Tag Archives: Ideal Clients

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.

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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.

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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.

Resources:

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Connect With Event Advisors:

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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

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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:

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Connect With Bill:

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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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Embracing the C-Suite with Max and Lucas Winthrop (Ep. 49)

Embracing the C-Suite with Max and Lucas Winthrop (Ep. 49)

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

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
  • And more

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Connect With Winthrop Wealth:

Connect With Max Winthrop:

Connect With Lucas Winthrop:

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About Our Guests:

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.

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Make Your Clients The Voice With Steve Phillips (Ep. 48)

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

Have you ever stepped into your clients’ shoes to see your business from their point of view? Understanding how they perceive your value is key to building lasting relationships.

In this episode, Duncan MacPherson engages in a thought-provoking conversation with Steve Phillips, Chief Practice Management and Development Officer at USA Financial and a consultant at Pareto Systems. Together, they explore strategies for effectively articulating your value proposition and turning clients into enthusiastic advocates.

They discuss:

  • Three golden questions to ask your existing clients
  • The path from endorsements to introductions (i.e., quality referrals)
  • How “client advisory councils” and “ideal client meetings” can rejuvenate your relationships and generate valuable feedback
  • Powerful ways to position (not pitch!) your value to clients
  • And more

Resources:

Connect With Duncan:

Connect With Steve:

Promotions:

About Our Guest:

Steve Phillips is the Chief Practice Management and Development Officer, joining USA Financial in 2019. He leads the coaching and consulting team working with USA Financial advisors to increase the enterprise value of their firms through tailored ongoing and evolving practice management initiatives. In addition to Steve’s integral role within the coaching team, he works with the sales team to develop strong and productive partner relationships with advisors. This interconnective approach between coaching and sales strategically elevates the overall client experience provided.

Steve Phillips is also a Pareto Certified Practice Management Consultant at Pareto Systems. He has spent over 25 years in the financial services industry as a speaker, trainer, and educator working with advisors, product development firms, and carriers.

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