Investments, where he held positions as Director of Practice Management, RIA Channel Head and Business Development Director. In those roles, he focused on coaching, content creation, sales management, national account management, and business development. Before joining Russell Investments, Kevin spent 5 years as a wealth manager for The Bishopp Group LLC, a family-owned wealth management practice. In 1994, he started his career in financial services as an associate for Principal Financial Group. Kevin holds an MBA from the Michael G. Foster School of Business at the University of Washington and a BA in Finance from Eastern Washington University.

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Levelling Up Your Business with Chris Garcia (Ep. 80)

Advisor, Business, Coaching, Consulting, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , , , , , , , ,

How do you build a business that grows without losing its soul?

In this episode of the Always On podcast, I sit down with Chris Garcia, Private Wealth Advisor and CEO of The Azimont Group, a private wealth advisory practice of Ameriprise Financial Services, LLC.

Chris shares how he evolved from a solo advisor into a multi-advisor enterprise by focusing on process, stewardship, and a powerful brand narrative. With a team of 20 and growing, Chris has built a scalable, referable, and succession-ready business, by design.

🎧 In this episode, we explore:

  • Why process is your best defense against commoditization
  • The importance of articulating your professional contrast
  • How to create a brand that clients and advisors want to be part of
  • The difference between living your legacy and leaving one
  • How to scale without sacrificing the client experience

Whether you’re building a team, refining your process, or thinking about enterprise value, this episode is packed with insights you can act on right away.

Resources Mentioned:

Promotions:

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Connect with Chris Garcia

About Our Guest:

Leveraging a strong foundation in financial study and years of planning experience, Chris Garcia is dedicated to guiding clients on their path to financial independence, turning lifelong dreams into tangible, actionable accomplishments.

A graduate of Texas State University with a degree in Finance, Chris quickly discovered his calling in helping individuals build confidence in their financial futures. Through thoughtful planning and a client-first approach, he empowers people to move forward with clarity and purpose. With a team of professionals and a comprehensive process in place, Chris enables his clients to focus on what matters most, without being distracted by what’s outside of their control.

For important information on how Chris can interact with you on social media, please visit: www.ameriprise.com/social

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