Building a Business Setup for Acquisition
Includes Q&A Session
Thursday, February 10th at 12 pm ET
Have you considered your exit strategy? If you are considering selling your business within the next 5 years, or the next 30 years, this webinar is for you.
Coaching Professionals for over 25 years1.866.593.8020
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2022-01-27 21:19:19 • 1 min read

Have you considered your exit strategy? If you are considering selling your business within the next 5 years, or the next 30 years, this webinar is for you.

On Thursday, Feb 10, 2022 at 12:00 PM - EST join Duncan MacPherson, co-author of the Advisor Playbook, and Ted Jenkin, serial entrepreneur and CEO of oXYGen Financial as they discuss what business owners can be doing now to maximize their eventual exit.

This webinar will include a live Q&A with Duncan and Ted. You can ask your questions live, or enter one when you register.

Click here for complimentary registration:


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2022-01-25 19:33:52 • 20 sec

You have the clients who deserve a lot of attention and then you have the clients who need your attention. Your most deserving clients are often the least demanding. They’re busy, they’re successful, they’re respectful of your value, and sometimes we take them for granted. However, these are the clients we really want to competitor-proof, maximize and replicate. We want to make sure you’re not spending time with those who need your service at the expense of those who deserve your service. Use technology to help ensure consistency with these clients and in your ongoing service model.

Click Here to Read More

2022-01-24 18:41:55 • 2 min

In this episode of Always On, I sat down with Sherri Palle and Elaine Christakos, two co-founders of The Women are Here!, to discuss women in finance and the ways they seek to empower, energize and elevate.

Click here for the link to the full podcast.

#AlwaysOnWithDuncan #Podcast #TheWomenAreHere #WomenInFinance #FinancialAnalogy

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2022-01-24 18:24:48 • 20 sec

Does technology serve you or hurt you? The velocity of technology in our lives continues to intensify...

2022-01-21 16:54:08 • 20 sec

In this episode of Always On, I sat down with Sherri Palle and Elaine Christakos, two co-founders of The Women are Here!, to discuss women in finance and the ways they seek to empower, energize and elevate.

Listen to the full episode here:

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2022-01-20 17:50:07 • 20 sec

The financial world is very male-dominated, often leaving female advisors feeling outnumbered and undervalued.

Sherri Palle and Elaine Christakos, long-time financial professionals, Pareto Systems’ Business Coaches, and financial women’s advocates know this first hand. In this episode, Duncan talks to Sherri and Elaine about their company, The Women are Here!, how they strive to help women in finance both in their personal and professional lives and reveal useful lifestyle advice to become the best version of yourself.

Join me and my guests by clicking the link below.


#AlwaysOnWithDuncanMacPherson #financialadvisors #Podcast #businessdevelopment #practicemanagement #Marketing #womenentrepreneurs #womenandwealth #womeninbusiness #womenhelpingwomen #womenempowerment

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2022-01-19 16:49:34 • 20 second read

Why is it important to you to hear someone reveal the goals that give their life purpose? It takes the accomplishment of the goal beyond anything trivial and drives home purpose. Professionalize this so it’s not just good intentions. Understand what somebody aspires to with respect to their family, their occupation and the recreational interests, because money is a means to those ends, but the value you bring around their money ensures that those goals are attained.

Work with my team to learn how to help your clients realize their goals:

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2022-01-14 18:51:41 • 20 second read

Missed the “Reimagine Growth” webinar where Duncan MacPherson spoke with Pareto Business Coach Scott Hamilton regarding strategies to grow your business? Click to watch the replay of it, and all of Pareto Systems previous webinars, on Pareto Academy:

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2022-01-13 19:20:05 • 25 second read

Many professional advisors I work with are successful, enjoy an impressive lifestyle and should be content, but many of them are still ambitious and are frustrated because they have hit a plateau. While every advisor’s scenario is unique, often the plateau stems from inertia confidence. Simply put, the advisor is busy repeating habits and patterns, and has been for an extended period of time. They are getting results, but they can raise the bar and achieve more.

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2022-01-12 19:16:23 • 20 second read

Make sure prospective clients know you’re a specialist, not a generalist. Whatever your target market is, do case studies, success stories, warnings and examples around that target market to help activate contrast - so that prospective clients understand you are superior to their current provider and give them a reason to reach out and talk to you.

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2022-01-11 20:18:33 • 20 second read

As aging clients transfer their wealth, advisors often yearn for a lasting relationship with their beneficiaries down the road. However, getting introductions to clients’ family members can be a challenge!

In this podcast, Duncan speaks with Jackie Wilke, Vice President and Advisor Consultant at First Trust. They unpack strategies to help you attract and retain clients for multiple generations by developing a Multi-Family Office (MFO) client experience.

Duncan and Jackie discuss:

  • How to demonstrate your genuine care for clients without seeming too sales-y
  • The “family phone call” exercise that positions you as a family advisor 
  • Tips to help you navigate complex family conversations with clients
  • Content marketing ideas to create significant value for your target audience
  • The importance of building a multi-generational client base
  • And more

Click here to listen to the Podcast 

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2022-01-10 18:49:21 • 20 second read

Advisors who continually expand their client base eventually hit a point of diminishing returns. Once you exceed your service capacity, you can no longer effectively competitor-proof clients, gain their complete financial empowerment or maintain a high degree of refer-ability. As a result, you are likely to become stressed, frustrated and miss important opportunities. Furthermore, unless you hire and manage more staff, which takes time and money, you cannot effectively deploy your service matrix. In time, you will be perceived as a transactional generalist, and you will end up with a business that is a mile wide and an inch deep.

We come back full circle to the question you should ask yourself continually: If 20 percent of your clients generate 80 percent of your business, do you invest 80 percent of your time on that 20 percent? To generate the qualified referrals that will allow you to build a quality practice, you need to do exactly that. Right sizing your clientele will allow you to do it.

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2022-01-05 20:53:40 • 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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2022-01-03 15:01:15 • 20 second read

You want your business legacy to reflect your commitment to helping people face the future with anticipation and to be an action-oriented implementer. Strategic planning isn’t just about crystallizing your thoughts on paper. It’s also about the application of appropriate strategies that will propel you forward.

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2021-12-23 21:21:50 • 20 second read

Always On with Duncan MacPherson Podcast - In this episode, I speak with Chris Jeppesen, chief of advisory practices, at First Trust. We talk about why multi-family offices (MFOs) are becoming increasingly relevant, and how this holistic wealth management approach helps advisors accelerate their growth (both personally and professionally).

Chris and I discuss:
● The ideal number of clients you should serve to elevate your client experience
● Three questions to help you determine if an MFO model is right for you
● What it means to build a “brand within a brand” — and how it benefits you
● The pursuit of self-actualization for today’s advisors
● And more

Listen to this podcast by clicking here:

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2021-12-22 18:40:57 • 20 second read

When you de-personalize your business by going beyond raw talent and instead focus on your ongoing and progressive process, you can evolve from a production mindset to an asset mindset. Your business can be worth far more than it is today.

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2021-12-17 18:57:33 • 20 second read

There is an old maxim that states that, "Marketing is what you say; branding is what they hear." At a basic level, marketing helps you sell something, while branding helps you build something. Marketing typically involves stand-alone campaigns and strategies that have a beginning and an end. Branding is ongoing and every investment into your professional branding strategy builds upon itself, and can become a proprietary asset over time.

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2021-12-16 19:32:44 • 20 second read

Competitor-proofing and countering loyalty fatigue has to be ongoing throughout the lifetime of a client relationship. Making your process and value clear to a client through your relationship management process insures you won’t disappear in a sea of sameness - or find yourself suddenly replaced because a drifting client decided to “try something new.”

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2021-12-15 20:07:22 • 20 second read

Incrementalism transcends personal development and affects how you strengthen client relationships. It would be nice if you could take a relationship to a higher level quickly, but that’s not how things work. Solid client relationships are based on trust, and trust is earned over time, based on your credentials and chemistry but also because of your consistency and congruency. Your consistent communication compounds over time.

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2021-12-13 14:56:45 • 20 second read

What are the qualities of your favorite clients? The answer probably isn’t anything centered on business only - on assets and profitability. Their personality traits, their respect for you and your team and their proactive advocacy will stand out. It’s never only assets – attitude and advocacy are just as important.

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2021-12-09 18:38:44 • 20 second read

In this week’s episode of “Always On with Duncan MacPherson” podcast Duncan speaks with Jennifer Payeur, the CEO of Nature Provides and an entrepreneur focused on health and wellness. Drawing from personal health struggles and her holistic healing experience, Jennifer reveals ways to help you and your team proactively build your greatest asset - your health!

Duncan and Jennifer discuss:

  • Proven strategies to foster a healthy bench-strength
  • How to consistently be your own health advocate
  • Restoring balance in your life in today’s stressful environment
  • The underrated benefits of plant stem cells in detoxifying your body
  • And more

Listen to this podcast by clicking here:


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2021-11-25 18:26:15 • 20 second read

In this week’s episode of Always On with Duncan MacPherson, I spoke to Tom Deans, best-selling author of “Every Family’s Business” and “Willing Wisdom”.

Tom and I outline an approach that will help financial professionals to become more indispensable to affluent clients, especially business owners.

Tune in to learn:

How to position yourself as a conduit for purposeful business succession

How you can align yourself with business owners

How to capture assets outside of your process

Join me and my guest, Tom Deans, by clicking here

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2021-11-19 20:33:57 • 20 second read

The difference is this: Always appeal to what someone wants and how you will get them there – they’ve helped a friend meet you because your process will address their needs – not because they wanted to “bring you more business.” Their ‘why’ aligns with your ‘how’, and that takes out any form of salesmanship and fuels everything with stewardship.

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2021-11-17 20:31:43 • 20 second read

Ep. 5: Outsourcing Your Wealth Management with Chris Garcia

What does an advisor of the future look like? How can you adjust your process and team to elevate the client experience?

In this episode, I have a conversation with Chris Garcia, CEO of the Azimont. We discuss Chris’ journey to building a successful Franchise Ready practice. How his focus on people, his practice, and his process have contributed to continued growth while elevating his client experience and referability.

Join me and guest Chris Garcia by clicking here:

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2021-11-12 17:35:34 • 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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2021-11-11 18:45:01 • 20 second read

Episode 4: What It Means To Be An Advisor Of The Future With Tyson Ray

What does it mean to be an advisor of the future? How can advisors become more productive over the next 10 years? What is your approach to client relationships?

In this episode, I am joined by Tyson Jon Ray CFP®, CIMA®, CEO of FORM Wealth. We cover a lot of ground including how to achieve professional contrast and how to activate future pacing as a goals-based planner with your clients, but also looking down the road at the evolution of this industry. Tyson shares details about FORM Wealth’s process and how they approach client relationships. Plus, Tyson explains what makes him and FORM Wealth different.

Join me and guest, Tyson Ray, by clicking here:

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2021-11-11 15:10:32 • 1 minute read

Lest We Forget our veterans and all those who fell for the freedoms we are able to enjoy today…

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2021-11-09 20:54:14 • 20 second read

Episode 3: Why You Should Be Podcasting With Matt Halloran

In this episode, Duncan MacPherson is joined by Matt Halloran of ProudMouth about the merits of podcasting and why financial service professionals should consider adding it to their marketing and branding efforts.

Listen NOW:
On Apple/iTunes  
On Spotify  
On iHeart Radio


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2021-11-03 20:39:33 • 20 second read

Episode 2: How to Achieve the Maximum Enterprise Value With Ted Jenkin.

In this episode, Duncan MacPherson is joined by Ted Jenkin, CEO of oXYGen Financial.

Listen NOW:

On Apple/iTunes
On Spotify

On iHeart Radio

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2021-10-25 20:06:59 • 20 second read

As clients share their aspirations, goals, and concerns, connect those with your value and deliverable. Make that part of your branding strategy and your process. Showing you understand and are listening will elevate your perceived value - and they’ll help you differentiate yourself from the vast majority of providers. Tracking and responding to those concerns should always be high on your list of priorities.

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2021-10-15 19:45:24 • 20 second read

If you patiently and deliberately create a plan for the coming year over the next couple months, rather than on a Sunday evening over the holidays in December, you’ll create a plan that better serves you as a guidance system, is more actionable and predictable, and consists of goals that are balanced, clear and attainable.  

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2021-10-08 20:24:29 • 20 second read

Clarity is one of the most important results of having a plan and a process. It allows you to tune out noise and distractions and focus on proven strategies that generate results. A good plan serves as a reminder of what matters as the year unfolds to ensure that you don’t drift off track. Ultimately it’s about a solid trajectory and mid-course corrections made early.

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2021-09-24 18:45:06 • 20 second read

Communicating that you understand the concerns of your clients - what matters to them - family, occupation, recreation and money - is of immeasurable value in your referability and more. When it comes to consistent client acquisition through advocacy, when it comes to fee-worthiness, client loyalty and total client engagement over the lifetime of a relationship, your technical ability and core competency matter. But words matter, too.

2021-09-16 16:26:18 • 1 min video

This video is an excerpt of the “The 7th Pillar: Amp Up Your Fee-Worthiness” video available now on YouTube. To watch the entire video click here:

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2021-09-13 19:03:01 • 20 second read

Many financial advisors obviously have great intentions, qualities and skills. While these are all important factors, none are proprietary. We want you to professionalize that skillset and every interaction with a process that clients can internalize and buy into.

If you are interested in learning more about our process and working directly with me, click here:

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2021-08-27 20:04:13 • 2 minute read

Few professional advisors have cracked the code when it comes to consistently attracting referrals from other influencers and rainmakers who are not clients. In this session Duncan MacPherson will lay out a processes to guarantee referrals are a two-way street.

During this session, Duncan will discuss:
• How to position a referral process as a service you provide
• How to delineate and position your process to strategic partners
• How to contrast yourself favorably with other advisors

Watch the replay on

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2021-08-16 19:33:46 • 20 second read

In business, we have to be committed to continual refinement and optimization. The velocity of change, the intensity of competition, and the increase in volatility requires that we continually look for ways to elevate our approach and be positioned for anything. 

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2021-08-10 20:29:14 • 20 second read

Missed Pareto CEO Duncan MacPherson’s LIVE 60-Minute Q&A session “Where do we go from here?” held on July 28th? Visit to watch the replay of it, and other past Pareto Systems webinars:

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2021-08-06 15:58:38 • 20 sec

When it comes to practice management, a lot of attention must be placed on the client experience. Using an agenda, having a fit process, onboarding a client systematically and deploying a service matrix are just a few of the essentials that I help advisors put into action to project professionalism and strengthen their client relationships.

Work with my team to learn how to strengthen your client relationships:

#branding #businessdevelopment #practicemanagement

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2021-08-04 17:49:31 • 20 second read

Take the abstract nature of what you do and make it intuitive and compelling. Give it some personality, identity and make it real. Call your process something. It’s a handle the prospective client can grab onto. It keeps a client locked into you and can also competitor-proof them. It will not only capture money in motion as life unfolds, but also prompts them to be more than a client; to be a referral-generating advocate because you made it so easy to wave the flag. They can communicate this to somebody else and they will get it, too.

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2021-07-28 17:42:27 • 20 second read

You want to speak to a specific hook that grabs someone’s attention. Again, it’s not what you say but rather what they hear that matters. Your hook has to speak more to what your clients want rather than what it is you do.

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2021-07-23 15:41:07 • 20 second read

A value proposition is not a jargon-filled burble where you spout a collection of words and hope they resonate with someone. It’s not an elevator speech or a mission. It is a methodical approach that differentiates you and invites someone to engage in a conversation. You aren’t trying to impress someone, you are trying to impress upon them what your points of difference are so that it engages them.

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2021-07-14 17:34:54 • 20 second read

You can rebrand the tired and dreaded “Review Meeting” into a refreshed “Strategy and Tactical Meeting” to rejuvenate and competitor-proof the client relationship and make it part of your overarching process. “Review Meeting” - just by its name - looks back and is a passive regurgitation of the previous period, where a “Strategy and Tactical Meeting” is forward-looking, investing the past into the future.

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2021-07-12 17:40:16 • 20 second read

When things are in flux, changes and improvements are a natural and appreciated response; it shows a client that the professional is working on the business and has an eye on the future. Not all of these adjustments have to be dramatic, wholesale changes. Sometimes they're minor tweaks, just twisting the knobs a little bit to find the perfect combination.

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2021-07-04 15:49:18 • 20 second read

Just like to take a moment to wish all of our American friends, family, colleagues and clients a very Happy Independence Day long weekend! The best is yet to come!

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2021-07-01 15:47:08 • 20 second read

Wishing all of our Canadian friends, family, colleagues and clients a Happy Canada Day. We have a lot to be grateful for and a lot to look forward to.

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2021-06-28 16:11:16 • 20 sec

A personal branding strategy helps people connect with you on a deeper level. The firm you represent has its own brand, but you need to build a brand within that brand. This adds credibility to your overall brand, but people are connecting with you, the messenger, not just your message in terms of solutions, products or rates of return.

Learn how to refine your branding with our Total Client Engagement Process:

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2021-06-25 18:14:22 • 20 second read

Listening doesn’t just make a client confident and happy; it gives you real information that makes you better in turn. It’s possible for your judgment to be clouded by inertia confidence, by neglect or by getting into a feedback vacuum. Your clients are the best board of directors/advisory panel you can have. They will keep you on track.


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2021-06-23 19:50:02 • 20 second read

Clarify your goals on paper. Use the W-5 Process. You can’t just randomly or haphazardly approach the future; you must design it. You’ve heard about the fool who goes hunting with a crossbow and fires an arrow into the forest, saying to himself, “Boy, I sure hope something runs into that.” Later, he finds the arrow lodged into a tree and draws a bull’s eye around it.

Don’t leave your future to chance. Visit for more daily tips and insights.

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2021-06-21 17:15:11 • 20 second read

What is the purest form of client acquisition? It is not going out and trying to convince new people, but rather working with the people who are already convinced and showing them how to convince people on your behalf. They go out of their way to wave your flag; not because they are trying to help you grow your business, but because they feel they are doing their friends a disservice if they do not make the introduction.

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