Strategic Planning for 2023
Includes Q&A - with Duncan
Thursday, October 20th at 12 pm ET
By refining your plan for the coming year over the next few months, rather than on a Sunday evening over the holidays in December, you'll create a plan that better serves you and your team, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.
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2022-09-27 16:14:24 • 20 second read

Thursday, October 20, 2022 at 12:00 PM ET

Have you created a strategic plan for the coming year? Do you need to make refinements to an existing one? Have you had a strategic planning meeting with your team?

By refining your plan for the coming year over the next few months, rather than on a Sunday evening over the holidays in December, you’ll create a plan that better serves you and your team, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.

Strategic plans can have real value if they are referred to regularly and adjusted as needed. Are you meeting your targets? What can be done to bring you back on track? What needs to be adjusted in your business activities to ensure the desired outcomes? What changes have to be implemented with your clients?

In this actionable webinar, Duncan will discuss the steps to take with your team to make a strategic plan an integral part of your business and an invaluable reference point that won’t be filed away and forgotten.

Join Duncan for this informative Go-to-Webinar webcast by clicking here: www.paretosystems.com/webinars

Can’t make it, but don’t want to miss out? Don’t worry, register now and ask your question, and we will give you access to the recording following the broadcast.

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2022-09-28 15:29:08 • 20 second read

As you will see throughout the book, we will never suggest that you ask for referrals. We’ve seen it all. Common variants are: “Who else do you know?” or “I get paid in three ways” or “I’m trying to grow my business” and all the other nonsense that a) doesn’t work and b) makes you look needy. You can’t pitch the idea of a referral as a favor you are asking of a client, but you can position it as service you are providing to a client. That distinction is massive and we will outline it comprehensively in subsequent chapters.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: thebluesquaremethod.com

2022-09-26 15:11:00 • 20 second read

In this excerpt from episode 28 of the ‘Always On with Duncan MacPherson’ podcast, guest Jeff Ambrose and Duncan discuss where the most successful advisors are spending the majority of their time when it comes to client interactions.

Click here to watch on YouTube

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2022-09-23 20:41:18 • 20 second read

Your financial qualifications, licenses, and technical know-how are not enough to make you indispensable. If you want to attract and retain clients, you need to think beyond investment management.

Learn how to enhance your value proposition and differentiate yourself from your competitors in the latest episode of the Always On podcast by clicking here: https://bit.ly/AODM_ep28

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2022-09-22 18:37:15 • 20 second read

Add a Coaching Dynamic to Your Client Experience with Jeff Ambrose

There’s a huge difference between someone buying your products versus someone buying into a relationship with your practice, people and process.

Adding a coaching dynamic to your practice can help you win and retain clients in the long run.

In this episode, Duncan MacPherson talks to Jeff Ambrose, business consultant at Pareto Systems. They share strategies to create professional contrast as the financial industry becomes increasingly commoditized.

Jeff and Duncan discuss:

• Action items that every advisor should have on their client meeting agenda

• Why clients might be seeing only 5% of your total value (and how to fix it)

• How coaching improves your relationships — especially with high-net-worth clients

• The underrated benefits of goals-based planning

• And more

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep28

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2022-09-21 14:44:27 • 20 second read

For obvious reasons, a client who engages with you due to fit is far more predisposed to becoming an advocate. Why? Because of the ultimate incentive that comes with advocacy. Charlie Munger, Warren Buffet’s right-hand man, said it well: “Show me the incentive and I’ll show you the outcome.” The incentive of advocacy is that the client is an advocate of their friend, not just you. They feel they are doing that friend a disservice by not introducing them to you. They know you will appreciate the new business, but that isn’t the only incentive. The advocate knows how the introduction will reflect on them and how their friend will benefit, and let’s be honest, a consultant is far more referable than a salesperson.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: www.thebluesquaremethod.com

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2022-09-20 16:36:01 • 20 second read

Relationship management encompasses how you manage the world’s perception of you and how people describe you to others. You’re not just managing the performance of your core competency, you are managing a business and you are managing people. You have to be as deliberate, intentional and process-driven with numbers two and three as you are with number one…

Click here to read more on LinkedIn

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2022-09-19 14:45:44 • 5 min video

Do you know when you have an interaction with somebody and the impact lasts long after the conversation is over? It’s tough out there for a lot of folks right now, and with all of this in mind I have a challenge for you... Get Caught.

Click here to watch on YouTube

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2022-09-16 13:47:03 • 20 second read

The best way to start a relationship is through a fit process, not a sales process. You’re not trying to convince a prospective client to take action, you’re trying to activate professional contrast and let them come to their own conclusion that your combination of people, practice and process is an upgrade from their current situation - or any other option. Ironically, it is common that using a fit process will prompt a prospective client to try to close you – they interrupt you halfway through the meeting saying, “You know what, I’ve heard enough. I just want to get started.” You’re not convincing them, they are trying to convince you there is a good fit. You’ve undoubtedly had that happen before. The stars just lined up beautifully. It was the perfect synchronicity of professional scarcity and professional contrast. You projected no pressure or need and yet you were able to convey that no one else was better suited for the client. The point is, that can be engineered – it’s by design, not by luck or by chance.

This is an excerpt from the newly released book The Blue Square Method that Duncan MacPherson wrote with co-author Chris Jeppesen. Download Chapter for free now at: thebluesquaremethod.com

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2022-09-15 18:21:05 • 20 second read

Being financially competent is not enough to acquire a business.

If you want to set yourself apart from other buyers, listen to what the seller wants and understand their objectives.

With your interests aligned, your chances of securing the deal drastically increase! In this episode, Katie Bruner and I discuss the key factors (both financial and non-financial) that affect your ability to secure M&A deals. Stream it (or download it for later) by clicking here: https://bit.ly/AODM_ep27

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2022-09-14 16:00:29 • 20 second read

When it comes to client acquisition and business development, the most enlightened philosophy is that of stewardship, not salesmanship. Salesmanship asks a client to buy something, chasing them with closing techniques and trying to convince them to take action. Stewardship asks a client to buy into something, attracting them with a process-driven, win-win approach, and letting them come to their own conclusions – convincing themselves with reason and self-motivation.

Why is this so important? In the world of transactional one-off encounters, salesmanship is used to drive business and capture a buyer’s fleeting enthusiasm before their intent diminishes, but you’re not selling a car. This is not a transaction. Your value must be bought, not sold. Salesmanship seeped into the F4S world as a way to drive business. At conferences, language like “You eat what you kill,” “You’re a hunter gathering assets,” “Squeeze more juice out of the orange to gain more wallet share,” “Increase your net-new households,” “Open up new accounts” and “You have to drive production,” became common. The problem is, that kind of jargon is from the lexicon of the coin-operated brokers of the world.

Download Chapter 1 of my new book The Blue Square Method for free: thebluesquaremethod.com

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2022-09-12 20:33:58 • 20 second read

Respect Your Natural Capacity - Duncan’s European Road Trip

Continuing his European Road Trip, Duncan is in Nuremberg, Germany where he discusses Little’s Law and your natural capacity.

Click here to watch on YouTube

Visit thebluesquaremethod.com to get your copy, or to download the Chapter 1 for free.

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2022-09-08 14:34:16 • 20 second read

How to Find Your Ideal Match in M&A with Katie Bruner

Purchasing power, operational processes, client experience, core values…There are several nuances you might consider while screening potential buyers/sellers.

Such due diligence is key to finding your ideal match in M&A.

In this episode, Duncan MacPherson talks to Katie Bruner, managing partner at SkyView Partners. They share the ultimate “acquisition checklist” that helps buyers in winning deals and sellers in weeding out unqualified purchasers.

Katie discusses:  

  • Key factors (both financial and non-financial) that affect your ability to secure M&A deals
  • How to ensure greater client retention after an acquisition
  • The “intent, consent, implement” process of finding the right-fit partner
  • How current market volatility is influencing the M&A landscape
  • And more

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep27

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2022-09-07 15:02:22 • 20 second read

Our clients wanted to make more money and be more productive and efficient, and drive the value of their business higher. It’s not as if there was an emptiness in any of that as an achievement. They simply pushed to add more meaning to their success. Our consultations often shifted to discussing how to engage their team more fully to achieve these breakthroughs. Our clients started to decline bringing on new clients that weren’t aligned with their ideal client profile and even started disassociating from clients who weren’t a good fit, respectfully right-sizing their client base. As one of our graduates so eloquently put it, “Life is too short to have a crappy client.”

This is an excerpt of the newly-released book ‘The Blue Square Method’ by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-09-05 17:44:39 • 4 min video

Continuing his European Road Trip, Duncan is in Lucerne, Switzerland where he discusses the art and science of leadership, directional stewardship, and his newly released book, The Blue Square Method.

Click here to watch on YouTube

Visit thebluesquaremethod.com to get your copy, or to download the Chapter 1 for free.

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2022-09-02 14:13:28 • 20 second read

If you think about your credentials and the time you’ve invested into your core competency, nobody wanted your success more than you did. You were highly motivated. Here is your next opportunity. Apply the same level of motivation, importance and effort to practice management and relationship management as you do to your technical ability. This will unlock another level of progress. Yes, you’re (1) managing the quality and impact of the core deliverables you provide, you’re also (2) managing a business that creates a client experience and you’re (3) managing how clients perceive and describe you to others. Dial all three of those numbers into the combination and the vault will open.

This is an excerpt of the newly-released book ‘The Blue Square Method’ by Duncan MacPherson and Chris Jeppesen.

Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-09-01 19:55:18 • 4 min video

Continuing his European Road Trip, Duncan is in Basel, Switzerland where he discusses world currencies, inflation, and his newly released book, The Blue Square Method.

Click here to watch on YouTube

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2022-08-31 16:54:42 • 20 sec

When the world starts to also appreciate your practice and your process, the professional contrast that builds predisposition for advocacy grows dramatically. Call them evangelists, raving fans or cheerleaders - the bottom line is people start going out of their way to introduce people to you. Make no mistake, we will never trivialize your qualities, skills and intentions as a person - just remember, those aren’t proprietary. Your best practices and your panoramic process are. As a result, because of increased advocacy, you are essentially making money while you sleep.

This is an excerpt of Duncan MacPherson and Chris Jeppesen’s newly released book: The Blue Square Method. Download Chapter 1 for free now at: TheBlueSquareMethod.com

#practicemanagement #businessdevelopment #success #mindset #business #thebluesquaremethod

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2022-08-30 14:14:25 • 20 second read

Six years after ’The Advisor Playbook’, financial professionals are that many years further down their path with new needs and evolved ambitions. After hundreds of interactions with some of the best teams in the business, Chris Jeppesen and Duncan MacPherson have captured the mindset and best practices of those who are continuing to evolve and grow.

The Blue Square Method is a philosophy and process for the enlightened fee-for-service professional who is striving to unlock the next level of both quantitative and qualitative results. Panoramic success requires continual refinement and optimization both personally and professionally. This actionable playbook is designed to put you on a predictable trajectory and ensure you never plateau.

Visit thebluesquaremethod.com to order your copy!.

2022-08-26 14:44:23 • 2 min audio

Selling a business does not necessarily mean an immediate exit. You can continue to work after liquidating your business. In fact, selling your business can liberate you from your routine stress and rejuvenate your work life!

In this short clip from the most recent episode of the ‘Always On with Duncan MacPherson Podcast’ my guest Ted Jenkin, who recently sold his own practice, shares his personal experience.

Stream the entire episode by clicking here

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2022-08-25 15:04:45 • 20 second read

The Art and Science of Exit Planning with Ted Jenkin

When the time comes to exit your business, the goal is to drive your enterprise value, maximize your exit strategy, and elevate yourself qualitatively in the process. In this episode, Duncan MacPherson talks with Ted Jenkin, CEO of oXYGen Financial, about the three E’s of successfully liquidating a business. They highlight steps advisors must take today to have a successful business exit in the future.

Ted and Duncan discuss:

  • How liquidity events create a sense of self-actualization and personal fulfillment
  • Major drivers of enterprise value (and how to achieve them) 
  • Negotiation tactics to secure the best deal for your business sale
  • Why now is an opportune time to consider selling your business
  • And more

Tune in now by clicking here: https://bit.ly/AODM_ep26

Feel free to share your thoughts on this episode or reach out with follow-up questions. We always appreciate feedback!

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2022-08-24 14:05:47 • 20 second read

Being at peace with mistakes, overcoming adversity and striving for the best version of yourself is good for the soul. As you know, life goes by fast. It’s just a blink. We all want to get to a point where we’re aware of living a life that’s fulfilled. The essence of Zen is that we could live to be 100 or it could all be over tomorrow. We can take nothing for granted and must use hindsight to serve us, not haunt us. We’ll feel gratified if this activates you to reach a little further, try a little harder, and if it disrupts any complacency that slows your self-actualization goal. Artists will tell you that a work of art is never completed, it’s abandoned, which means that we come to the end of the road and move on to something else.

This is an excerpt of the newly-released book ‘The Blue Square Method’ by Duncan MacPherson and Chris Jeppesen.

Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-08-19 15:10:56 • 20 second read

Your process drives enterprise value - the goal of every business owner is to build something that lasts and, eventually, to sell it. Like forced savings, your efforts are deposits into that equity and intellectual property. The bricks are your solutions, your proprietary process is the mortar that holds it all together, creating beauty and durability.

This is an excerpt of the The Blue Square Method by Duncan MacPherson and Chris Jeppesen.

Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-08-18 14:01:39 • 20 second read

For a professional whose solutions are not tangible, and the benefits of which can be delayed, it is essential to create a client experience that de-commoditizes your services – and a process that communicates those benefits clearly.

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2022-08-17 14:54:14 • 20 second read

Because top performers are busy, some tend to drift into patterns and either put off or forget to work on themselves. When it comes to change, some are reluctant because they feel that disruption is risky. Keep in mind, the best are forever improving but rarely swinging for the fences. World class golfer Justin Rose has a great mindset. He would say “I don’t try to find one thing and improve it by 10%, I want to find 10 things I can improve by 1%”. He is a serious student and has immense respect for his coaches. He knows that his swing coach could never beat him at a round of golf but he finds the coach’s insights and observations to be invaluable. The key is, he doesn’t just work on his game. He also focuses on stretching, meditation, nutrition, strength, critical thinking, mental toughness, endurance and many other “soft skills” - all of which contribute in small but meaningful ways.

This is an excerpt of the newly released book ’The Blue Square Method’ by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-08-15 14:42:30 • 20 second read

In this excerpt from episode 25 of the ‘Always On with Duncan MacPherson’ podcast my guest Richard Watts discusses the complexities of intergenerational wealth.

Click here to watch on YouTube

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2022-08-11 14:48:51 • 20 second read

Entitlemania with Richard Watts

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 and Duncan discuss:

  • 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

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep25

Feel free to share your thoughts on this episode or reach out with follow-up questions. We always appreciate feedback!

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2022-08-10 15:23:43 • 20 second read

There is an art and science to working ON yourself and ON your business. We’ve experienced first-hand that you can learn a lot from reading a book. You can learn even more from writing one. The exercise of creating something is powerful. It forces you to dig deep and study a subject in a more meaningful way, and that knowledge can be retained. It takes you to an experiential reality rather than a theoretical one. Coaches are notoriously “often wrong but never in doubt”. By that we mean, they have confidence in their ideas and strategies that are both timely and timeless, and they can have immense persuasive impact, but they too can be lacking in customization and implementation longevity. Square peg, meet round hole. We spent the past several years playing at a high level - interacting with some of the most accomplished F4S professionals in existence - and extracted those observations, shaped it all into this book and expanded our relevance in the process.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-08-05 14:13:12 • 20 second read

Remember: Most limitations are self-imposed. There is a process to achieve both consistent organic and scalable growth and they are interconnected through conversion and convergence without compromising your values, personal health and wellness or work-life balance. We get it. If you’re a parent we know that you’ve got about 18 summers with your kids and those 18 years will come and go very quickly. We want you to cherish that time as you flourish professionally. We’ve seen where, in an attempt to grow, the wake of disruption on the home front has been colossal. Remember that old saying - you’re only as happy as your least-happy child - but you can have it all. You might not be able have it all at once, but your trajectory aims you and your momentum can incrementally compound, moving you to a personal and professional inflection point.

This is an excerpt of Duncan MacPherson and Chris Jeppesen’s new book ’The Blue Square Method’. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-08-04 14:40:52 • 20 second read

Planning, philosophy and process are all interdependent. Educating a prospective client as to why this is – or re-framing your value with an existing client through the three Ps – helps them buy into your positioning as a professional consultant. 

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2022-08-03 14:08:00 • 20 second read

Franchise-readiness can provide scalable growth with additional protégés, too. Consider the younger people in your sector who are trying to break through, but because of the many headwinds they are starting to wonder if they will be viable five years from now. Without reinventing the wheel they can adopt, master and deploy your proprietary best practices to unlock a vein of gold that was dormant within their business, while liberating themselves to focus on what they enjoy doing - and you both can participate in that lift. As a financial professional client of ours who has cracked this code would say, "Why would I bring on another 100 clients when I could bring on one advisor with 100 clients?"

This is an excerpt of Duncan MacPherson and Chris Jeppesen’s new book ’The Blue Square Method’. Download Chapter 1 for free now at: TheBlueSquareMethod.com

 

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2022-07-29 17:56:17 • 20 second read

Earlier, advisors fixated on credentials, designations, and technical abilities.

However, the industry has now shifted from transactional salesmanship to directional stewardship. As financial services get commoditized, advisors need to offer more.

In this episode, Chris Jeppesen and I discuss how advisors can create professional contrast and grow their practice.

Tune in now (or download it for later) by clicking here

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2022-07-28 13:56:28 • 20 second read

Thriving through Market Volatility with Chris Jeppesen

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. They discuss strategies for alleviating your clients’ anxiety amidst current market turbulence, and the progression of top financial professionals today.

Chris and Duncan discuss:

  • 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

Tune in now (or download it for later!) by clicking here: https://bit.ly/AODM_ep24

Feel free to share your thoughts on this episode or reach out with follow-up questions. We always appreciate feedback!

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2022-07-27 13:52:33 • 20 second read

It’s essential to have talented people on your team, but we want you to de-personalize your value, meaning that clients appreciate the practice and the process as much as they appreciate your people. This stage is a powerful next step because it creates order and lowers uncertainty and complexity. It has been proven time and time again that complexity is the silent killer of growth and sustainability because it causes your business to lose traction and spin its wheels. Process is the antidote to complexity because everything has been thought through, taken out of your head and documented. It’s as strong as the practice that creates muscle-memory in sports.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-07-22 20:25:32 • 20 sec

Make your clients the voice you listen to. Just as importantly, demonstrate that you’re acting on their feedback. Close the feedback loop by continually pointing to any surveys or input you sought from your clients, and show them the actions you’re taking. This takes it from a claim that you’ll be improving the client experience, to your clients actually appreciating the elevation of service

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2022-07-21 16:16:23 • 20 second read

You probably have a handful of advocates now who are simply predisposed to the role – it’s their nature to be a rainmaker. You can nurture that predisposition for a larger group. It’s engineered.

It’s by design. You can master the art of activating advocacy. Teach clients how to create awareness for your professional contrast, so they know what to say.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-07-20 14:43:18 • 20 second read

The study of demography is fascinating and any time you can harness this powerful force, it’s like adding a booster rocket to the supply and demand dynamic. As an example, did you know that in Japan there are more people over 80 years old than under 10? Demographic shifts and trends are going to create some spectacular opportunities the world over. Harness this, locally at first, but remember that geographic limitations are removed if you are a process-driven professional. The tighter your process, the more the entire world becomes your oyster.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

2022-07-18 14:28:08 • 1 min audio

A client might have told you, “There is no need for our upcoming meeting. I am busy, but I trust whatever decisions you’ll make.” This can seem like a good thing. Your client trusts you and doesn’t feel the need to discuss matters with you. But it can actually be detrimental to your relationship! I explain how in this short clip.

Stream the entire episode by clicking here

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2022-07-14 13:57:08 • 20 second read

Lavish Your Clients With Service with Cathi Durrell

In the current tech-absorbed world, imagine handwritten cards’ impact on your client experience. It adds a personal touch that other forms of client communication might lack!

In this episode, Duncan MacPherson joins Cathi Durrell, owner of Lavish Cards, to discuss how fee-for-service professionals can take their relationship management to the next level with fine-art greeting cards.

Cathi and Duncan discuss:

  • 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

Tune in now (or download it for later) by clicking here

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2022-07-13 19:49:07 • 20 second read

If you received six referrals in the last 12 months, you were probably talked about and endorsed 30 times. It’s about a five-to-one ratio between endorsement and introduction. Closing that gap is not only where the lowest-hanging fruit lives, but your growth model elevates you from transacting – trading time for money and pumping up a leaky tire – to a more predictable, efficient and durable approach.

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2022-07-08 14:13:42 • 20 second read

The beauty of clients is that they don’t dabble. They see your value. They don’t say, “I’m not putting all my eggs in one basket" because they don’t think of you as a basket. They think of you as someone who liberates them to go live their lives. You’ve got the goods and they know it, and what’s great is that, in a referable moment, clients will wave your flag. They’ll sing your praises and, with great intentions, they endorse you. Here is the thing about endorsements, though - they often have the lasting value of a Red Bull. A client tells a friend to call you and that endorsement goes to the friend’s head to die. Have you ever had a client ask you, “Hey, did my friend call you?” but they never called? The endorsement was undermined by the Law of Diminishing Intent and had the longevity of a wind-up toy.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-07-07 13:39:44 • 20 second read

We’ve been talking about this for many years but it’s never been more important to growth than right now - your understanding that your primary addressable audience is right under your nose. Conversion reminds us that you have three types of clients. There are customers who occasionally transact with you, clients who empower you fully while also endorsing you to others, and the advocates who are the dream clients. They are a joy to work with and they consistently introduce new people to you. In this book you will discover our philosophy and process to enable you to go back to all of your existing relationships and reintroduce yourself - to reframe your value and impact to help them see the merit of becoming a totally engaged, fully empowering, referral-generating advocate.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-07-06 15:16:59 • 20 second read

If you received six referrals in the last 12 months, you were probably talked about and endorsed 30 times. It’s about a five-to-one ratio between endorsement and introduction. Closing that gap is not only where the lowest-hanging fruit lives, but your growth model elevates you from transacting – trading time for money and pumping up a leaky tire – to a more predictable, efficient and durable approach. With advocates, you’re not selling something, you’re building something. Like owning a home versus renting, you’re building equity along with pride in ownership. Basic customer and client acquisition through various marketing strategies alone is practical but can be anticlimactic because it’s a transaction without any lasting, long term benefits. Before you know it, the rent is due, meaning you have to go out and find more clients. Advocate conversion, on the other hand, means that you are consistently being found by new clients. When you nurture advocacy conversion in your business, you look back on the old client acquisition model and realize that it was more costly and there was far more friction. There are few things more rewarding than cracking the conversion code - not convincing new people, but instead working with people who are already convinced and showing them why, to whom and how to convince others. We are going to walk you through that proven process throughout this book.

This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-07-01 13:59:46 • 20 second read

Happy Canada Day to all Canadians. Let us allocate some time to stand by our beautiful flag and cherish all the wonderful diversity it represents!

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2022-06-30 19:17:01 • 20 second read

Undoubtedly you can relate to this vital commonality we see amongst top F4S professionals. They don’t rest on their core competency. They build...

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2022-06-29 14:47:42 • 20 second read

They take action and they introduce people to you. Clients can bring people they know to the red-zone, advocates bring them into the end-zone. They are the people who call you up and say, “Hey, you’ve got to do me a favor. My friend is going through some issues right now and I outlined your process and told him I’d make an introduction. I know you’re busy, but do me a favor and talk to him.” Does it get much better than that? Advocates are the ultimate asset. They increase in value over time and they pay dividends in the form of new client acquisition through introductions. They are the ultimate profit center and recurring revenue stream. Let’s increase the frequency of that happening. This is an excerpt of the upcoming book The Blue Square Method by Duncan MacPherson and Chris Jeppesen. Download Chapter 1 for free now at: TheBlueSquareMethod.com

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2022-06-28 14:05:46 • 20 second read

Practically speaking, a big part of your True North is a fixation on conversion and convergence – they are the ultimate goals of a fee-for-service professional. Let’s first look at conversion.

We’ve been talking about this for many years but it’s never been more important to growth than right now - your understanding that your primary addressable audience is right under your nose. Conversion reminds us that you have three types of clients. There are customers who occasionally transact with you, clients who empower you fully while also endorsing you to others, and the advocates who are the dream clients. They are a joy to work with and they consistently introduce new people to you.

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2022-06-27 16:16:34 • 20 second read

Investments can compound, disciplines compound, energy can compound and neglect can compound. Be mindful of the incrementalism, the force multiplier, that comes from your habits and rituals and where you invest your time and energy.

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2022-06-24 15:34:44 • 20 second read

If you look beyond revenue, AUM, and EBITDA, you’ll find that non-financial aspects like *your brand* can also enhance your enterprise value.

Learn more about preparing for a business sale (both as buyers and sellers) by clicking here: https://bit.ly/AODM_ep22

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2022-06-23 15:41:07 • 20 second read

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

Your business is your biggest asset — 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.

Tune in now (or download it for later) by clicking here

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