Tag Archives: Relationship Management

Shaping Your Branding Strategy: How to Run a Client Advisory Council with Mike “Cy” Cajthaml Jr. (Ep. 53)

Shaping Your Branding Strategy: How to Run a Client Advisory Council with Mike “Cy” Cajthaml Jr. (Ep. 53)

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

In your mind, you have a certain brand image and value proposition for your business. Do your clients see it the same way?

Are your clients well-equipped to tell your story for you and be your biggest advocates?

Join Duncan MacPherson and Mike “Cy” Cajthaml Jr., a business consultant at Pareto Systems, as they delve into the power of client advisory councils in uncovering unmet needs, elevating the client experience, and achieving professional contrast. You will learn a turnkey approach to simplify the process and make client advisory councils a routine best practice.

They discuss:

  • The complete process and logistics from ramp-up to execution to follow-through (with an example)
  • How to conduct effective, agenda-driven discussions that lead to actionable insights
  • How to position the idea of advisory councils to your clients for the first time
  • Why client feedback can result in improved referability
  • The added benefit of finding a renewed sense of purpose for advisors
  • And more

Resources:

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Connect With Mike:

Promotions:

About Our Guest:

Mike “Cy” Cajthaml Jr. has distinguished himself in the financial services industry over a remarkable 17-year career, marked by his vibrant and effective leadership style. He’s deeply committed to enhancing business and practice management strategies, always focusing on the achievement of his clients’ goals.

Mike’s career in the financial service industry was initiated at a major insurance-marketing organization, where he played a pivotal role in advising financial advisors nationwide on product solutions and marketing strategies. After dedicating six years to advising and coaching in the financial realm, Mike transitioned to become a financial advisor, collaborating with his father in Overland Park, KS. Their partnership managed substantial asset portfolios, leveraging a variety of insurance products. Mike’s firsthand experience with the Pareto Process, coupled with his insights from working with successful financial advisory firms, reinforced his belief in its transformative impact.

Driven by his conviction in the Pareto Process, Mike embraced the role of a Pareto coach. His unique blend of wholesale and retail experience empowers him to assist numerous advisory firms in integrating these processes, ultimately enabling advisors to realize their ideal lifestyle.

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

Advisor, Education, Finance, Financial, 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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Connect With Bill:

Promotions:

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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One Good Idea to Build Strong Client Relationships with Cathi Durrell

One Good Idea to Build Strong Client Relationships with Cathi Durrell (Ep. 45)

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

People are bombarded with hundreds of emails and messages daily.

In a world dominated by digital communication, you need to do something that stops your clients in their tracks. You have to snap them out of the trance… But how?

In this episode, Duncan MacPherson joins Cathi Durrell, owner of Lavish Cards, to discuss how to build intimate relationships through personalized, hand-made cards that your clients will treasure for years to come! Get ready to get at least one good idea to elevate your client experience.

They discuss:

  • The emotional impact of receiving a surprise card
  • Real-world examples of greeting cards serving as a bridge for referrals and advocacy
  • Simple yet incredibly effective ideas for lumpy mail
  • The use of AI in enhancing the card-sending experience
  • Why greeting cards are a great way to connect with the next-generation
  • And more

Resources:

Connect With Duncan:

Connect With Cathi:

Promotions:

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 its clients. The entire crew at Lavish is committed to creating and supplying the highest quality greeting cards. In her spare time, Cathi enjoys travelling and exploring “the back roads” with Glen in search of the next image for Lavish.

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The Total Relationship: The Best Value-Add Advisors Can Offer with Tyson Ray (Ep. 40)

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

The biggest value-add advisors offer to their clients does not lie in the rates of return or complex financial reports. It lies in the advisor-client relationship!

In this episode, Duncan MacPherson speaks with Tyson Ray, CFP®, CExP®, CIMA®, founding partner at FORM Wealth Advisors, about the concept of Total Relationship and how it can help you grow your business organically — while maintaining a sense of purpose.

They discuss:

  • Why relationship-based growth might be better than growing through acquisitions
  • Areas where financial advisors add significantly greater value than AI coaching
  • Strategies to improve relationship management (For example, Up or Down™ by Tyson)
  • What it means to create true wealth for clients
  • And more

Resources:

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Connect With Tyson:

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About Our Guest:

Tyson Ray first learned about investing and the stock market during an economics class in his sophomore year at Badger High School, and at 16 years old, he decided to invest $100 into two different mutual funds. This was his first step on a path he continues to traverse today: using financial strategy to help make people’s lives better.

Over the past 25+ years, Tyson has sought to expand his knowledge and expertise through Yale School of Management, Investment Management Theory & Practice, CIMA Certification Registration Education Program, including obtaining the Certified Investment Management Analyst® (CIMA®) Certification and through the College for Financial Planning for the CFP® Certification, including obtaining CERTIFIED FINANCIAL PLANNER™ Certification. Tyson received his Certification in Business Exit Planning to better help entrepreneurs and business owners transition to selling their life’s work.

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Enough Coasting. Now’s the Time To Climb! With Chris Jeppesen (Ep. 33)

Enough Coasting. Now’s the Time To Climb! With Chris Jeppesen (Ep. 33)

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

The financial services industry has experienced colossal changes over the last decade. Today, advisors are on a collision course with commoditization like never before!

As a result, coasting is not an option moving forward. It’s either climbing or fading to irrelevance.

In this episode, Duncan MacPherson speaks with Chris Jeppesen, chief of advisory practices at First Trust, on why advisors need to shift their mindset and focus more on relationship and practice management to grow their business.

They discuss:

  • Insights into The Blue Square Method (and how it differs from The Advisor Playbook)
  • How to identify and address early symptoms of loyal fatigue in clients
  • How to effectively engage your team in a profound gap analysis
  • Four ways to be “always on” and fulfill your clients’ unmet needs
  • What elite, forward-looking professionals are doing to achieve scalable growth
  • And more

Resources:

Connect With Duncan:

Connect With Chris:

Promotions:

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.

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

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

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

Resources:

Connect With Duncan:

Connect With Cathi:

Promotions:

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.

 

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