Tag Archives: Generational Wealth

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.

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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, 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.

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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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Entitlemania with Richard Watts (Ep. 25)

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

Legacy planning is much more than transferring money from one generation to the next. It’s also about transferring values. If you simply “give” the money to your children, they might lack the wisdom, grit, and satisfaction of accomplishment that only struggle and adversity can bring.

In this episode, Duncan MacPherson joins Richard Watts, author of Entitlemania: How Not To Spoil Your Kids, And What To Do If You Have! Having been the wise counsel to many of America’s wealthiest families, Richard shares how you can help your clients prepare their children for the real world, instead of spoiling them with free money.

Richard discusses:

  • How to prompt wealth transfer conversations that your clients might not like
  • Why first-generation earners should not deprive their children of experiential learning
  • Real-life examples of families who have adopted the “tough love” approach
  • How to take your relationship management to the next level
  • And more

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About Our Guest:

Richard Watts, lawyer, author, columnist, speaker, and problem solver, is the wise counsel to many of America’s wealthiest families. They rely on him to guide their families and journey through the rapids of life. From behind these castle walls, Richard provides the wisdom and counsel to avoid the pitfalls of excess and entitlement. The founder of Family Business Office ® (“FBO”), Richard was admitted to practice law in 1982 and is an alumnus of the Harvard Business School. He has appeared on numerous television programs and authored articles as an expert on how money often complicates the “simple life”. Author of Fables of Fortune: What Rich People Have That You Don’t Want, and Entitlemania How Not To Spoil Your Kids, And What To Do If You Have!



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A Brand Within a Brand – The Multi-Family Office with Scott Hamilton (Ep. 12)

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

When your clients undergo a major liquidity event, they often expect a lot more from you than simply “investing” their newfound wealth.

That’s why it’s crucial to build a bench strength that serves your clients at all levels!

In this episode, Duncan joins Scott Hamilton, a master coach to financial advisors and part of the Pareto Coaches Network. They talk about how advisors can attract and serve high-net-worth clients through a multi-family office (MFO) experience.

Scott discusses:

  • How to minimize the risk of losing clients after major liquidity events
  • How to build a Value-Added Support Team (VAST) that fulfills your clients’ evolving needs
  • Ways to prepare clients for the “suddenly affluent” phase well ahead of time
  • The self-actualization benefits of building an MFO
  • And more

Resources: 

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Connect With Scott Hamilton:

About Our Guest:

Over the years, Scott Hamilton built a successful estate and tax practice and a nationally known wealth strategies firm. He now devotes much of his professional time to a select group of financial advisors who are looking to consistently attract and retain great clients, run a more efficient and profitable practice, elevate the client experience, drive enterprise value, and deploy a scalable growth model. His coaching clients now range from smaller boutique practices to a large multi-advisor RIA firm with over $2 Billion in assets under management. Scott is also certified with Pareto Systems, where he is currently deploying the Pareto process with several of his most successful clients.

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How To Become an Advisor for Life with Levi McMellian (Ep. 11)

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Advisors often get asked by clients, “What will happen to me when you’re not around?”

If you don’t have an answer to it, it’s a sign to start your succession planning.

In this episode, Duncan joins Levi McMellian, CPA, AIF®, CEO, executive director, and founding partner at CFO4Life to uncover the secret to building a sustainable practice and scaling your business organically.

Levi discusses:

  • Why adversities are an opportunity in disguise for deeper client relationships
  • How to avoid a growth plateau through effective legacy planning
  • The importance of branding your process (instead of a single advisor)
  • The PSP mindset for identifying right-fit clients
  • And more

Resources: 

Connect With Duncan MacPherson:

Connect With Levi McMellian:

About Our Guests:

As CEO and managing director of CFO4Life, Levi McMellian oversees vital business operations and pursues new business growth. However, his primary focus remains on building personal client relationships. With a passion for listening and learning about his clients’ most important goals and dreams, Levi seeks to offer thorough and impartial individualized advice.

In addition to being a Certified Public Accountant and Accredited Investment Fiduciary®, Levi has a bachelor’s degree in business and accounting from Oklahoma State University. As a founding partner, Levi’s determination has developed CFO4LIFE from a start-up to an established and respected Texas Investment Advisory Firm. He was instrumental in sculpting its vision and the revolutionary concept of a comprehensive, team-oriented financial planning firm. Levi also pioneered the concept of financial wellness benefits for executives in large corporations and comprehensive advisory solutions for retirement plans.    

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Achieve Mastery of Family Dynamics With Jackie Wilke

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

As aging clients transfer their wealth, advisors often yearn for a lasting relationship with their beneficiaries down the road.

However, getting introductions to clients’ family members can be a challenge!

In this podcast, Duncan speaks with Jackie Wilke, vice president, advisor consultant at First Trust. They unpack strategies to help you attract and retain clients for multiple generations by developing a Multi-Family Office (MFO) client experience.

Duncan and Jackie discuss:

  • How to demonstrate your genuine care for clients without seeming too sales-y
  • The “family phone call” exercise that positions you as a family advisor
  • Tips to help you navigate complex family conversations with clients
  • Content marketing ideas to create significant value for your target audience
  • The importance of building a multi-generational client base 
  • And more

Resources: 

Connect With Duncan MacPherson:

Connect With Jackie Wilke:

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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