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.
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.
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
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.
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
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.
Want to receive maximum value for the business you’ve worked so hard to build?
The key lies in being proactive with your exit strategy.
Dive into a thought-provoking conversation between Duncan MacPherson and returning guest Ted Jenkin, CEO of oXYGen Financial and president of Exit Stage Left Advisors. Together, they uncover practical insights to streamline your operations, improve client acquisition, and scale your credibility – ultimately garnering a higher multiple for your business.
They discuss:
The critical role of recurring revenue in enhancing enterprise value
Creating “proprietary” value as an advisor
Using client testimonials and online reviews to build trust
How to leverage AI for content creation (with a list of helpful resources)
How an exit plan helps you de-risk in the face of uncertainty and volatility
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.
In your mind, you have a certain brand image and value proposition for your business. Do your clients see it the same way?
Are your clients well-equipped to tell your story for you and be your biggest advocates?
Join Duncan MacPherson and Mike “Cy” Cajthaml Jr., a business consultant at Pareto Systems, as they delve into the power of client advisory councils in uncovering unmet needs, elevating the client experience, and achieving professional contrast. You will learn a turnkey approach to simplify the process and make client advisory councils a routine best practice.
They discuss:
The complete process and logistics from ramp-up to execution to follow-through (with an example)
How to conduct effective, agenda-driven discussions that lead to actionable insights
How to position the idea of advisory councils to your clients for the first time
Why client feedback can result in improved referability
The added benefit of finding a renewed sense of purpose for advisors
Mike “Cy” Cajthaml Jr. has distinguished himself in the financial services industry over a remarkable 17-year career, marked by his vibrant and effective leadership style. He’s deeply committed to enhancing business and practice management strategies, always focusing on the achievement of his clients’ goals.
Mike’s career in the financial service industry was initiated at a major insurance-marketing organization, where he played a pivotal role in advising financial advisors nationwide on product solutions and marketing strategies. After dedicating six years to advising and coaching in the financial realm, Mike transitioned to become a financial advisor, collaborating with his father in Overland Park, KS. Their partnership managed substantial asset portfolios, leveraging a variety of insurance products. Mike’s firsthand experience with the Pareto Process, coupled with his insights from working with successful financial advisory firms, reinforced his belief in its transformative impact.
Driven by his conviction in the Pareto Process, Mike embraced the role of a Pareto coach. His unique blend of wholesale and retail experience empowers him to assist numerous advisory firms in integrating these processes, ultimately enabling advisors to realize their ideal lifestyle.
The transition to fee-based services has prompted advisors to prioritize fee-worthiness, with clients focusing less on cost and more on perceived value.
Plus, the complexities of relationship management may be amplified in a B2B upscaling model.
In this episode, Duncan MacPherson speaks with Bill Sowell, CEO of Sowell Management, about the distinction between salesmanship and stewardship, and what it takes to cultivate lasting client relationships. They also talk about the shift from a B2C organic growth model to a franchise-ready B2B upscaling model.
They discuss:
Being a consolidator versus adopting a methodical organic growth model
How Bill’s firm struck a powerful balance between the proverbial Wall Street-Main Street dynamics
Why advisors should never lose sight of relationship management
The path to strong advisor partnerships and an effective fit process
How technology and the Great Wealth Transfer are shaping financial services
Bill began his career in the financial services industry in 1990 and quickly became a top producer within the industry. In 1995, he began a fee-only practice now known as Sowell Management, which services a broad spectrum of some of the top Independent Advisor Representatives (IARs), and Registered Investment Advisors (RIAs) in the United States. He and his wife, Cindy, have worked as a team for more than 20 years. Bill is a bridge builder. He is passionate about helping advisors see an independent and prosperous future and guiding them through the entire journey.
In the fast-paced and ever-evolving world of financial advising, get ready to discover timely and timeless strategies that help you achieve professional contrast and create enduring value for clients.
In this 50th-episode special, Duncan MacPherson is back with co-author of The Blue Square Method, Chris Jeppesen, Chief of Advisory Practices at First Trust. Gleaning from their life experiences and the success stories of high-performing advisors, they share valuable best practices to achieve long-term growth.
They discuss:
Why more and more advisors are finding personal rejuvenation in their work
The upcoming retirement wave in the industry and the opportunities it presents
A process-driven approach to exhibiting empathy and personalization
How AI is revolutionizing financial services
The power of testimonials in building trust and attracting clients
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.
For years, financial advisors saw themselves as brokers, being mostly transactional and product-driven.
Today, advisors wear many hats. It’s no longer just a book of business, but an actual business!
In this episode, Duncan MacPherson joins Max Winthrop, CEO, and Lucas Winthrop, COO, of Winthrop Wealth and long-time clients of Pareto Systems. They emphasize the importance of embracing a C-suite approach to streamline core business functions and deliver a consistent and elevated client experience.
They discuss:
How to build effective functional teams with high functional accountability
How key C-suite positions can be refined and optimized for an advisory practice
The need for a philosophical alignment across the firm, which spills over to clients and strategic partners
Strategies for creating a process-driven and well-integrated business structure
Max Winthrop is the Chief Executive Officer at Winthrop Wealth. Max has consistently challenged the industry norms for wealth management providers, investing in creating a team-based wealth management experience that is complemented by a cutting-edge technology platform. He has over ten years of experience in the financial services and investment management industry. He is responsible for setting the firm’s strategy, broadening the service offering, and constantly working to enhance the client experience.
Max spearheaded the creation of the Winthrop Wealth Registered Investment Advisor (RIA) in 2017, implementing a partnership structure, a scalable technology infrastructure, and built out an experienced team of professionals. Since the creation of the new RIA, Winthrop Wealth has grown its asset base of regulatory advisory assets, won numerous employer awards, and was recently named to the INC 5000 (2021) list of fastest growing private companies.
Max’s prior work experience with a Fortune 500 Financial Organization equipped him with a leadership/management skillset. He also spent time as an investment analyst structuring large, institutional, Regulation D private placements.
Max believes that the industry needs an injection of youth and is working towards extending services, previously reserved for only wealthy individuals, to the younger millennial generation.
Lucas Winthrop is the Chief Operating Officer at Winthrop Wealth, where he collaborates with the leadership team to shape the firm’s strategic direction and plan. He plays a crucial role in focusing and marshaling firm resources to see the firm’s vision come to fruition. Winthrop Wealth’s current strategic plan includes initiatives related to building exceptional teams, implementing innovative solutions, and designing streamlined processes and structures to help drive scalable, positive outcomes. With over a decade of experience in financial services, Lucas is determined to disrupt outdated industry practices and usher in a new era of possibilities by focusing not on what has been but instead asking what could be.
To drive business optimization and strong business performance outcomes, Lucas focuses on anchoring and fostering a culture of collaboration and innovation that is ready to disrupt outdated industry practices or take advantage of disruption. Since launching the RIA alongside his brother Max in 2017, Winthrop has achieved remarkable success, including securing a coveted position on the esteemed INCE 5000 (2021) list of the fastest-growing private companies. Before joining Winthrop Wealth, Lucas was co-founder and CFO of a non-profit organization, and co-founded a music entertainment company.
Lucas’s obsession is to find out what interests and drives those around him and to unlock their utmost potential. With a profound love for the financial services industry, he enjoys connecting with his industry peers and assisting them in optimizing their businesses.
Advisors, are you looking for ways to rejuvenate your client relationships?
Creating a meaningful impact in their lives is only a part of it. It’s equally important that your clients know (and appreciate) your value and process!
In this episode, Duncan MacPherson joins Matt Cardella, a financial advisor at Raymond James. Matt shares how his business has achieved professional contrast and improved relationships with a process-driven approach.
They discuss:
How to make your message more compelling by thinking beyond the technicalities
The significance of converting ideas into intellectual property
Connecting “authentically” with your clients
How to make your clients appreciate you more
The path to greater work-life balance as a financial advisor
Matt began his career at Edward Jones in 2002 with a strong desire to help people make good financial decisions. In 2003, Matt hung out his shingle in Hinesville, Georgia. After 17 years, he made the change to Raymond James. Matt, along with his team, helps families and business people with their investments, but there is much more to it than just money. Matt and his team are committed to supporting their clients in every aspect of their lives, and finances are just the beginning. They recognize that financial well-being impacts many other areas of life. Their commitment to provide personalized and comprehensive planning goes far beyond investments. They help their clients navigate toward a brighter future with financial confidence.
People are bombarded with hundreds of emails and messages daily.
In a world dominated by digital communication, you need to do something that stops your clients in their tracks. You have to snap them out of the trance… But how?
In this episode, Duncan MacPherson joins Cathi Durrell, owner of Lavish Cards, to discuss how to build intimate relationships through personalized, hand-made cards that your clients will treasure for years to come! Get ready to get at least one good idea to elevate your client experience.
They discuss:
The emotional impact of receiving a surprise card
Real-world examples of greeting cards serving as a bridge for referrals and advocacy
Simple yet incredibly effective ideas for lumpy mail
The use of AI in enhancing the card-sending experience
Why greeting cards are a great way to connect with the next-generation
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 its clients. The entire crew at Lavish is committed to creating and supplying the highest quality greeting cards. In her spare time, Cathi enjoys travelling and exploring “the back roads” with Glen in search of the next image for Lavish.
