Tag Archives: Client Relationships

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:

Connect With Duncan MacPherson:

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

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:

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

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

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

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

Connect With Duncan MacPherson:

Connect with Mindy Diamond and Diamond Consultants:

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

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:

Connect With Duncan MacPherson:

Connect With Event Advisors:

Promotions:

The Blue Square Toolkit™ by Pareto (Start your 14-day free trial today!)

ProudMouth – Be Your Own Loud

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

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

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:


Connect With Duncan MacPherson:

Connect With Rob Brown:

Promotions:

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Empowering Financial Advisors: Core Values, Work-Life Balance, and Client-Centric Strategies with Sybil Verch (Ep. 63)

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

Balancing client needs, industry best practices, and personal life can be challenging in financial services.

How do you maintain integrity while fostering client relationships and achieving work-life balance?

In this episode, Duncan MacPherson chats with Sybil Verch, wealth advisor, TV show host, and author. Together, they explore themes such as benevolence and charitable giving, the distinction between transactional sales and directional stewardship, and how these practices foster deeper client relationships.

Listen in to gain actionable insights on maintaining work-life harmony, positioning charitable giving within client relationships, and transitioning from aggressive sales tactics to a nurturing, long-term business strategy.

Sybil discusses:

  • Inspiring women in finance through her book, The Female Edge
  • The shift from transactional salesmanship to providing long-term value for clients
  • Customizing work-life solutions and setting boundaries for personal fulfillment
  • Effective strategies for decommoditizing your value and maintaining professional integrity
  • Integrating philanthropy into professional practice to create a lasting legacy
  • And more

Resources:

Connect With Duncan MacPherson:

Connect With Sybil Verch:

Promotions:

About Our Guest:

Sybil Verch, with her 30+ years of industry experience and a former executive role at Raymond James Ltd., is focused on serving an exclusive group of C-Suite Executives and successful entrepreneurs. She provides them with the best tools and platform in the industry to help them feel in control of their financial situation and achieve their life goals. Whether it’s about nearing retirement and ensuring adequate income for life, managing stock options, reducing taxes, funding new adventures, taking care of family, giving back to the community, or leading a corporation to new heights through increased market share, Sybil believes that success is dependent on the successful implementation of a strategy.

In order to expand her reach beyond the select clients she personally works with, Sybil hosts and produces a nationally broadcast financial literacy talk show, The Wealthy Life. Her aim is to help Canadians make smart financial decisions to make the most of what they have. She offers real-world, no-nonsense advice to educate individuals on how to better deal with financial challenges. Sybil interviews guest experts on topics such as increasing cash flow, business succession planning, tax saving tips, retirement & estate planning, risk management, and investment options.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

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

Advisor, Education, Finance, Financial, 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:

Connect With Duncan:

Connect With Bill:

Promotions:

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

Rejuvenating Client Relationships with Matt Cardella (Ep. 47)

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

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
  • And more

Connect With Duncan:

Connect With Matt:

Promotions:

About Our Guest:

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.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

The Total Relationship: The Best Value-Add Advisors Can Offer with Tyson Ray (Ep. 40)

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

The biggest value-add advisors offer to their clients does not lie in the rates of return or complex financial reports. It lies in the advisor-client relationship!

In this episode, Duncan MacPherson speaks with Tyson Ray, CFP®, CExP®, CIMA®, founding partner at FORM Wealth Advisors, about the concept of Total Relationship and how it can help you grow your business organically — while maintaining a sense of purpose.

They discuss:

  • Why relationship-based growth might be better than growing through acquisitions
  • Areas where financial advisors add significantly greater value than AI coaching
  • Strategies to improve relationship management (For example, Up or Down™ by Tyson)
  • What it means to create true wealth for clients
  • And more

Resources:

Connect With Duncan:

Connect With Tyson:

Promotions:

About Our Guest:

Tyson Ray first learned about investing and the stock market during an economics class in his sophomore year at Badger High School, and at 16 years old, he decided to invest $100 into two different mutual funds. This was his first step on a path he continues to traverse today: using financial strategy to help make people’s lives better.

Over the past 25+ years, Tyson has sought to expand his knowledge and expertise through Yale School of Management, Investment Management Theory & Practice, CIMA Certification Registration Education Program, including obtaining the Certified Investment Management Analyst® (CIMA®) Certification and through the College for Financial Planning for the CFP® Certification, including obtaining CERTIFIED FINANCIAL PLANNER™ Certification. Tyson received his Certification in Business Exit Planning to better help entrepreneurs and business owners transition to selling their life’s work.

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More

The Advisor of the Future With Mike "Cy" Cajthaml Jr.

The Advisor of the Future With Mike “Cy” Cajthaml Jr. (Ep. 30)

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

If you want to distinguish yourself from the advisor down the street, you’ll need to create a memorable client experience that extends beyond financial expertise. This includes being highly process-driven, keeping up with clients’ evolving needs, improving communication, and more.

In this episode, Duncan MacPherson speaks with Mike “Cy” Cajthaml Jr., a business consultant at Pareto Systems. They explain what it means to be the advisor of the future and strategies to move from organic to scalable growth.

Mike discusses:

  • What to do if you have maxed out and hit a growth plateau
  • The importance of clear communication — both internally and externally
  • How to make your value feel more “tangible” to clients
  • Key points to keep in mind while creating a succession plan for your business
  • Reasons to decommoditize, demystify, and depersonalize your practice (and how)
  • And more

Connect With Duncan:

Connect With Mike:

Promotions:

Podcast: Play in new window | Download | Embed

Subscribe: RSS | More