Tag Archives: Relationship Management

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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What Separates the Best from the Rest with Chris Jeppesen (Ep.1)

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

Over the last 18 months the best advisors have separated themselves from the rest, but how did they do it?

In this episode, Duncan MacPherson is joined by Chris Jeppesen of First Trust. They discuss what they’ve seen in the last 18 months, and what the best advisors and teams have done to separate themselves from their competitors. They also touch on what separates the best wholesalers from the rest.

Chris discusses:

  • What the last 18 months have revealed about the best advisors 
  • What the fastest growing advisors are doing to propel themselves upward in the future
  • The type of adjustments elite teams have made in their approach toward clients
  • What is separating the best wholesalers from the rest
  • And more

Resources: 

Connect With Duncan MacPherson:

Connect With Chris Jeppesen:

About Our Guest:

Since joining First Trust in 1997, I’ve met with thousands of brokers, advisors, and wealth managers learning the vital elements that have the most meaningful impact on delivering a consistent investment experience, scalable growth, and predictable revenue. I coach a select group of advisors and collaborate with business development areas of select firms with long-standing relationships with First Trust. I share what I’ve learned with thousands of advisors each year as a frequent guest speaker at financial advisor conferences across the country.

 

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