Tag Archives: Pareto Systems

Entitlemania with Richard Watts (Ep. 25)



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!




Thriving through Market Volatility with Chris Jeppesen (Ep. 24)



When the markets are soaring high, most advisors might do well. But it is during times of high volatility that elite advisors set themselves apart.

They create a professional contrast and an exceptional experience to meet the current demand of clients and prospects, even during a downturn!

In this episode, Duncan MacPherson joins Chris Jeppesen, chief of advisory practices at First Trust, to discuss strategies for alleviating your clients’ anxiety amidst current market turbulence and the progression and evolution of top financial professionals today.

Chris discusses:

  • How to restore your clients’ confidence in you using the ECA framework (empathy, context, and action)
  • How to maintain relevance as financial services get commoditized
  • The much-needed shift from transactional salesmanship to directional stewardship
  • Sneak peek into the new book “The Blue Square Method” (and how it will benefit fee-for-service professionals)
  • And more

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About Our Guest:

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.




Lavish Your Clients With Service with Cathi Durrell (Ep. 23)



Aside from a prospectus, product brochure or statement, your business has become extremely virtual and complex. Adding tangible tools to your approach helps remind both your affluent clients and your prospective clients that there are two types of advisors – salespeople and consultants – and what the differences between the two are.

In this episode, Duncan MacPherson joins Cathi Durrell, owner of Lavish Cards, to discuss how one of the best strategies a fee-for-service professional can do to take their relationship management to the next level.

Cathi discusses:

  • Actionable strategies that lead to client loyalty, client engagement, and client advocacy
  • How greeting cards reinforce your image as a goal-based professional
  • What to do if you can’t find the time to send out personalized greeting cards
  • Unconventional card ideas to improve your branding
  • And more

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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 travel and exploring “the back-roads” with Glen, in search of the next image for Lavish.

 


Preparing to Buy (or Sell) a Business with Ted Motheral (Ep. 22)



Your business is your biggest asset — it’s your life’s work! If you want to maximize its enterprise value, you need to take action well before the time of selling it.

If you’re a buyer looking to take over a business, there are certain efforts you can take to improve your company’s growth.

In this episode, Duncan MacPherson joins Ted Motheral, chair of Walter | Haverfield’s Business Services group, to help buyers and sellers prepare for an efficient business transfer. They also explore ways to take impeccable care of your clients and employees during the process.

Ted discusses:

  • Key value drivers for a financial advisory business
  • A checklist to keep in mind before buying or selling a business
  • The importance of taking a goal-based approach toward your big liquidity event
  • The role of private equity in the current M&A landscape
  • How to organize your corporate structure and protect your intellectual property before selling your business
  • And more

Resources:

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About Our Guest:

Ted Motheral is Chair of Walter | Haverfield’s Business Services group, which includes more than two dozen business and transactional lawyers. He focuses his practice on mergers and acquisitions, as well as private debt and equity financing. Ted has experience in leading transactions for multi-million dollar acquisitions and has represented borrowers and lenders in multi-million dollar debt offerings. He is also experienced in advising clients on general corporate matters, entity formation and governance, joint ventures, divestments, and reporting requirements and regulations. Additionally, Ted has experience forming loan documentation programs for public entities in the State of Ohio. Ted joined Walter | Haverfield as a partner in 2016. Prior to joining Walter | Haverfield, he practiced law at Benesch Friedlander Coplan & Aranoff. He was formerly a financial consultant for PricewaterhouseCoopers (PwC) in New York City and also worked in the general counsel office of KLA-Tencor Corporation in Silicon Valley, California.

 


Looking to Your Liquidity Event with Denise Logan (Ep. 21)



Every business owner will leave their business one day, voluntarily or involuntarily. It’s a matter of WHEN, not IF.

So, it’s important to start planning for this inflection point well ahead of time — both technically and emotionally.

In this episode, Duncan MacPherson speaks with Denise Logan, business transition expert, professional speaker, and best-selling author of The Seller’s Journey. Denise explains how you can help clients overcome the emotional barriers to selling a business while simultaneously preparing for your own exit.

Denise discusses:

  • Why creating your own exit strategy is the first step to assisting clients in their exit
  • How to remain your client’s first-choice advisor when the time comes for the big liquidity event
  • How to prepare your team for the transition to a new owner
  • Legacy dinners, fireside chats, and other fun activities to connect with your clients
  • And more

Resources:

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About Our Guest:

Denise Logan knows that to business owners, selling a business is more than a transaction. To them, it is an emotionally fraught period of transition, filled with unexpected highs and lows, with no clear vision of what waits at the end for them and their family. Her passion for this work is colored by her own experience of being an unprepared business owner who made an abrupt and choppy exit from her company, after ignoring the signs that it was time for several years.

She is the author of The Seller’s Journey: A Business Fable about Navigating the Emotional Obstacles to Selling Your Business, and has addressed more than five hundred audiences on three continents about the psychology of business owners and how to make it easier when the time comes to let go. 

Denise provides advanced training to advisors employed by some of the world’s largest financial institutions, law firms and accounting firms, helping their clients successfully transition their businesses to new owners and, most importantly, without regret.


How To Fulfill Your Clients’ Deepest Estate Planning Needs with Julia Norman and Tom Deans, Ph.D. (Ep. 20)



Do you know what’s keeping your clients up at night? For a lot of them, it is this question, what happens to their hard-earned wealth when they pass away?

In other words, it’s the absence of an estate plan.

In this episode, Duncan MacPherson speaks with Julia Norman, associate lawyer at Pushor Mitchell LLP, and Tom Deans, Ph.D., intergenerational wealth expert, speaker, and best-selling author of “Every Family’s Business” and “Willing Wisdom.” Julia and Tom explain how advisors can re-imagine estate planning for their clients to ensure a stress-free wealth transfer that minimizes future family conflicts.

Julia and Tom discuss:

  • The main reasons why your clients might be delaying estate planning
  • How to make estate planning highly process-driven and collaborative
  • How family estate planning meetings can help retain your clients for multiple generations
  • Why advisors should create their wills first before helping clients
  • And more

Resources:

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About Our Guests:

Julia Norman is an associate lawyer with Pushor Mitchell practicing in the areas of civil litigation, family law, estate planning and estate administration. Prior to going to law school, Julia rode for the Canadian Equestrian Team in the sport of three-day eventing, training and competing throughout North America. Outside of the office Julia can be found spending time with her family, riding her horse, water skiing, or enjoying one of the many activities that the Okanagan has to offer.

Tom Deans, Ph.D.’s research and thought leadership on the subjects of wealth transfers, preparing heirs and family dynamics has made him an in-demand speaker and webinar presenter. Since the release of his first book in 2008, Tom has delivered more than 1000 paid speeches in 25 countries. He has also provided advanced training to advisors employed by the world’s largest financial institutions, law firms and accounting firms. Dr. Deans is also the Founder of the Willing Wisdom Index™ a new digital client engagement tool for advisors to share with prospects and clients.




The Why and How of Video Marketing for Advisors 2.0 with Laura Garfield and Sharon Gottula (Ep. 19)



Advisors have been using conventional tools for content marketing like blogs and whitepapers for years. But have you ever considered video marketing?

Videos can help you with client acquisition, establishing credibility, branding, and much more!

In this episode, Duncan MacPherson speaks with Laura Garfield and Sharon Gottula, co-founders of Idea Decanter. They explore the power of video marketing in financial services and how it can fast-track your business growth.

Laura and Sharon discuss:

  • Ways to enhance your client experience using videos
  • Tips for effectively conveying your core message to ideal prospects
  • How Idea Decanter makes video marketing easy (even if it’s your first video!)
  • How to add tremendous value to your business with video intellectual property
  • And More!

Resources:

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Connect With Sharon:

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About Our Guests:

Laura Garfield started her career in broadcast journalism learning how to ask the right questions to get to the heart of the story. Her experience, from small-market TV in Hastings, NE, all the way up through positions at CBS News in New York and then CNN in Atlanta, gives her a unique perspective on digital storytelling. In 2014, she co-founded Idea Decanter to help growth-minded financial service professionals leverage digital content to take control of their own brand.

Sharon Gottula spent 20 years as a commercial photographer, focusing her talent on everything from portraiture to architecture and food for national and international publications, such as  Newsweek, Men’s Fitness and Prevention Magazine. When she co-founded Idea Decanter, she began helping clients in the wealth sector breathe new life into their marketing strategies with video. Sharon specializes in finding visual ways to explain complex concepts and telling your story in 2 minutes or less.


Dynastic Drivers in Estate Planning with Julia Norman (Ep 18)



Estate planning is the one of those tasks that needs to get done but we often procrastinate to get it done. 

On This episode of Always on, Duncan MacPherson is joined by Julia Norman, Associate Lawyer at Pushor Mitchell LLP, who specializes in estate planning. She shares insights and tips on how to navigate your estate plan so you don’t have to worry when something bad happens. 

Julia discusses:

  • The three things that separates her from other estate planning lawyers  
  • Tax Liabilities 
  • The negative effects of procrastination on estate planning
  • Why people are desperate to get their estate plan done when something big happens
  • And More!

Resources:

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About Our Guest:

Julia Norman is an associate lawyer with Pushor Mitchell practicing in the areas of civil litigation, family law, estate planning and estate administration.

Prior to going to law school, Julia rode for the Canadian Equestrian Team in the sport of three-day eventing, training and competing throughout North America. Outside of the office Julia can be found spending time with her family, riding her horse, waterskiiing, or enjoying one of the many activities that the Okanagan has to offer.


Find Another Gear with David Rutherford (Ep 17)



Join David Rutherford, a highly sought-after performance coach who combines immutable principles drawn from his intense experience in the Navy SEAL community along with actionable strategies from the world of business development and entrepreneurship. His client list is a who’s who in corporate America as well as champion amateur and professional sports teams. 

Along with Duncan MacPherson, David will share his unrivaled insights and proven strategies that will revitalize your team, reframe your client relationships and reignite your ambition to serve and grow as a financial professional.

They discuss how to:  

  • Kickstart Your Team to buy into an optimistic and elevated approach to the future
  • Rejuvenate Your Clients to ensure they appreciate your value fully and completely
  • Define Your Continuity Plan to go deeper into client families and secure your legacy
  • Drive Your Enterprise Value to maximize your biggest asset and life’s work

Resources:

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About Our Guest:

David is living his dream as an internationally known motivational speaker, best-selling author for kids and adults, world champion performance coach, and an award-wining Podcast host. His passion for motiving people is allowing him to work with the top companies in the world, averaging over 50 events a year. His specialty is helping individuals, teams, and organizations to develop a specific and focused approach to managing people and the mission. David is committed to helping people embrace their fears, forge their Self-Confidence, how live the Team Life, and live with purpose. David’s high energy, entertaining style, and endless motivation inspire all of those who come in contact with him to dig deep, persevere, and commit to the development of winning cultures.

David served 8 years in the Naval Special Warfare Community as a SEAL student, Combat Paramedic, Operator, and Instructor. Since his honorable discharge from the Navy in 2003, he has continued traveling as an international training specialist for Blackwater. Eventually, David was recruited by the CIA as a training and curriculum specialist, as well as deployed into high threat areas as a close protection and security specialist. David’s long-term service to the country at the highest levels and in many areas enabled him to develop a masterful ability to motivate and train people from all walks of life to achieve success in any environment imaginable.

Since 2006 David has been motivating audiences and individuals across America and around the world with his highly unique style of speaking, writing, and coaching. His Froglogic Concepts are derived from the 70 + years of operational successes within the UDT/SEAL community as well as 25 years of personal experience and research. He has combined his incredible personal story with the proven track record of the SEAL Teams and the CIA to create a simple, elite performance program.

 


Episode 16

New Perspectives on Growth with Kevin Bishopp (Ep 16)



The business world is forever evolving. Even the disruption of the last two years was only able to slow it down for a short time.. 

In this episode, Duncan MacPherson meets with Vice President and Performance Coach Kevin Bishopp for the Advisor Consulting Group at First Trust Portfolios. They discuss the growth in the business world over the last two years.

Duncan and Kevin discuss:

  • Marketing your business from growing down, growing up and everything in between
  • The three categories of solutions
  • Why some advisors are reluctant to make cuts
  • The difference between being able to design and being able to build
  • The Cash Flow model
  • And more

Resources:

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Connect With Kevin:

Promotions:

About Our Guest:

Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group. 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.