Delve into the transformative power of testimonials in enhancing client engagement and brand perception in the financial sector. Duncan discusses how leveraging genuine client experiences and success stories can go beyond transactional interactions, focusing on deeper engagements and clients’ life goals and achievements.

Click here to watch on YouTube

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com 

When people are given a chance to have a voice, even if it doesn’t go their way, they’re much more likely to be satisfied that they were a part of a process that felt fair and they felt heard. Allowing your kids or grandkids to have some say in how they feel and what they think about what’s going to happen to them because you are doing things that are going to happen to other people, giving them a voice doesn’t mean they get a vote…

This is a short clip from episode 46 of the ‘Always On with Duncan MacPherson’ podcast featuring Jeff Savlov creator of the Purposeful Legacy Family Project.

Stream the entire new episode by clicking here: paretosys.co/AODM_ep46

If you want your children to learn about gratitude and not feel entitled, you can start teaching them at a very young age.

In this short clip, Jeff Savlov shares two examples of how some families start shaping their kids at the age of 2.

Check it out!

Find the entire new episode of the “Always On Podcast” by clicking here: paretosys.co/AODM_ep46

In the spirit of beginning with the end in mind, know that every investment of effort you’re making is contributing to your enterprise value and your legacy. It is important to balance both the quantitative and qualitative drivers of your strategic plan to building reputational equity. And then when the time comes for you to exit and move on, that’s where the legacy really takes over…

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com

In succession planning, it can be beneficial to engage all family members and give them a voice.

A voice does not have to equal a vote.

But when you give someone an opportunity to voice their concerns, they are more likely to perceive the process as fair!

Listen to this short clip to learn why it’s important to engage the entire family in estate planning.

Find the entire episode by clicking here

The ultimate goal for a financial professional is to land in that sweet spot between Wall Street and Main Street. Wall Street being your technical ability as a financial professional. You understand your client’s evolving needs and you deliver an unrivaled world-class process. Main Street is managing the people, managing the relationships, and placing as much importance on both is what separates the best from the rest…

Click here to watch on YouTube 

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com

In this episode, Jeff Savlov and Duncan discuss the vital role of early childhood education in shaping future stewards of wealth. Savlov, creator of the Purposeful Legacy Family Project, emphasizes the necessity of laying a firm foundation from as early as two or three years old. The conversation also delves into how grandparents can guide their grandchildren in managing family wealth responsibly, fostering not just prosperity but resilience and hard work in the generations to come.

This is an excerpt from episode 46 of the ‘Always On with Duncan MacPherson’ podcast featuring Jeff Savlov creator of the Purposeful Legacy Family Project.

Stream the entire new episode by clicking here: paretosys.co/AODM_ep46

"Impact means anything you send to a client has to stop them in their tracks… People sort their mail over a garbage can, so you want to make sure it literally stops them when they go to this mailbox…"

This is an excerpt from episode 45 of the ’Always On with Duncan MacPherson’s podcast with Cathi Durrell of Lavish Cards.

Stream the entire episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep45

When we think of greeting cards, we often think of something like a “Thank You” card or a birthday card.

But have you ever thought about sending cards that highlight your “values”?

Sending cards that encompass your values can take your branding and messaging to a whole new level! Play this short clip from the most recent episode of ‘Always On’ to know how…

Stream the entire episode by clicking here: paretosys.co/AODM_ep45

“The more technology creeps into our lives, the more the human touch matters, and there’s something about a physical card that activates that sense of belonging, that safe harbor”

This is an excerpt from episode 45 of the ‘Always On with Duncan MacPherson’ podcast with Cathi Durrell of Lavish Cards.

Stream the entire episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep45

"The Thanksgiving card campaign is the easiest one to do and it’s a really great one to see how it works for your business… you’re sending out a card when not very many other cards are coming in the mailbox…"

This is an excerpt from episode 45 of the ‘Always On with Duncan MacPherson’ podcast with Cathi Durrell of Lavish Cards.

Stream the entire episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep45

Are you a fan of lumpy mail?

If yes, you should play this short clip below.

In this clip for the most recent episode of ‘Always On’ Duncan shares an example of a financial advisor who has been using lumpy mail to effectively connect with clients and foster deeper relationships!

Stream the entire new episode here: paretosys.co/AODM_45

Join us as we delve into the heart of strategic planning, exploring the journey from crystallizing visions on paper to understanding the intricate paths businesses traverse. From envisioning your ultimate business goals to ensuring continuity, learn why the road to success isn’t always a straight line.

Watch on YouTube

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com

Getting something special in your mailbox... it’s such a wonderful feeling.

When was the last time you sent something special to your clients? (It can be something as simple as a greeting card.)

Play this short clip as Cathi Durrell highlights the power of sending greeting cards to your clients on special occasions.

Stream the entire new episode here: paretosys.co/AODM_45 

I’ll be at a conference and an advisor will come up to me and say “I like what you talked about, and I think I’m ready to fire some clients.” And I’m like, “fire clients?” I would much rather hear “I think I’m doing everybody a disservice by having so many clients…”

This is an excerpt from episode 44 of the ‘Always On with Duncan MacPherson’ podcast with Martin Luc Derome. Stream the entire newest episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep44

"I spoke with an advisor who wants to become franchise ready, wants to go out and buy businesses…. I said the first thing we have to do is make you obsolete. It can’t be the Barry show…"

This is an excerpt from episode 44 of the ’Always On with Duncan MacPherson’ podcast with Martin Luc Derome.

Stream the entire newest episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep44

"Do you consider your business a straight line or a loop? The traditional business development model is: you acquire a client, execute for the client, and get compensated by the client—both initially at the signing ceremony and continually through new business and advocacy. What I want you to consider is closing that loop and ensuring that every investment of effort you make in working on your business creates an accretive business."

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com

"I wanted to spend a second talking about the importance of planning and legacy. Now, of course, literally speaking, planning is about being prepared for the future, but I just want to remind you that it goes so much deeper than that. You’re actually helping your clients plan for the present, because you are offering them liberation..."

Join Duncan MacPherson, Author of The Advisor Playbook, and Cathi Durrell, of LavishCards.com, as they discuss high touch ideas for August with a focus on Birthday and Anniversary cards!

"You’re not marketing to yourself. I know you know what you’re talking about, but does the client understand? Remember, data dumping with jargon does not differentiate you; it adds to the commoditization of the business."

Click here to watch on YouTube

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com

“If you’ve seen the Blue Square Method by now, you know that the Q in the word square is highlighted because we want to focus on helping our community achieve both qualitative and quantitative success..."

Watch on YouTube: https://youtu.be/Zym2BeMk48E

For more on this, and other actionable best practices, download Chapter 1 from Duncan’s book "The Blue Square Method" today at thebluesquaremethod.com

"If you don’t get two things in place… before you sell your business…”

This is an excerpt from episode 42 of the ‘Always On with Duncan MacPherson’ podcast with Ted Jenkin. 

Stream the entire episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep42

“If you’ve read the Blue Square Method, you know that we’re big fans of Venn diagrams. I mean, they’re just very intuitive to the point, a visual motivator, it’s like a good quote, just helps you, really identify with the concept…”

Watch on YouTube: https://youtu.be/9MmthNNv-eM

For more on this, and other actionable best practices, download Chapter 1 from my new book "The Blue Square Method" today at thebluesquaremethod.com

Not ready to retire yet?

You can still sell your business, capitalize on your big liquidity event, and continue working.

Such a “sell-and-stay” model not only helps you with succession planning, but also brings a sense of rejuvenation and relief!

This short clip from the latest episode of the Always On podcast tells how!

Tune in to the entire episode by clicking here: paretosys.co/AODM_ep42

If you plan to sell your business one day, there are two things you should start working on right away!

Ted Jenkin shares what they are in the short clip below.

He also shares how doing these two things can help you maximize your enterprise value!

Listen now by clicking here: paretosys.co/AODM_ep42

Having a consistent stream of content for clients is crucial.

But having a stream BACK is equally important.

In other words, gathering information about the type of content your clients are consuming most, their passion and interests, and what keeps them up at night.

Check out this short clip from the “Always On” podcast where Duncan’s guest, Kevin Mulhern, explains how AdvisorStream helps advisors make such data-driven marketing decisions!

Stream the latest episode of “Always On”, or download it for later, here: paretosys.co/AODM_ep41

"So you know that old saying, small hinges can open big doors. It never ceases to amaze me how small adjustments, little tweaks can lead to major improvements, not just in terms of how you’re perceived and described and appreciated by clients, but how you yourself appreciate your own value."

Watch on YouTube: https://youtu.be/a9-rQ64lSUo

For more on this, and other actionable best practices, download Chapter 1 from my new book "The Blue Square Method" today at thebluesquaremethod.com

Unveiling Opportunities in Acquisitions

“Because the market demographics are such, there’s a shrinking number of advisors and there’s an increasing number of opportunities, and there are more and more competition…”

This is an excerpt from episode 40 of the ‘Always On with Duncan MacPherson’ podcast with Tyson Ray.

Stream the entire episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep40

"I’ve seen scenarios where the advisor who’s acquiring is so fixated on where the unmet needs are, and where the vein of gold of untapped opportunity is..."

This is an excerpt from episode 40 of the ‘Always On with Duncan MacPherson’ podcast with Tyson Ray.

Stream the entire newest episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep40

Unlocking Potential through Team Support and Client Autonomy

“There’s so many emotional components to this, let alone practical. I think the most dangerous acquisitions are the ones where you’re buying out the advisor. There’s no team or support staff behind them.”

This is an excerpt from episode 40 of the ‘Always On with Duncan MacPherson’ podcast with Tyson Ray.

Stream the entire newest episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep40

"When you commemorate the family members of your clients and things that are going on in their life, it really stands out and you build a relationship with that next generation."

For more on this, and other actionable best practices, download Chapter 1 from my new book "The Blue Square Method" today at thebluesquaremethod.com

Acquisitions can be dangerous if advisors do not consider the needs of the clients being transferred!

If you are an advisor looking to acquire a business, we encourage you to play the short clip below.

In this short clip from the most recent episode of Always On, guest Tyson Ray highlights a key challenge of acquiring a business and how clients can be left out of the process.

Stream the entire episode here: paretosys.co/AODM_ep40

“…adjusting and pivoting to the realities of today. And even the best laid plans don’t always come forth like we expect them to…”

This is an excerpt from episode 39 of the ‘Always On with Duncan MacPherson’ podcast with guest Sherri Palle, Certified Business Consultant at Pareto Systems.

Stream the entire newest episode, and find links to previous episodes, by clicking here: https://paretosys.co/AODM_ep39

“A change imposed is a change opposed.” - Spencer Johnson

If you wish to exit your business in 10 years or less, it might be the right time to start involving your team in planning the transition!

If your employees know what to expect, they are likely to be more supportive and remain in the business after your exit.

Play this short clip from the Always On podcast to learn more about the importance of involving your employees in the exit planning process. Stream the entire episode, or download and save it for later, by clicking here

"..of course we know how much the words matter and the approach that an advisor takes. But if you ask me now, after all these 13 years, and all the experience to boil it down to something, is that people are aware there’s a human nature component and to just be a person."

This is an excerpt from episode 38 of the ‘Always On with Duncan MacPherson’ podcast with guest Steve Phillips, Chief Practice Management Officer at USA Financial.

Stream the entire episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep38

Within periods of chaos can lie opportunity. And of course, when it comes to relationship management, the opportunity is to not only competitor proof clients against forces out of your control, but also to amplify your fee-worthiness to get out in front of evolving needs."

For more on this, and other actionable best practices, download Chapter 1 from my new book "The Blue Square Method" today at thebluesquaremethod.com

To all advisors out there, referrals and introductions do not have to be about you. They have to be about your client experience. In this short clip, Steve Phillips explains how to make it super compelling for your clients to introduce people to you.

Stream the entire episode here: paretosys.co/AODM_ep38

"It presents this amazing opportunity with a professional to... illustrate your professional contrast. It’s funny that contrast and scarcity would go together. And I think they do because the contrast is a very scarce thing. Somebody that sounds different, somebody that feels different, somebody that tunes into the client in a different way."

This is an excerpt from episode 38 of the ‘Always On with Duncan MacPherson’ podcast with guest Steve Phillips, Chief Practice Management Officer at USA Financial. 

Stream the entire newest episode, and find links to previous episodes, by clicking here: paretosys.co/AODM_ep38

"You might strive for that work optional lifestyle where the business serves your life, not the other way around. Or you do decide to move on and maximize your life’s work. Either way, stick to the plan, trust the process, and be open to the ebb and flow of change."

Click here to watch on YouTube

For more on this, and other actionable best practices, download Chapter 1 from my new book "The Blue Square Method" today at: thebluesquaremethod.com

Centers of Influence (COIs) might be a good source of referrals for many advisors.

However, when you are referring to your network of COIs in front of a client, how do you position it? In other words, does your client see the benefit in being introduced to your professional network?

Listen to this short clip from the Always On podcast to hear about a better way to position COIs in front of clients and prospects. Stream the entire episode by clicking here: https://paretosys.co/AODM_ep37

"We’ve made the decision to grow down, to grow down our client count, so that we could elevate the client experience."

This is an excerpt from episode 37 of the ’Always On with Duncan MacPherson’ podcast with guest Terry Gronbeck-Jones.

Click to watch on YouTube: https://youtu.be/3TcCfXuz_08

"The last three years have confirmed that there are some advisors that are on a collision course with obsolescence. They’re not viable, there’s too much minutia. The compliance obligations, they don’t have scale, and they themselves are looking to liberation and order."

This is an excerpt from episode 36 of the ‘Always On with Duncan MacPherson’ podcast with guest Peter Dobrich.

Here the link to the entire episode of the Always On podcast by clicking here: https://paretosys.co/AODM_ep36

Your clients are not buying into a sales process. They are buying into client engagement. Oftentimes, advisors are so focused on gathering assets that they overlook the client relationships and branding part of the business (and these are things that can lead to massive growth in the long run!).

Peter Dobrich articulates the importance of the client engagement process very well in this short clip below. Check it out

Stream the entire new episode of Always On by clicking here: paretosys.co/AODM_ep36

"Good decisions stem from strong positions." This is an excerpt from episode 35 of the ‘Always On with Duncan MacPherson’ podcast with guest Ted Jenkin.

Listen to the full interview on the Always On with Duncan MacPherson Podcast by clicking here: paretosys.co/AODM_ep35

“Why should I sell my business today if I can double it over the next 10 years and sell it for a much higher price?”

This is a question many advisors ask themselves while contemplating the sale of their business.

Ted Jenkin, Serial Entrepreneur and CEO oXYGen Financial, suggests you think about “the velocity of money and stock in this short clip.

Stream the enitre episode of Always On by clicking here: https://paretosys.co/AODM_ep35

Video marketing is revolutionizing the way advisors connect with clients and prospects.

However, getting in front of the camera can feel terrifying for some people. For others, it might just seem like “a lot of work.”

But not anymore!

Stream the latest episode of Always On as Katie Braden, of Advisor Video Marketing, explains how advisors can make short yet impactful videos with clarity, conviction, confidence, and consistency, by clicking here: paretosys.co/AODM_ep34

Kicking off his European Road Trip, Duncan is in The Hague where he discusses Tulip Mania, diplomacy, and his newly released book, The Blue Square Method. Visit thebluesquaremethod.com to get your copy, or to download Chapter 1 for free.

Click here to watch on YouTube

In this excerpt from episode 25 of the ‘Always On with Duncan MacPherson’ podcast, guest Richard Watts discusses counselling clients outside of how they invest their money and the impact that can have on the relationship…

Click here to watch on YouTube

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.
 
Tune in to the latest episode of the Always On with Duncan MacPherson podcast to learn how you can help your clients prepare their children for the real world, instead of spoiling them with free money, by clicking here: 

In this excerpt from episode 24 of the ‘Always On with Duncan MacPherson’ podcast my guest Chris Jeppesen and I discuss how market forces are driven by human nature, and we share some stories on how that is playing out right now.

Click here to watch on YouTube