Tag Archives: Business Growth

Making the American Dream a Reality: A Conversation with Sathya Chey Patterson (Ep. 70)

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

In this episode of the Always On Podcast, host Duncan MacPherson engages in a profound and inspiring discussion with Sathya Chey Patterson CFP®, Esq., AIF®, Managing Partner at Arise Private Wealth. Recognized as a 2023 Forbes Top Women Wealth Advisor and a 2024 AdvisorHub Advisors to Watch, Sathya shares her incredible journey from adversity to achievement, demonstrating the power of resilience and vision.

This conversation is divided into three compelling parts:

  1. Honoring the Past – Sathya’s remarkable personal story, including her family’s survival through the Cambodian genocide, and how those experiences shaped her perspective and purpose.
  2. Thriving in the Present – Insights into the strategies and tools she uses to differentiate herself as a financial advisor, from leveraging cutting-edge technology to building authentic client relationships.
  3. Designing the Future – Sathya’s vision for scaling her impact by empowering advisors and clients alike with a structured, values-driven approach to achieving financial independence.

Whether you’re a financial professional, a leader, or simply seeking inspiration, this episode delivers invaluable lessons on purpose, perseverance, and professionalism.

Resources:

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Connect With Sathya Chey Patterson:

About Our Guest:

Sathya is a trailblazing leader in wealth management, co-founder of Arise Private Wealth, and a dedicated advocate for empowering others through financial clarity and purpose. With nearly two decades of experience, she is renowned as a financial architect, crafting personalized strategies that secure her clients’ futures while helping them live purpose-driven lives. Her name, meaning “truth” in Sanskrit, reflects her commitment to understanding clients’ deepest needs and aspirations, enabling them to navigate complex decisions with confidence.

Born in a Thai refugee camp after her family fled the Cambodian genocide, Sathya’s story is one of resilience and transformation. Her journey fuels her passion for mentoring women and minorities, empowering them to achieve generational success. A CERTIFIED FINANCIAL PLANNER™, CSRIC®, and Certified Divorce Financial Analyst®, Sathya holds an MBA from USC and was named a 2024 Forbes Top Women Wealth Advisor Best-In-State.

Beyond her practice, she serves on the Long Beach Commission for Women & Girls, the MemorialCare Governing Board, and supports critically ill children through Miracle for Kids. A wife, mother, and mindfulness advocate, Sathya is unwavering in her mission: to inspire others to create not only financial abundance but lives of profound meaning and impact.

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AI in Financial Services: Unlocking Potential and Future Opportunities with Kevin Bishopp

AI in Financial Services: Unlocking Potential and Future Opportunities with Kevin Bishopp (Ep. 69)

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

In this episode, Duncan MacPherson and Kevin Bishopp dive deep into how artificial intelligence is reshaping the financial services industry. From optimizing client communication to enhancing business efficiency, they unpack the immense potential AI offers to financial professionals. This forward-thinking discussion explores practical steps advisors can take to integrate AI tools into their practices and position themselves as leaders in a rapidly evolving landscape.

Whether you’re curious about AI’s role in wealth management, looking to future-proof your practice, or aiming to deliver an elevated client experience, this episode delivers actionable insights tailored for financial advisors.

Key Takeaways:

  • How AI can streamline operations and improve client engagement.
  • Practical ways to integrate AI tools into your financial services business.
  • Real-world examples of how advisors are leveraging AI to enhance profitability and scalability.
  • A discussion on the challenges and ethical considerations of adopting AI in financial services.
  • Insight into upcoming trends shaping the future of AI in the financial sector.

Resources:

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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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Aligning for Success: Choosing the Right Environment for Your Advisory Practice with Mindy Diamond (Ep. 68)

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In this episode, Duncan MacPherson sits down with Mindy Diamond, founder and CEO of Diamond Consultants, to explore the pivotal question every advisor grapples with: Should I stay or should I go? Mindy shares insights from her latest book, “Should I Stay or Should I Go?”, which isn’t merely a guide on moving firms but rather a tool to help advisors get crystal clear on their ideal work environment.

They dive into themes of loyalty fatigue, cultural alignment, and the significance of self-assessment to make informed, client-centered decisions. Mindy and Duncan also discuss how confirmation bias can limit advisors and highlight the importance of scenario planning for both growth and succession.

Tune in to gain clarity on your practice’s future, hear powerful success stories, and understand why every advisor should continually reassess their professional landscape, even if they’re content where they are.

Resources

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About Our Guest:

Mindy launched Diamond Consultants in 1998, developing it into one of the leading financial advisor recruiting and consulting firms in the nation—transitioning more than a quarter of a trillion dollars in assets under management.

Drawing from her own entrepreneurial experience, Mindy fostered an approach that goes beyond recruiting. She and her team work with advisors years before they’re ready to move, educating them on trends, helping them evaluate economic models and understand their enterprise value, and creating a roadmap of options they might never have considered.

The goal: That every elite advisor finds exactly the right place for their business and clients to thrive, whether it’s at a wirehouse, regional, boutique, or independent firm—ultimately achieving what Mindy calls “Your Best Business Life.”

Mindy is considered one of the industry’s top thought leaders and is regularly quoted by national media such as The Wall Street Journal, Barron’s, The New York Times, and CNBC, and is a guest author on industry publications including WealthManagement.com and Forbes. Her podcast series, The Diamond Podcast for Financial Advisors (formerly Mindy Diamond on Independence), has become what many consider their “go-to source” for education on the industry landscape.

Additionally, Mindy is the author of the Amazon bestseller “Should I Stay or Should I Go”  – a book for financial advisors that offers a strategic thought process and road map to professional self-discovery when considering change.

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Always On podcast

Elevate Your Practice – The Power of a Partial Book Sale with Ted Jenkin (Ep. 67)

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

In this episode of the Always On podcast, host Duncan MacPherson welcomes back serial entrepreneur Ted Jenkin, CEO of Oxygen Financial and President of Exit Stage Left Advisors. Together, they explore the powerful concept of a partial book sale and how it can help financial advisors grow upmarket by refining the client relationships they manage. They discuss why letting go of the “wrong” clients can be one of the most liberating moves an advisor can make—and how it often leads to growing deeper relationships with the “right” clients.

If you’ve been feeling like your current book of business is becoming a plateau rather than a path, this episode will guide you through the steps of creating professional scarcity, improving client engagement, and increasing your firm’s enterprise value. Learn why managing fewer relationships, but with a more exclusive focus, not only elevates your enterprise but also enhances client outcomes.

Ted shares insights into why specializing, rather than generalizing, creates professional contrast that attracts ideal clients—and why your next best move might be downsizing the number of clients you serve while maximizing your fulfillment and profitability.

Resources:

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Connect with Ted Jenkin:

About Our Guest:

Ted Jenkin is a serial entrepreneur with more than 15 years of experience in building and selling successful businesses in various sectors, such as finance, media, insurance, bookkeeping, and technology. As the President at Exit Stage Left Advisors, Ted helps small and medium-sized business owners maximize their valuation and get top dollar when they sell their companies.

Ted has multiple credentials in the financial industry, including Certified Financial Planner, Chartered Retirement Plans Specialist, and Accredited Wealth Manager Advisor. He is also a national media personality, appearing on various outlets such as Fox, CNN, HLN, The Weather Channel, WSJ, CNBC, and more. Ted hosts a national entrepreneur podcast called The Shrimp Tank and a national small business television network called America’s Small Business Network. His mission is to empower and educate business owners and individuals on how to achieve the highest possible multiple when they sell their business.

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The Lost Art of Client Events – Creating Unforgettable Moments with Angela York & Elyse Stone

The Lost Art of Client Events – Creating Unforgettable Moments with Angela York & Elyse Stoner (Ep. 66)

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

In this episode, Duncan MacPherson sits down with Angela York and Elyse Stoner from Event Advisors to discuss the lost art of client events and how financial professionals can reinvigorate their approach. As they explore the comeback of in-person gatherings, Angela and Elyse share strategies for designing meaningful, memorable, and measurable client experiences. Listeners will learn about the concept of ROM (Return on the Moment), creative approaches to blending education and entertainment, and how to ensure that events deepen relationships and build client loyalty.

Discover the why, the how, and the what’s next for client events in the financial industry. Angela and Elyse also share practical examples, from small micro-events to larger thematic experiences, and how advisors can leverage partnerships with wholesalers to elevate event success. For those looking to expand their thinking about client engagement, this episode is packed with innovative ideas to help create client events that leave a lasting impact.

Resources:

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Connect With Event Advisors:

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About Our Guests:

Event Advisors – Elyse Stoner & Angela York

Meet Elyse Stoner and Angela York, the driving force behind Event Advisors. Their collaboration brings together Elyse’s extensive background in sports, entertainment, and higher education strategic event marketing with Angela’s wealth of experience in advisor marketing and event planning within the financial services industry. Together, they offer a fresh perspective and innovative strategies, revolutionizing the approach to client relationship events for financial services professionals.

Elyse’s emphasis on the “Return on the Moment” (ROM) paradigm redefines the marketing value of events. By uncovering the underlying motivations behind events and leveraging psychographic stimuli, she creates engaging opportunities that inspire attendees not only during the event, but also before and after, driving sustained momentum. Her firsthand experience in converting infrequent buyers into committed supporters translates seamlessly into the realm of Financial Services, providing unique insights for client relationship growth.

Angela’s decades-long expertise in FinServ event planning and marketing adds a layer of depth to their collaborative efforts. Her forward-thinking approach to event organization, coupled with a deep network of industry relationships, equips her to craft compelling marketing experiences. Angela’s commitment to sharing her knowledge within the financial services sector underscores her dedication to helping clients realize their business objectives.

Their collective mission revolves around delivering high event ROM through Ideal Client-focused goal setting, meticulous planning, and detailed follow-up for each event moment. By challenging traditional FinServ marketing and event paradigms, Elyse and Angela have established themselves as the go-to experts for professionals seeking innovative and actionable insights in the event space

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Purpose-Driven Practice: Elevating Client Experiences with Rob Brown (Ep. 65)

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

Building meaningful client relationships is essential for long-term success in financial services.

How can you enhance client experiences and ensure lifelong fulfillment while delivering unmatched value?

This week, Duncan MacPherson is joined by Rob Brown, Founder of the Truest Fan Coaching and co-host of The Purpose-Focused Advisor podcast.

They explore the significance of purpose in building a client-centric practice, the distinctions between client service and client experience, and actionable insights from Rob’s book, “The Truest Fan” and its forthcoming sequel, “The Truest Fan Blueprint.”

They discuss:

  • Enhancing Client Experience: The difference between client service and client experience
  • The Truest Fan Blueprint: Rob’s upcoming book, which provides a roadmap for financial advisors to incorporate purpose into their practice
  • Balancing Productivity with Purpose: The importance of maintaining purpose-driven productivity and understanding clients to solve their problems effectively
  • Leveraging Technology: The role of AI and video messaging in personalizing client relationships and enhancing process efficiency
  • Personal Touches: The value of small, thoughtful gestures in client interactions
  • Niche Marketing: Strategies for identifying and serving specific client segments effectively
  • And more!

Resources:


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Connect With Rob Brown:

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About Our Guest:

Rob Brown is the founder of Truest Fan Coaching and the author of Truest Fan: Live, Love, and Lead with Purpose and Impact and Delivering the Ultimate Client Experience. His journey from being a top financial advisor to becoming a sought-after mentor for hundreds of advisors highlights his leadership strengths. Now, as a coach to some of the industry’s top advisors, Rob turns his insights into actionable strategies—the foundation of Truest Fan Coaching. He also hosts The Purpose-Focused Advisor podcast, where he shares his experience and wisdom. His upcoming book, The Truest Fan Blueprint, will be released soon. On a personal note, Rob is a devoted husband, father of triplet daughters, proud grandfather, and a lifelong Cleveland Guardians fan.

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Unlock Success in Family Dynamics and Next-Gen Wealth with Jackie Wilke (Ep. 60)

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

Are you ready to become the indispensable advisor who guides entire families through wealth building and legacy planning?

Remember, it’s not your client’s responsibility to introduce you and it’s not the family member’s job to ask. You must be proactive and cultivate relationships across the family tree!

In this enlightening and highly relevant episode, Duncan MacPherson speaks with Jackie Wilke, VP of Advisor Consulting at First Trust Portfolios. They provide a step-by-step guide to progressively foster relationships with your clients’ family members (including the next-gen wealth inheritors).

They discuss:

  • How to initiate the conversation with the “family phone call”
  • How to position yourself as a valuable resource for the client’s family (you must lead with a give, not an ask!)
  • Major opportunities to create educational content and develop social proof
  • Connecting with the sandwich generation
  • The sweet spot between high-tech and high-touch
  • How to adapt to the evolving needs of the next-gen
  • And more

Resources:

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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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The Advisor of Tomorrow with Isaac Richard III (Ep. 59)

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Newer advisors in the industry are always thinking of ways to not just survive but thrive.

Meanwhile, more experienced advisors want to attract younger talent as part of their continuity and succession plan.

Let’s explore this transition to the next generation and how it coincides with a similar wealth transition among clients. In this episode, Duncan MacPherson speaks with Isaac Richard III, CEO of Mavros Capital, about forward-thinking growth strategies that cater to the advisor and client of tomorrow.

They discuss:

  • How younger advisors can break through the “reputational equity” barrier
  • The evolving needs of Gen 2 clients and their family dynamics
  • The essential role of technology, particularly AI, in modernizing advisory services and client interactions
  • Actionable insights into advisor branding
  • How to enhance your fee-worthiness in the current environment
  • And more

Resources:

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About Our Guest:

Isaac Richard III is CEO of Mavros Capital, a premier multi-family office and strategic advisor to some of the world’s most accomplished and influential entrepreneurs, visionaries, athletes, families and institutions. Mavros integrates a platform of family office, asset management and investment banking solutions continuing to shape the future of how significant wealth is managed, how capital is deployed and how legacies are extended across generations.

Isaac manages the firm’s strategic direction and continues to serve select single-family offices and UHNW clients. As an avid investor, Mr. Richard chairs the firm’s Investment Committee, leading the Mavros expansion offering bespoke asset management strategies across both public and private markets that includes venture capital, private equity, private credit and real assets. Prior to Mavros, Isaac spent his career as a private advisor at Morgan Stanley & First Republic & J.P. Morgan.

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Finding Clarity and Confidence in Advisor Transitions with Louis Diamond (Ep. 58)

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

Transitioning to another employee-model firm or launching an RIA firm can be daunting!

Finding the right fit, adapting to the new environment, communicating the transition to your existing clients…there’s a lot to consider.

Let’s break it all down with Duncan MacPherson and guest Louis Diamond, President of Diamond Consultants, a financial advisor recruiting firm. With his strategic perspective and wealth of experience guiding top teams through transitions, mergers, and acquisitions, Louis offers valuable insights and solutions to help you navigate change with clarity and confidence. 

They discuss:

  • Top challenges advisors face while transitioning
  • Strategies to maximize your business’s efficiency, profitability, and overall value
  • Why transitions are a great opportunity to revitalize your value proposition
  • How to effectively position your transition in front of your existing clients
  • The “Shrink to Grow” approach
  • And more

Resources:

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About Our Guest:

Louis has guided many of the top teams in the industry as they’ve transitioned to another employee-model firm or launched RIA firms. As a next-generation leader for Diamond Consultants, Louis has a first-hand understanding of the needs and requirements of complex multi-generational teams. His strong business acumen, refined analytical skills, and objectivity allow him to advise independent business owners who want to accelerate growth via mergers, acquisitions, and recruiting.

As President of Diamond Consultants, Louis is responsible for the day-to-day operations of the firm, with an eye toward future growth. Much like the advisors he counsels, his focus remains on providing the best advice possible for those we work with while transforming the firm into a scalable enterprise.

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The Language of Referrals with Bill Cates (Ep. 57)

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Does asking for referrals make you feel like you’re being needy? Are you afraid of hurting your existing relationships with clients and COIs?

When asking for referrals, your words matter!

Catch Duncan MacPherson’s conversation with Bill Cates, referral coach and author of “The Language of Referrals,” about the art of being referable and mastering the concept of introductions with professionalism and stewardship. They highlight the biggest barriers to referrals and how to overcome them by using the right language.

They discuss:

  • Subtle word choices that have a profound impact on your referability
  • How to attract more of your “ideal clients”
  • How to build trust with centers of influence
  • Sample scripts and power phrases that you can instantly apply to your conversations
  • And more

Resources:

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About Our Guest:

Bill Cates, CSP, CPAE, works with financial advisors to speed up their growth without increasing their marketing budget. Advisors tap into Bill’s proven process to multiply their best clients through introductions from advocates and Centers of Influence, communicate their value proposition more effectively, and create a reputation in a profitable target market. Bill helps advisors move from push prospecting to magnetic marketing – to attract more Right-Fit Clients™.   

Bill is the author of 3 best-selling books, Get More Referrals Now, Beyond Referrals, and Radical Relevance. Bill’s newest book, The Language of Referrals is due to be released in March of 2024. He is the founder of The Cates Academy for Relationship Marketing™, has been named the #1 Financial Advisor Influencer by Indigo Marketing, and is the host of the acclaimed Top Advisor Podcast (www.TopAdvisorPodcast.com) – now ranked in the Top 10% of podcasts worldwide.

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