Tag Archives: Coaching

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.

Resources:

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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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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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Leaving No Stone Unturned: How to Maximize Your Exit Strategy with Ted Jenkin (Ep. 54)

Leaving No Stone Unturned: How to Maximize Your Exit Strategy with Ted Jenkin (Ep. 54)

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

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
  • Navigating the HR and legal parameters of a sale
  • And more

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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From Organic to Scalable Growth with Bill Sowell (Ep. 51)

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

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
  • And more

Resources:

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About Our Guest:

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.

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Timely and Timeless Best Practices with Chris Jeppesen (Ep. 50)

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

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
  • And more

Resources:

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About Our Guests:

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.

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The Evolution and Elevation of the Financial Professional With Thane Stenner (Ep. 31)

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

The Japanese have a concept called Kaizen, which means “constant and never-ending improvement.”

If you want to become the advisor of the future and avoid a growth plateau, it’s important to strive for Kaizen.

In this episode, Duncan MacPherson speaks with Thane Stenner, CIM®, FCSI®, senior portfolio manager and senior wealth advisor at Stenner Wealth Partners. They share proven strategies to engineer professional contrast and achieve constant growth.

They discuss:

  • The evolution of the financial industry from transactional to relationship-focused
  • How he grew his business by reducing the number of clients
  • How to mold the way your clients articulate your value to their network
  • Every reason to be at the front of the change curve (even if it means making mistakes)
  • And more

Resources:

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Connect With Thane:

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About Our Guest:

Thane Stenner is based in Vancouver, British Columbia, Canada and is a Senior Portfolio Manager & Senior Wealth Advisor of Stenner Wealth Partners+ at CG Wealth Management Canada and CG Wealth Management (USA), Inc. He has spent more than three decades understanding and managing the unique financial complexities facing wealthy investors, family offices, and institutional fiduciaries in North America. Thane is cross-border licensed with FINRA in the USA, and with IIROC in Canada, with clients based in San Francisco and The Bay Area as well as across Canada. He is a Fellow of the Canadian Securities Institute (FCSI®), the highest Canadian Securities Institute designation and Chartered Investment Manager (CIM®), the recognized standard for portfolio management.

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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

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Connect With Mike:

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Finish Strong in 2022 (Ep. 29)

Finish Strong in 2022 (Ep. 29)

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

Q4 is the perfect time to finish the year with a bang, especially as we come out of an unprecedented disruption. It’s also the perfect time to build momentum and prepare to fast-track success in the New Year.

In this episode, Duncan MacPherson highlights four key steps financial professionals should take to maximize their client relationships and position their businesses for a strong and profitable final quarter of 2022, and for a great start to 2023. These strategies are easy to implement and translate into results quickly and predictably.

Duncan discusses:

  • A proven process to rejuvenate relationships with your best clients and amplify growth through advocacy
  • How to make timely adjustments to increase efficiency and productivity
  • Sample scripts to use in client meetings (and holiday cards!)
  • Tips for maximizing your value during volatile market conditions
  • And more

Resources:

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Adding a Coaching Dynamic to Your Client Experience with Jeff Ambrose (Ep. 28)

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

There’s a huge difference between someone buying your products versus someone buying into a relationship with your practice, people and process.

Adding a coaching dynamic to your practice can help you win and retain clients in the long run.

In this episode, Duncan MacPherson talks to Jeff Ambrose, business consultant at Pareto Systems. They share strategies to create professional contrast as the financial industry becomes increasingly commoditized.

Jeff discusses:

  • Action items that every advisor should have on their client meeting agenda
  • Why clients might be seeing only 5% of your total value (and how to fix it)
  • How coaching improves your relationships — especially with high-net-worth clients
  • The underrated benefits of goals-based planning
  • And more

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About Our Guest:

Jeff Ambrose has 20 years of experience in the financial services industry working with successful advisory teams through his wholesale relationships. He has consistently met and exceeded goals in every aspect of his career; growing revenue with existing clients, attracting new clients, and turning around failing territories resulting in consistent promotions leading up to Senior Vice President and, most recently, Partner.

Jeff’s success in the industry has been driven by his talent for crafting winning strategies. Putting relationships first, focusing on value that is accretive to an advisor’s practice, and positioning himself as a true strategic partner has allowed him to enjoy tremendous success at the firms he’s represented. His passion, and his talent as a mentor and coach, became well-known to his leadership, peers and advisors. He has been dedicated to helping advisors implement strategies to grow their business; such as turn clients into advocates, and competitor-proof and brand their practice. Jeff now works with select groups of advisors helping them attain their professional and personal goals through proven Pareto processes.



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