Tag Archives: Business Growth

Always On podcast

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

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

Join host Duncan MacPherson as 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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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, Business, Coaching, Consulting, Education, Finance, Financial, Financial Advisor, Uncategorized, , , , , , , , , , , , , , , ,

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.

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

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!

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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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The Power of Personalized Gratitude: Building Client Loyalty with Cathi Durrell (Ep. 64)

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

Join Duncan as he sits down with Cathi Durrell, co-founder of Lavish Cards, to discuss the power of personalized gratitude in building lasting client relationships for Financial Advisors. Discover how sending customized cards to clients can enhance your client retention strategies, foster loyalty, and increase client advocacy.

Cathi shares insights from her 12+ years of experience in helping Financial Advisors use hand-crafted greeting cards to make a lasting impact with clients.

Tune in to learn:

  • Why Thanksgiving cards can give your business an edge over competitors
  • How to make gratitude part of your daily routine to deepen client relationships
  • Real stories of financial advisors using gratitude to boost referrals and client advocacy
  • The BRAG method: How Belonging, Recognition, Appreciation, and Gratitude drive client engagement
  • A look at Lavish Cards’ One Card at a Time program designed for financial professionals

This episode is full of actionable strategies to humanize your client experience, foster stronger client loyalty, and generate organic referrals.

Resources:

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About Our Guest:

Cathi Durrell, along with her husband Glen, who is a professional photographer, are the owners of Lavish Fine Art Cards, a company they co-founded 11 years ago. Lavish has grown extensively over the past 11 years and specializes in catering to the bespoke communication needs of their clients. The entire crew at Lavish are committed to creating and supplying the highest quality greeting cards. In her spare time, Cathi enjoys traveling and exploring “the back-roads” with Glen, in search of the next image for Lavish.

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AI Insights and Breakthroughs – Especially for Financial Advisors! with Kevin Bishopp (Ep. 61)

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

AI will not replace humans. It will replace humans who don’t embrace AI.

Ever-curious advisors committed to learning about AI’s latest use cases are more likely to achieve professional contrast and elevate their client experience!

To learn what’s new with AI (especially for advisors), join Duncan MacPherson’s conversation with Kevin Bishopp, Vice President and Performance Coach for the Advisor Consulting Group at First Trust. They explain why you shouldn’t fear AI, but rather leverage it for content creation, research, client communications, and much more.

They discuss:

  • The evolution of AI from early machine learning to generative AI
  • Practical applications of AI for financial advisors — with specific examples
  • How to use AI to see through the lens of your clients and discover unmet needs
  • Easy-to-use prompts you can start using right away
  • Recent AI breakthroughs and future potential
  • And more

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

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

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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)

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

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

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

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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)

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

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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Transitioning Next-Gen Wealth with Tom Deans (Ep. 56)

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

The complexities of passing on a legacy and managing family dynamics can be overwhelming, especially for first-generation business owners.

As their advisor, how can you help prepare their heirs and transition wealth smoothly?

Find out as Duncan MacPherson speaks with Tom Deans, Ph.D., intergenerational wealth expert, speaker, and best-selling author of “Every Family’s Business” and “Willing Wisdom.” They explore how advisors can improve client retention and referrals by addressing one of the biggest unmet needs of self-made first-generation business owners and professionals — continuity and succession planning.

They discuss:

  • Major challenges faced by business owners during succession planning
  • How advisors can set the stage for successful wealth transfer
  • Why multi-generational family meetings (with the advisor present) can be incredibly powerful and revealing
  • Strategies for addressing complex family dynamics
  • A sneak peek into Tom’s upcoming book: The Happy Inheritor
  • And more

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About Our Guest:

Tom Deans, Ph.D.’s research and thought leadership on the subjects of wealth transfers, preparing heirs, and family dynamics have made him an in-demand speaker and webinar presenter. He is the author of the best-selling family business book of all time, Every Family’s Business: 12 Common Sense Questions to Protect Your Wealth, listed by the New York Times as one of the top ten books business owners should read. His second book, Willing Wisdom: 7 Questions Successful Families Ask, offers a creative process to bring transparency to a family’s estate plan. More than two million copies of his books are in circulation.

Dr. Deans gives more than 100 speeches a year on the subject of intergenerational wealth transfers, preparing heirs, and business succession planning. Over the past 17 years, he has delivered more than 2,000 keynote speeches in 28 countries on four continents. He has also provided advanced training to advisors employed by the world’s largest financial institutions, law firms, and accounting firms.

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