Tag Archives: Practice Management

Why Elite Advisors Think Differently Ep. 91

Why Elite Advisors Think Differently (Ep. 91)

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

Most financial advisors are really good at their job, and that might be exactly what’s holding them back!

Duncan MacPherson is joined by Pareto coaches Jason Westover and Mike “Cy” Cajthaml Jr. for a candid, high-level conversation on what the best financial advisors are doing right now to stay ahead in a rapidly evolving industry.

Together, they unpack what it truly means to become the “advisor of the future”,  from growing up-market and attracting ideal clients, to making the pivotal shift from technician to CEO. As disruption accelerates and AI reshapes workflows, the discussion centers on how top-performing advisors are leveraging both technology and human insight to build scalable, enterprise-value businesses.

The conversation explores the widening gap between complacency and ambition, the power of intentional practice management, and why relationship excellence, not technical expertise alone, remains the ultimate differentiator. Jason and Mike also share real-world observations from coaching some of the most sophisticated advisory teams in North America, highlighting the habits, structures, and mindset shifts that separate sustainable firms from stalled practices.

Key highlights include:

  • Why growing “up-market” often starts with refining your top 50 relationships
  • The transition from advisor to CEO, and why delegation unlocks scale
  • How leading teams are using AI to compress time without compromising trust
  • The importance of client advisory councils and feedback loops
  • Why no one wants to buy your job, only your business

This is a practical, forward-looking discussion for financial advisors who want to avoid plateauing, build enterprise value, and design a business that ultimately serves their life, not the other way around.

Tune in for strategic insight, tactical ideas, and a clear roadmap for what’s next in advisory leadership.

Promotions:

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Connect With Mike “Cy” Cajthaml Jr.:

About Our Guests:

Jason Westover has spent over 20 years helping financial advisors, sales teams, and wholesalers perform at their best. After discovering Pareto Systems 15 years ago, he became one of its strongest advocates, using its proven coaching methods to help top performers elevate their businesses. Today he’s also leading conversations on how AI tools can transform advisor effectiveness and client outcomes across the industry.

Jason lives near Kansas City with his wife and three children. Outside of work he’s a competition BBQ cook and Brazilian Jiu-Jitsu competitor.

Mike “Cy” Cajthaml Jr. brings 17 years of financial services experience to his role as a Pareto coach. His background spans insurance marketing, nationwide advisor consulting, and working alongside his father as a financial advisor in Overland Park, KS. That blend of wholesale and retail experience gives Mike a unique perspective in helping advisory firms integrate the Pareto Process and build toward their ideal practice.

Mike lives in Overland Park with his wife Ashley and their two sons, Cameron and Carson. Outside of work he enjoys golf, a good cigar, and cheering on the Chicago Bears.

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The Financial Advisor’s Blind Spot with Natasha Kennedy

The Financial Advisor’s Blind Spot with Natasha Kennedy (Ep. 88)

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

Nearly 90% of heirs leave their parents’ financial advisor. The real risk in the Great Wealth Transfer is not market volatility. It is irrelevance.

Join Duncan MacPherson as he speaks with Natasha Kennedy, Pareto-certified coach and family legacy specialist, for a timely conversation on the greatest risk facing financial advisors during the great wealth transfer.

Natasha breaks down why most heirs ultimately leave their parents’ advisor, how silence and avoidance around legacy planning erode trust, and why preparing heirs has become a critical differentiator in today’s advisory landscape.

Together, they unpack how advisors can embed continuity, succession, and family investment legacy into their value proposition in a way that deepens relationships, strengthens referability, and positions them as indispensable stewards of multi-generational wealth.

Key takeaways:

  • Why nearly 90% of heirs don’t stay with their parents’ advisor
  • How legacy and succession conversations increase advisor retention and fee worthiness
  • Practical ways to engage heirs without creating entitlement
  • How continuity planning protects relationships through generational transitions

Tune into now to unlock the secrets to keeping clients for generations by addressing the blind spot most advisors overlook.

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About Our Guest:

Natasha Kennedy, who brings more than a decade of financial services experience, beginning her career on Wall Street and then working with First Trust Advisors, and now focused on psychology and counselling.

Today, Natasha is a consultant with Pareto Systems helping advisors to strengthen client relationships, and build purposeful businesses. With her background in both finance and psychology, Natasha is the ideal person to guide us through the human side of this great wealth transfer, specifically on adding Intergenerational Planning & Family Meetings into your process.

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Built to Sell: The Advisor’s M&A Playbook with Scott Danner Ep. 87

Built to Sell: The Financial Advisor’s M&A Playbook with Scott Danner (Ep. 87)

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

In this episode of the Always On podcast, Duncan speaks with Scott Danner, CEO, author, and advisor to enterprise-level leaders, for a fast-paced conversation on what every financial professional needs to know about the accelerating wave of M&A activity.

Scott breaks down why enterprise value has become the ultimate scorecard in today’s advisory landscape, how top Financial Advisory teams are preparing years in advance for transitions, and the mindset shift required to move from being the indispensable advisor to the architect of a scalable, transferable business.

Together, they unpack the leadership habits, team structure, and client experience strategies that determine whether you survive the industry’s consolidation or thrive in it.

Key takeaways:

  • How to position your advisory business for maximum value in M&A transactions
  • Leadership habits that make your team attractive to buyers
  • The client experience strategies that preserve relationships through a sale
  • Steps to future-proof your business and succession plan

If you are a Financial Advisor looking to strengthen your succession strategy, understand premium valuations, or future-proof your business, this episode is a must-listen.

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Connect With Scott Danner:


About Our Guest:

Scott Danner is the Host of The High Performance LIFE Podcast and Executive VP, Head of Legacy at Steward Partners

Scott Danner is a dynamic entrepreneur, performance coach, and speaker who believes success means nothing without alignment in all areas of life- health, relationships, purpose, and legacy. As host of The High Performance LIFE podcast, he sits down with world-class leaders in business, sports, and personal development to explore the habits, mindset, and values that drive true fulfillment.

Professionally, Scott is a powerhouse in the financial services industry. He currently leads the M&A Division at Steward Partners and is the former founder and CEO of Freedom Street Partners, which he scaled into a firm managing nearly $3.5 billion in AUM and spanning seven states. His reputation as an M&A strategist and advisor advocate is grounded in a passion for building your legacy, not just building wealth, but building people.

Beyond business, Scott’s life is rooted in faith, family, and service. He’s a devoted husband and father, a man who understands that achievement means little without deep, personal purpose. His commitment to giving back is reflected in the wine festival he co-founded, which has donated over $2.7 million for local charities over the past 15 years.

Scott is also the author of Freedom Street and a recognized voice on topics including leadership, succession, and personal growth. Through his podcast, he helps listeners uncover what it means to live a High Performance LIFE, where success isn’t just measured by accomplishments, but by alignment, impact, and legacy.

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Navigating Transitions: The Advisor Flight Plan

Navigating Transitions: The Financial Advisor Flight Plan with Jeff Ambrose (Ep. 84)

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

In this episode of the Always On Podcast, host Duncan McPherson sits down with Jeff Ambrose to discuss the “advisor flight plan.” This strategic framework is designed to help financial advisors transition smoothly to new environments. Jeff shares his expertise on the evolving financial landscape and the importance of aligning professional settings with personal and client goals.

Discover the key elements of the “advisor flight plan” for a seamless transition.

Key Takeaways:

  • Conduct effective due diligence and make informed decisions.
  • Understand the role of client advisory councils in strengthening client relationships.
  • Explore the benefits of focusing on future opportunities rather than past limitations.

Tune in to gain insights on navigating professional transitions with confidence and clarity.

Resources:

Connect With Duncan MacPherson:

Connect With Jeff Ambrose:

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.

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AI-Powered Leadership for Financial Advisors: Habits, Culture, and Workflows (Ep. 83)

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

In this Always On episode, Duncan MacPherson and Chris Jeppesen, Chief of Advisory Practices at First Trust, cut through the noise to show how modern financial advisory leadership blends clear operating rhythm, role clarity, and intentional culture, with AI as a practical tool to compress research, sharpen meeting prep, and turn ideas from books like Good to Great, Traction, and Atomic Habits into daily workflows that scale client loyalty and growth.

Key takeaways:

  • Establish a simple weekly leadership cadence to align priorities and decisions.
  • Define roles by outcomes, handoffs, and KPIs so accountability is unambiguous.
  • Segment service to set expectations, elevate experience, and protect capacity.
  • Use AI to prep agendas, summarize meetings, and automate follow-ups inside your CRM.

Resources:

Promotions:

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Connect With Chris:

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 and The Blue Square Method.

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The Mentor-Protégé Dynamic: Building the Financial Advisor of the Future with Sten Morgan (Ep. 82)

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

In this episode of Always On, Duncan MacPherson sits down with financial advisor and entrepreneur Sten Morgan, author of The Seven Mindsets of Success. Together they explore the shifting demographics of the industry, the power of the mentor–protégé dynamic, and how younger advisors can break free from outdated models. Sten shares candid lessons from his own journey, including the importance of charging for ideas, becoming a better communicator, and creating client experiences that inspire long-term advocacy.

Whether you’re early in your career or an established financial advisor seeking to reinvent your practice, this conversation offers a roadmap for building relevance, resilience, and real value in a changing profession.

Key Takeaways:

  • Why the aging advisor demographic creates opportunities for the next generation
  • The mentor–protégé model and how both sides benefit from alignment
  • Lessons from The Seven Mindsets of Success and how to apply them
  • How to confidently charge for time and ideas—not just products or assets
  • The importance of communication skills in building trust and credibility
  • Practical strategies to elevate client meetings from routine reviews to engaging strategy sessions

Resources Mentioned:

Promotions:

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Connect With Sten Morgan:

About Our Guest:

Sten Morgan is one of the country’s leading voices helping financial advisors think and act differently. He is the founder of Legacy, a multi-million dollar financial planning firm based in Franklin, Tennessee, built on a planning-first model that prioritizes proactive strategy and leadership.

He also founded the Elite Advisor Network, where he coaches thousands of advisors nationwide to increase their value, communicate with confidence, and reach their potential, faster.

Sten was named one of Investment News’ 40 Under 40 top advisors at the age of 30. He has since redefined what it means to be a modern advisor—leading with planning, building intentional businesses, and helping others do the same.

He’s the author of three industry-shaping books: 7 Mindsets of Success, Value First Prospecting, and Wish I Knew That Sooner. His frameworks and thought leadership have been featured in ThinkAdvisor, and on stages across the country.

Sten is known for challenging the status quo, helping advisors recognize and reach their full potential.

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Scaling Smart: Process, People and the Promise of AI with Kevin Bishopp (Ep. 81)

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

Join Duncan MacPherson as he reconnects with Kevin Bishopp, Vice President at First Trust, to explore the four key stages in an advisor’s business evolution: growing, teaming, scaling, and exiting. They unpack how AI is reshaping productivity, client experience, and enterprise value, and why execution and process are the real differentiators for future-ready professionals.

Highlights:

  • How AI boosts capacity, consistency, and client impact
  • The importance of process in scaling and succession
  • Why focusing on your niche builds referability
  • Practical steps to make your business sale-ready

Whether you’re just getting started or thinking about your eventual exit, this conversation offers powerful insights to help you stay intentional and future-ready. Tune in to learn how to harness AI, refine your process, and build enterprise value at every stage of your business evolution.

Resources:

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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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Levelling Up Your Business with Chris Garcia (Ep. 80)

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

How do you build a business that grows without losing its soul?

Find out as Duncan MacPherson sits down with Chris Garcia, Private Wealth Advisor and CEO of The Azimont Group, a private wealth advisory practice of Ameriprise Financial Services, LLC.

Chris shares how he evolved from a solo advisor into a multi-advisor enterprise by focusing on process, stewardship, and a powerful brand narrative. With a team of 20 and growing, Chris has built a scalable, referable, and succession-ready business, by design.

In this episode, they explore:

  • Why process is your best defense against commoditization
  • The importance of articulating your professional contrast
  • How to create a brand that clients and advisors want to be part of
  • The difference between living your legacy and leaving one
  • How to scale without sacrificing the client experience

Whether you’re building a team, refining your process, or thinking about enterprise value, this episode is packed with insights you can act on right away.

Resources Mentioned:

Promotions:

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Connect with Chris Garcia

About Our Guest:

Leveraging a strong foundation in financial study and years of planning experience, Chris Garcia is dedicated to guiding clients on their path to financial independence, turning lifelong dreams into tangible, actionable accomplishments.

A graduate of Texas State University with a degree in Finance, Chris quickly discovered his calling in helping individuals build confidence in their financial futures. Through thoughtful planning and a client-first approach, he empowers people to move forward with clarity and purpose. With a team of professionals and a comprehensive process in place, Chris enables his clients to focus on what matters most, without being distracted by what’s outside of their control.

For important information on how Chris can interact with you on social media, please visit: www.ameriprise.com/social

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Scalable by Design: Lessons in Intentional Growth with Jimmy Lee (Ep. 79)

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

Explore the intersection of leadership, scalability, and client impact through Duncan MacPherson’s compelling conversation with Jimmy Lee, Founder and CEO of The Wealth Consulting Group, and an advisor who operates at both the strategic and client-facing levels of his firm.

Together, they unpack what it takes to build a business that is both transferable and transcendent.

Key takeaways include:

  • The advantages of having both a C-suite and client-facing perspective
  • Why being sale-ready is about structure, not timing
  • How to lead with values while still pursuing growth
  • The difference between running a business for clients and with clients
  • Reflections on intentional leadership, culture, and the long game of legacy

This conversation offers a rare look into how high-performing advisors align their business models with long-term outcomes, without sacrificing the human side of the profession.

Resources Mentioned:

Promotions:

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Connect with Jimmy Lee

About Our Guest:

Jimmy Lee is the founder and CEO of The Wealth Consulting Group (WCG).   WCG is a hybrid RIA consisting of 43 branch locations and 123 advisors affiliated with the firm with over $8.5 billion in assets under advisement as of 5/31/25.

WCG’s purpose is “Making Life Better” with a mission of helping financial advisors spend 80% of their time in their genius.  The company’s vision is to help 100,000+ lives with an effortless one stop wealth management experience.  WCG is an award winning firm being named as a leader by USA Today, Newsweek, Financial Advisor Magazine, Citywire, Investment News, etc.

Jimmy is a fixture in the tier one financial media as a regular on networks such as CNBC, Fox Business, Bloomberg, Reuters, BBC News, BNN Bloomberg, etc.  He has also been profiled in the Wall Street Journal, quoted by many financial publications, is a regular contributor for Kiplinger, and a Best In State financial advisor by Forbes.  He resides in Las Vegas.

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Engineering a Sale-Ready Business: The Playbook behind Boyce & Associates’ Success with Eric Boyce and Kelly Griggs (Ep.78)

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

What if your business could grow, evolve, and even be sold… without being dependent on you?

That’s exactly what Eric Boyce and Kelly Griggs of Boyce & Associates Wealth Consulting are building. In this episode, they unpack how they’ve methodically engineered their business for scalability and succession, turning ideas from The Blue Square Method into real-world results.

They’ve gone beyond client service, they’ve built a client experience that’s proprietary, repeatable, and deeply embedded into their culture.

Here’s what we covered:

  • How they transformed best intentions into a living, breathing playbook
  • The steps they took to professionalize their onboarding and service workflows
  • Why process, not personality, is their greatest asset
  • How the P3 Approach (Protect, Plan, Prosper) underpins their entire client journey
  • What advisors can learn about creating transferable value and long-term continuity

If you’re working toward building enterprise value, or just looking to elevate your structure, this episode will give you a clear look at what that progression can look like.

Resources Mentioned:

  • The Blue Square Method: www.paretosystems.com/#the-blue-square-method

Promotions:

  • Pareto Systems Coaching for Financial Advisors: www.paretosystems.com

Connect With Duncan MacPherson:

Connect with Eric Boyce and Kelly Griggs of Boyce & Associates Wealth Consulting:

About Our Guests

Eric Boyce is the Founder, President and CEO of Boyce & Associates Wealth Consulting, Inc. and Boyce & Associates Business Valuations, LLC. Eric has worked in finance, treasury management, investment research, and portfolio management since 1991 and has served in various leadership capacities during his 30+ year professional career.

Eric earned his B.B.A. in Finance from the University of Texas at Austin and his M.S. in Finance from the University of Texas at Dallas. Eric earned his Chartered Financial Analyst (CFA) designation from the CFA Institute and previously completed the Non-Qualified Plan Adviser (NQPA) program sponsored by the National Association of Plan Advisors (NAPA). He also earned the designations of Chartered Investment Counselor (CIC) and Certified Cash Manager (CCM). He is an active member and past President of the CFA Society of Austin. He is a member of the National Association of Certified Valuators and Analysts (NACVA), the National Association of Insurance and Financial Advisors (NAIFA), and the Society of Financial Service Professionals (FSP).

Eric is also very active in his community. He currently serves on the City Council for the City of Cedar Park (TX), having previously served as President of the Cedar Park Economic Development Corporation and as Chairman of the city’s Planning & Zoning Commission. Eric is also a member of the Board of Trustees for the Cedar Park Regional Medical Center. He also serves as a senior member of the joint Investment Committee for the Ascension Seton Hospital and Dell Children’s Medical Center Endowment Funds and previously as Treasurer and Investment Committee Chair for the Catholic Foundation for the Diocese of Austin.

Eric has been married for 32 years to Joanne, and they have two adult children.

Kelly Griggs serves as the Vice President of Financial Planning for Boyce & Associates Wealth Consulting.

As a Financial Advisor, she holds multiple advanced licenses including Wealth Management Specialist and Chartered Retirement Planning Counselor.

She is especially energized by guiding women on how to plan a secure retirement and truly own their financial footing in life.

Kelly is also the Founder and President of Networking BossBabes, a 501c3 nonprofit for women business owners in the Austin area.

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