Episode 16

New Perspectives on Growth with Kevin Bishopp (Ep 16)

Advisor, Education, Finance, Financial, , , , , ,

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

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About Our Guest:

Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group. 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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Content Marketing Made Easier: How To Use Podcasts To Attract Ideal Clients With Matt Halloran (Ep. 15)

Advisor, Education, Finance, Financial, , , , , , ,

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 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

Resources:

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Promotions:

About Our Guest:

Matt Halloran got started in the financial services industry 20 years ago as a certified life and business coach. As he became immersed in his client’s biggest needs, he built his knowledge and expertise as a financial branding and social media expert. More recently, Matt has added podcasting to that list. Matt respects how tough it is to be great and effective at marketing while running a practice, living a life, and loving a family. He teaches advisors how to be themselves, let their passions shine through, and create strong brands that resonate with ideal prospects and centers of influence.

 

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How To Get Your Competition Fired With Randy Schwantz (Ep. 14)

Advisor, Education, Finance, Financial, Uncategorized, , , , ,

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

Resources:

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About Our Guest:

Randy Schwantz, the author of three previous books on selling insurance, is President of The Wedge® Group, business performance, and sales consulting firm. A former salesperson himself, Schwantz has spent more than 10,000 hours talking with people who sell for a living. His unique sales strategy, The Wedge, has been embraced by hundreds of companies and thousands of individual sales professionals throughout the United States and Canada. He and his wife, Lori, live with their four daughters near Raleigh, NC.

 

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Built to be Sold with Ted Jenkin (Ep. 13)

Advisor, Education, Finance, Financial, , , , , , ,

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 and when you decide to sell. 

Ted discusses:

  • How to handle the negotiation of sale of your business 
  • The three skills needed to scale your business income
  • The importance of looking at both short and long term ROI
  • The importance of investing a bookkeeper
  • And more

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About Our Guest:

Over the years, Ted Jenkin has built a reputation of being a visionary. He started his business oXYGen Financial in 2008 during the height of the stock market crash. He built his business with the purpose of providing financial advice to the X & Y generations. Using a revolutionary style, Clients could hire oXYGen from the get go and pay a monthly fee for the team to build clients their own personal financial dashboard. Ted has featured as a columnist on the Wall Street Journal and can be seen regularly on CNN/Headline News. Along with being featured locally on 93.7FM, 106.3FM, 680 The Fan, and NBC 11 Alive News. He also has six advanced designations including the Certified Financial Planner degree as well. 

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A Brand Within a Brand – The Multi-Family Office with Scott Hamilton (Ep. 12)

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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 minimize the risk of losing clients after major liquidity events
  • How to build a Value-Added Support Team (VAST) that fulfills your clients’ evolving needs
  • Ways to prepare clients for the “suddenly affluent” phase well ahead of time
  • The self-actualization benefits of building an MFO
  • And more

Resources: 

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About Our Guest:

Over the years, Scott Hamilton built a successful estate and tax practice and a nationally known wealth strategies firm. He now devotes much of his professional time to a select group of financial advisors who are looking to consistently attract and retain great clients, run a more efficient and profitable practice, elevate the client experience, drive enterprise value, and deploy a scalable growth model. His coaching clients now range from smaller boutique practices to a large multi-advisor RIA firm with over $2 Billion in assets under management. Scott is also certified with Pareto Systems, where he is currently deploying the Pareto process with several of his most successful clients.

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How To Become an Advisor for Life with Levi McMellian (Ep. 11)

Advisor, Education, Finance, Financial, , , , , , , , ,

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 plateau through effective legacy planning
  • The importance of branding your process (instead of a single advisor)
  • The PSP mindset for identifying right-fit clients
  • And more

Resources: 

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About Our Guests:

As CEO and managing director of CFO4Life, Levi McMellian oversees vital business operations and pursues new business growth. However, his primary focus remains on building personal client relationships. With a passion for listening and learning about his clients’ most important goals and dreams, Levi seeks to offer thorough and impartial individualized advice.

In addition to being a Certified Public Accountant and Accredited Investment Fiduciary®, Levi has a bachelor’s degree in business and accounting from Oklahoma State University. As a founding partner, Levi’s determination has developed CFO4LIFE from a start-up to an established and respected Texas Investment Advisory Firm. He was instrumental in sculpting its vision and the revolutionary concept of a comprehensive, team-oriented financial planning firm. Levi also pioneered the concept of financial wellness benefits for executives in large corporations and comprehensive advisory solutions for retirement plans.    

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Women In Wealth – Going Off Script with Sherri Palle and Elaine Christakos

Advisor, Education, Finance, Financial, , , , , , , , ,

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 best version of yourself.

Sherri and Elaine discuss:

  • Why they launched their business The Women are Here, and the demand they seek to fulfill
  • What clients will achieve when they adopt The Women are Here strategy
  • How going ‘off script’ in your life can be beneficial
  • What Sherri and Elaine expect from their male team members 
  • And more

Resources: 

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Connect With Sherri Palle and Elaine Christakos:

About Our Guests:

Elaine is a Pareto Systems’ Business Coach, is a senior level results-oriented professional and strategist with over two decades of management and coaching experience in the financial services sector.  She has designed and implemented successful and proven practice management and relationship management training programs.  

Sherri is also a Pareto Systems’ Business Coach, fervently committed to helping financial professionals either fine-tune or completely reengineer their advisory practice to create success by systematizing and growing their practice. She will become fully entrenched in your business to provide the best advice possible.  She is known for her high-energy calls which provide motivation, enthusiasm, and thought provoking ‘aha moments’ – making these calls something the entire team looks forward to.    

The Women Are Here is an intelligent, innovative & caring alliance created to help women in wealth excel and elevate their advisory practice with the purpose of inspiring and elevating as many women as possible.

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Achieve Mastery of Family Dynamics With Jackie Wilke

Advisor, Education, Finance, Financial, , , , , , , , ,

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 demonstrate your genuine care for clients without seeming too sales-y
  • The “family phone call” exercise that positions you as a family advisor
  • Tips to help you navigate complex family conversations with clients
  • Content marketing ideas to create significant value for your target audience
  • The importance of building a multi-generational client base 
  • And more

Resources: 

Connect With Duncan MacPherson:

Connect With Jackie Wilke:

About Our Guest:

Jackie Wilke is a speaker, author, consultant, and coach for select partners of 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. Jackie’s focus is business development and innovation including expertise in helping financial professionals, teams, and the next generation of high-net-worth individuals/households and multi-generational families. She is also the author of Insights & Innovations, a business development blog for financial professionals and enterprises.

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Transitioning to a Multi-Family Office to Accelerate Your Growth With Chris Jeppesen

Advisor, Education, Finance, Financial, , , , , , ,

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 professionally).

Duncan and Chris discuss:

  • The ideal number of clients you should serve to elevate your client experience
  • Three questions to help you determine if an MFO model is right for you
  • What it means to build a “brand within a brand” — and how it benefits you
  • The pursuit of self-actualization for today’s advisors
  • And more

Resources: 

Connect With Duncan MacPherson:

Connect With Chris Jeppesen:

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.

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A Healthy Bench-strength: Actionable Steps To Improve Your Team’s Health With Jennifer Payeur

Advisor, Education, Finance, Financial, , , , , ,

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-strength
  • How to consistently be your own health advocate
  • Restoring balance in your life in today’s stressful environment
  • The underrated benefits of plant stem cells in detoxifying your body
  • And more

Resources: 

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Connect With Jennifer Payeur:

About Our Guest:

In 2019, Jennifer started Nature-Provides, whose mission is to transform health and well-being through organic plant-based herbs and essential oils. She believes that by collaborating with nature, we can create a healthy thriving world and a sustainable earth. Jen has pursued many holistic modalities, including Barbara Brennan energy healing, master gardening, medicinal aromatherapy, yoga, and a ministry of the walking prayer. Previously, Jen has had a 29-year career in financial services, holding various leadership roles in Operations, Quality and Productivity, Change Management, Finance, and Technology.

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