Tag Archives: Work Life Balance

Creating a Practice Built to Last with Scott Klein (Ep. 103)

Creating a Practice Built to Last with Scott Kline (Ep. 103)

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

What if the greatest test of your business isn’t how well it performs when you’re there, but how well it performs when you’re not?

Scott Kline, a top-performing Edward Jones financial advisor in Grand Rapids, Michigan, found out the hard way. A few years ago, a life-changing health diagnosis forced him to cut his availability by 40% and rethink the way his practice runs. What followed wasn’t a story about slowing down. It became a masterclass in leadership, succession, risk management, and building a business driven by process rather than personality.

Duncan and Scott explore what it really means to make yourself obsolete, from the client transitions that took Scott’s practice from 400 households to about 160 ideal clients, to why he positioned each one as a client-centered upgrade, not a handoff. They also get into how empowering your team elevates the client experience, why Scott now competes on client satisfaction instead of size, and why working on your business today may be the greatest form of risk management for tomorrow.

Key Highlights Include:

  • Why your business should serve your life, not consume it.
  • Transitioning clients as an upgrade, not a handoff.
  • How empowering your team elevates the client experience.
  • Why a written, client-facing playbook protects enterprise value.
  • Digging your well before you’re thirsty.

If you’re looking to reduce stress, increase enterprise value, or build a practice that’s prepared for whatever life brings, this conversation is both practical and deeply inspiring.

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About Our Guest

Scott Kline is a financial advisor with Edward Jones in Grand Rapids, Michigan, where he has built his practice since 2011. A longtime student of The Advisor Playbook, he has used its processes to create a documented, team-driven practice focused on the client experience, and recently earned his CEPA designation. He is now launching a mastermind group for advisors in his region to share what he has learned.

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Position It, Don't Pitch It with Chris Reynolds (Ep. 102)

Don’t Pitch It, Position It with Chris Reynolds (Ep. 102)

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

Most advisors talk about alternative investments the way they’d talk about any new product: something to explain, justify, and hope the client buys into. Chris Reynolds says that’s exactly the wrong way to think about it.

Chris has spent nearly three decades building one of the industry’s most respected investment firms and becoming, in Duncan’s words, one of the financial advisor’s greatest advocates. As Executive Chair of IPC Wealth, author of The Six Circle Strategy, and host of his own podcast, Turning the Page, Chris has a front row seat to where the industry is headed, and he isn’t shy about saying so.

Duncan and Chris dig into what they call “both AIs,” artificial intelligence and alternative investments, and the seismic shift each is creating in how advisors build their businesses. They explore why positioning, not pitching, is the key to introducing alternatives into the client conversation, why net new growth increasingly comes from conversion rather than acquisition, and why advisors sitting on decades of market cycles and client relationships have more to offer the next generation than they realize.

Key Highlights Include:

  • Why alts should be positioned, not pitched.
  • Net new growth through conversion, not just acquisition.
  • Why market complacency deserves more attention right now.
  • How “both AIs” are reshaping the advisor’s business.
  • Turning your last five years into your best five years.

If you’re thinking about how to introduce alternatives, embrace AI, or finish your career on your own terms, this conversation offers a clear-eyed playbook.

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About Our Guest

Chris Reynolds is an entrepreneur, author, and Executive Chair of IPC Wealth. After founding IPC in 1994, he spent more than three decades helping build one of Canada’s leading independent wealth management firms. He’s the author of The Six Circle Strategy and host of the Turning the Page podcast, where he explores the leadership lessons, life experiences, and pivotal moments that shape successful people.

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From Clients to Legacy with Chris Jeppesen (Ep. 100)

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

What if the greatest opportunity to grow your business isn’t finding more clients, but creating more value for the ones you already have? In this milestone 100th episode, Duncan MacPherson explores how advisors become indispensable by deepening relationships and becoming the first call long before money goes into motion.

Join Duncan MacPherson for a milestone conversation with Chris Jeppesen, head of the advisor consulting group at First Trust Portfolios and, fittingly, the very first guest this podcast ever had. Duncan and Chris take the Pareto Principle a level deeper, the 80-20 within the 20, exploring how advisors can identify their ideal clients, build continuity for affluent families, and integrate alternative investments into a process that creates lasting value.

Key Highlights Include:

  • The Pareto Principle within the Pareto Principle
  • Defining your ideal client profile
  • Becoming the “chief continuity officer” for a family’s legacy
  • Building a family continuity blueprint
  • Creating a Value Added Support Team of strategic partners
  • Positioning alternatives as process, not product

Tune in for a milestone conversation on why the next chapter of your business may be less about acquisition and more about legacy.

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About Our Guest

Chris Jeppesen joined First Trust in 1997 and has since met with thousands of brokers, advisors, and wealth managers, learning the elements that have the most meaningful impact on delivering a consistent investment experience, scalable growth, and predictable revenue. He heads the advisor consulting group at First Trust Portfolios, coaches a select group of advisors, and collaborates with the business development areas of firms with long-standing relationships with First Trust. Chris is the co-author of The Advisor Playbook and The Blue Square Method, and shares what he’s learned with thousands of advisors each year as a frequent guest speaker at financial advisor conferences across the country.

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Why do some of your best clients, the ones with real revenue and a great attitude, never actually refer you to anyone? Terry Gronbeck-Jones calls this the mystery of the double A, and in this episode, he joins Duncan MacPherson to finally solve it.

The Mystery of the Double A with Terry Gronbeck-Jones (Ep. 99)

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

Why do some of your best clients, the ones with real revenue and a great attitude, never actually refer you to anyone? Terry Gronbeck-Jones calls this the mystery of the double A, and in this episode, he joins Duncan MacPherson to finally solve it.

Join Duncan MacPherson for an in-depth conversation with Terry Gronbeck-Jones, a business development consultant who has been coaching financial advisory teams since the late 1990s, the majority of that time spent at Pareto Systems. Terry and Duncan have known each other for nearly forty years, and this marks Terry’s return to Always On after his earlier episode on avoiding a plateau. Together, they unpack Pareto’s triple-A classification system: assets, attitude, and advocacy, and explain why the double A, the client with the first two but not the third, is one of the most overlooked growth opportunities in any practice. The gap between a good client and an advocate isn’t complicated once you see what’s missing.

Key Highlights Include:

  • Why double A’s sit on untapped gold
  • The three real reasons great clients don’t refer
  • Why the little things are the big things
  • Positioning referrals as a service, not a favor
  • Why strategic partners refer three times more often

Tune in for a warm, practical conversation on turning your best relationships into your best source of new business.

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About Our Guest:

Terry Gronbeck-Jones has been a consultant and business coach for the financial services industry since the late 1990s, the majority of those years spent at Pareto Systems. Terry also consults through Mindset Consulting, a company he co-founded in 2014. His primary focus is working with financial advisory teams across North America, helping them implement marketing and business development best practices. He has consulted on corporate projects with firms such as Wells Fargo, Raymond James, and Creative Marketing, and is the co-author of The North Wind and the Sun, a collection of true stories about the importance of relationships in business. Terry is based in Ottawa, Ontario.

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Biggest Threat to Financial Advisors

Get Known or Get Left Behind with Mitch Slater (Ep. 97)

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

What if the single biggest threat to your practice isn’t the market, isn’t AI, and isn’t the competition? What if it’s simply being invisible?

Join Duncan MacPherson for an in-depth conversation with Mitch Slater, Executive Director of Digital Communications at UBS and self-described Chief Visibility Officer. With a career that began working alongside Larry King in all-night radio and later spanning 37 years as a financial advisor, Mitch brings a rare and battle-tested perspective on what it takes to get known in today’s marketplace. Together, they explore why AI and shifting client expectations are reshaping financial services into its most significant era yet, and what separates the advisors who will thrive from those who will be left behind. The conversation is equal parts strategic and personal, grounded in real stories and hard-won lessons from decades at the intersection of media, markets, and client relationships.

Key highlights include:

  • Answer engine optimization and what it means for advisors
  • Why LinkedIn comments are your highest ROI activity
  • Why personal storytelling outperforms credentials every time
  • How AI should free you up for more high-touch work
  • The compounding effect of one dedicated hour a day on your business
  • Two lessons from Larry King that shaped Mitch’s entire career

Tune in for a practical, energizing conversation on visibility, authenticity, and what it really means to get known in the modern advisory business.

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About Our Guest:

Mitchell (Mitch) Slater is Executive Director and Chief Visibility Officer, Advisor Marketing at UBS Wealth Management USA. After a 35-year career as a Financial Advisor, Sales Manager, and trainer, Mitch now helps financial advisors and business professionals increase their visibility through LinkedIn, video, podcasts, personal branding, and AI.

A former radio producer who worked with both Larry King and Howard Stern early in his career, Mitch combines media experience with decades in wealth management to help professionals build trust, strengthen relationships, and grow their influence. He is the host of several UBS programs, including Front and Center and Leadership Lounge, and is a frequent speaker at conferences and advisor events across the country.

Mitch lives in Westfield, New Jersey, with his wife Leslie and is passionate about helping people “stop being invisible” and get known for what they do best.

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Top Financial Advisors Are Getting More Selective: client segmentation, referral generation, AI efficiency, and building a practice buyers want.

The Hidden Cost of Serving Everyone with Jason Westover and Mike “Cy” Cajthaml Jr. (Ep. 96)

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

What if the biggest obstacle to growth isn’t finding new clients, but trying to serve everyone the same way?

With Duncan MacPherson away this week, Pareto coaches Jason Westover and Mike “Cy” Cajthaml Jr. take the mic for a practical conversation on one of the most common challenges facing financial advisors today: overwhelm. Drawing on their experience coaching advisory teams across North America, they explore how poor time allocation, unclear priorities, and ineffective client segmentation can quietly limit growth, profitability, and client experience.

Together, they discuss why top-performing firms are becoming more intentional about who they serve, how they allocate their time, and the systems they build to create exceptional client experiences at scale. The conversation also examines referral generation, leveraging AI for efficiency, and why building a business that is attractive to future buyers starts with getting the fundamentals right today.

Key highlights include:

  • Why so many successful advisors still feel overwhelmed
  • How client segmentation impacts profitability and growth
  • The hidden cost of delivering the same service to every client
  • Creating memorable client experiences that drive referrals
  • Using AI and systems to create efficiency and scale
  • Why buyers want a business, not a job

Whether you’re looking to create more capacity, strengthen client relationships, or increase the enterprise value of your practice, this episode offers practical strategies you can implement immediately.

Tune in for an insightful discussion on building a more focused, scalable, and valuable advisory business.

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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 Hidden Growth Lever with Elaine Christakos (Ep. 93)

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

Duncan MacPherson is joined by Pareto coach and team dynamics specialist Elaine Christakos for a practical conversation on one of the most overlooked drivers of growth in financial advisory businesses: building and leading a high-performing team.

Together, they explore the shift from advisor to CEO, where leadership, delegation, and structure become the real drivers of scale. As firms grow more complex, Elaine shares how intentional team design, clear roles, and aligned communication create consistency in the client experience while freeing up capacity.

The conversation also dives into hiring, retention, and team cohesion, highlighting why behavioral alignment often matters more than technical skill, and how the wrong hires can quietly erode culture, trust, and enterprise value. Elaine breaks down the mindset shift required to let go, empower the right people, and build a business that can grow beyond the advisor.

Key highlights include:

  • Why scaling requires a shift from doing more to leading differently
  • How team dynamics impact productivity, consistency, and enterprise value
  • Hiring for alignment, not just experience
  • Using behavioral insights to strengthen team communication
  • Why letting go is essential to becoming a CEO

This is a practical discussion for financial advisors looking to build a more scalable, self-sustaining business and lead with greater clarity and control.

Tune in for actionable insights on leadership, team structure, and scaling the right way.

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About Our Guest:

Elaine Christakos is a senior level results-oriented professional and strategist with two decades of management and coaching experience in the financial services sector. She has designed and implemented successful and proven practice management and relationship management training programs.

Elaine is also a behavioral strategist and high-performance team coach who helps financial advisory teams hire the right people, build strong team dynamics, and retain top talent. Her expertise in behavioral profiling, especially DISC, Emotional Intelligence, and Driving Forces, gives her clients a clear competitive edge in attracting and developing cohesive, high-functioning teams.

A Certified DISC Specialist and trainer, Elaine uses a practical, science-based approach to decode human behavior in a way that’s immediately applicable to hiring decisions, communication strategies, and leadership development. She works with elite advisors and their teams to build intentional cultures where each person operates in alignment with their natural strengths, leading to better fit, faster trust, and longer-term engagement.

Elaine’s foundation in practice management was shaped by early exposure to structured, client-centric systems, which ignited her passion for coaching and optimizing team performance. Today, as a coach with the Pareto Systems network, she blends behavioral insights with strategic consulting to help advisory teams grow with clarity and confidence.

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Wealth with a Purpose with Kimberly Safoyan – Always On with Duncan MacPherson (Ep. 92)

Wealth with a Purpose with Kimberly Safoyan (Ep. 92)

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

What does it look like when a financial advisor builds a practice around purpose, not just profit?

Join host Duncan MacPherson as he sits down with Kimberly Safoyan, founder of Anchor Wealth Management Group in Palm Desert, California, and a seasoned advisor within The Wealth Consulting Group (WCG), affiliated with LPL Financial. Kimberly shares how she has built a values-driven wealth management practice focused on philanthropy, community involvement, and purpose-driven financial planning to strengthen client relationships and drive long-term retention. From launching the American Heroes UIT with First Trust to guiding clients through complex life transitions, Kim brings a practical, client-centric approach to modern advisory firms.

Key Takeaways for Financial Advisors:

  • Build deeper client relationships through philanthropy
  • Differentiate with values-based financial planning
  • Strengthen client retention with legacy planning strategies
  • Better serve women through divorce and widowhood
  • Leverage mentorship to grow advisory teams
  • Use technology to enhance the client experience

Kimberly Safoyan demonstrates how top financial advisors go beyond portfolio management by aligning wealth with purpose and delivering a more meaningful client experience.

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About Our Guest:

Kimberly Safoyan is President and founder of Anchor Wealth Management Group, LLC and has over 30 years of financial services experience. She has served her clients as an independent wealth advisor since 1991. Her focus is to serve as your personal CFO, seeking to bring a full spectrum of wealth management capabilities and resources necessary to address your complex financial needs.

Some of Kim’s achievements include: Five Star Wealth Manager Award as featured in Palm Springs Life Magazine for years 2012, 2013, 2016 – 2021. She holds the Series 7, 24, and 63 securities registrations with LPL Financial, the Series 65 securities registration with WCG Wealth Advisors, and is registered to transact securities business with residents of the following states: AR, AZ, CA, CO, FL, ID, MI, NV, NY, TX, and WA. She also holds a California insurance license. Kim earned her Bachelor of Arts degree in Communication Studies with an emphasis in business from California State University Northridge.

Raised in Michigan, Kim moved to the desert in 1982 and graduated from Indio High School. Kim is a strong community services advocate. She serves as an advisory board member for the Cathedral City Salvation Army Corp, is a past board member for the Palm Desert High School PTO and PDHS Foundation board member.

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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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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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Always On with Duncan MacPherson

Be a Business Owner, Not Just a Financial Advisor with Frank LaRosa (Ep. 85)

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

In this episode, Duncan MacPherson sits down with Frank LaRosa, CEO of Elite Consulting Partners and host of Advisor Talk with Frank LaRosa Podcast, for a powerful conversation about navigating transitions in the financial services space.

Frank shares his experience helping financial advisors make meaningful and measurable moves, whether scaling up, going independent, or rethinking their next chapter. Together, Duncan and Frank explore how to:

  • Prime and prepare for any professional transition
  • Launch with clarity, confidence, and the right messaging to clients
  • Maximize long-term success once the dust settles

They also dig into the mindset behind real growth, balancing what you’re getting with who you’re becoming, and how financial advisors can think bigger about enterprise value, leadership, and personal fulfillment.

If you’re considering your next move, this episode will help you make it the right one.

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About Our Guest:

Frank LaRosa is the Chief Executive Officer of Elite Consulting Partners, a nationally recognized leader in financial advisor recruiting, transition consulting, and M&A advisory. With more than 25 years of experience in the wealth management industry, Frank brings a unique perspective rooted in his early career as a financial advisor and branch manager at major firms including Morgan Stanley, Smith Barney, and Prudential Securities.

Since founding Elite Consulting Partners in 2011, Frank has led the firm to complete thousands of advisor transitions, helping practices grow, scale, and realize their enterprise value. Under his leadership, Elite has become a trusted resource for financial professionals navigating the complexities of independence, firm movement, and succession planning.

Frank is also the host of the popular industry podcast Advisor Talk with Frank LaRosa, where he shares unfiltered insights on trends shaping financial services, advisor success stories, and interviews with top leaders in the space. He is a member of the Forbes Business Council and author of the book Counterpunch: How to Fight Back and Win as an Advisor, offering guidance for advisors looking to build resilient and impactful practices.

Recognized for his “advisor-first” philosophy and strategic vision, Frank continues to serve as a sought-after voice in wealth management driving meaningful conversations around growth, innovation, and the future of the advisory profession.

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