How to Sell Your Practice
for $10,000,000... or More
Includes Q&A - with Duncan and Ted
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Do you know how much your business is worth? Learn how to maximize the enterprise value of your business. Special guest and acquisition expert Ted Jenkin.
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2021-09-15 14:07:31 • 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: https://youtu.be/cFeLVvKFyCY

2021-09-14 19:02:05 • 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: https://youtu.be/cFeLVvKFyCY

2021-09-09 20:59:48 • 1 min video

This video is an excerpt of Duncan’s recent 'Developing a Professional Referral Network' webinar. To watch the full recording, click here:  paretoacademy.com/recorded-webinars

2021-09-07 20:03:06 • 1 min video

This video is an excerpt of the “Telling Your Clients You've Sold Your Business” video available now on YouTube. To watch the entire video click here: https://youtu.be/paFMrotIzro

2021-09-02 17:56:29 • 2 min

Opening the Door to Advocacy This video is an excerpt of the “Still the Best Q4 Campaign” video available now on YouTube. To watch the entire video click here: https://youtu.be/fURvzMlOJlY

#practicemanagement #businessdevelopment #thenextlevel #branding

2021-08-31 19:38:08 • 6 min video

I have to tell you, after all these years it is still the most powerful campaign to deploy in the fourth quarter, when it comes to relationship management and business development, it's still sending your clients and strategic partners, a Thanksgiving card. It's so incredibly powerful in terms of bang for the buck and return on investment of time.

If you are looking for Thanksgiving Cards with impact visit our friends at LavishCards.com

2021-08-26 20:44:40 • 1 min video

Work on yourself and your business to maximize value

This video is an excerpt of the “Maximum Enterprise Value – Achieved by an Always On Mindset” video available now on YouTube. To watch the entire video click here: https://youtu.be/pem1S1Cbipk

2021-08-26 14:19:12 • 1 min video

Focusing on enterprise value lets you look beyond your AUM and number of clients and keep long-term goals in sight – after all, every business is built to be sold

This video is an excerpt of the “Maximum Enterprise Value – Achieved by an Always On Mindset” video available now on YouTube. To watch the entire video click here: https://youtu.be/pem1S1Cbipk

2021-08-25 21:01:44 • 1 min video

It should be a lot. You're not only building something, you’re putting money in the bank.

This video is an excerpt of the “Maximum Enterprise Value – Achieved by an Always On Mindset” video available now on YouTube. To watch the entire video click here: https://youtu.be/pem1S1Cbipk

2021-08-25 21:01:29 • 1 min video

Understanding the mindset of first-generation self-made affluence.

This video is an excerpt of the “Maximum Enterprise Value – Achieved by an Always On Mindset” video available now on YouTube. To watch the entire video click here: https://youtu.be/pem1S1Cbipk

2021-08-24 20:57:29 • 1 min video

Harry Beckwith’s ‘Selling the Invisible’ had a big impact on Duncan and really sparked the importance of stewardship salesmanship.

This video is an excerpt of the “Maximum Enterprise Value – Achieved by an Always On Mindset” video available now on YouTube. To watch the entire video click here: https://youtu.be/pem1S1Cbipk

2021-08-24 14:08:00 • 1 min video

The common quality of the very best in any field of endeavor, whether it's an athlete, a performer or a fee-for-service professional is a relentless commitment to studying, practicing and refining their craft.

This video is an excerpt of the “Maximum Enterprise Value – Achieved by an Always On Mindset” video available now on YouTube. To watch the entire video click here: https://youtu.be/pem1S1Cbipk

2021-08-19 20:08:28 • 1 min video

You can’t be a commodity – you have to be a process-based steward. This video is an excerpt of the “The Main Thing - The One Adjustment Top Advisors are Making to Fuel Growth” video available now on YouTube. To watch the entire video click here: https://youtu.be/a44WAZQ-jlU

2021-08-19 14:08:44 • 1 min video

Showing you care and addressing moments of truth – especially when it’s hard – are what elevates the best from the rest.

This video is an excerpt of the “The Main Thing - The One Adjustment Top Advisors are Making to Fuel Growth” video available now on YouTube. To watch the entire video click here: https://youtu.be/a44WAZQ-jlU

2021-08-18 20:43:49 • 1 min video

It’s not just “how they met you” – it has to be “what you do for them and how”

This video is an excerpt of the “The Main Thing - The One Adjustment Top Advisors are Making to Fuel Growth” video available now on YouTube. To watch the entire video click here: https://youtu.be/a44WAZQ-jlU

2021-08-18 19:52:44 • 1 min video

It can’t just be you – it has to be your people, your practice and your process.

This video is an excerpt of the “The Main Thing - The One Adjustment Top Advisors are Making to Fuel Growth” video available now on YouTube. To watch the entire video click here:  https://youtu.be/a44WAZQ-jlU 

2021-08-17 20:57:08 • 1 min video

Addressing clients’ core concerns – and communicating how your process serves them – has to be a component of every conversation. 

This video is an excerpt of the “The Main Thing - The One Adjustment Top Advisors are Making to Fuel Growth” video available now on YouTube. To watch the entire video click here: https://youtu.be/a44WAZQ-jlU

2021-08-17 13:30:37 • 1 min video

Starting with advocacy and working backward helps reinforce your relationship, reduce loyalty fatigue and competitor-proof clients.

2021-08-12 19:55:53 • 1 min video

Amplify and project some professional scarcity. Describe more about “who you work with” as opposed to “what it is you do.” Target subjects your clients and prospective clients relate to and care about and they will be interested, not dismissive.

This video is an excerpt of the “Video Skills Will Carry You Far” video available now on YouTube. To watch the entire video click here: https://youtu.be/QGs-zjgvl8E

2021-08-12 13:34:51 • 1 min video

Ultimately a video has to be interesting and compelling. Start off your video with a simple hook – what makes you different? Get their attention.

This video is an excerpt of the “Video Skills Will Carry You Far” video available now on YouTube. To watch the entire video click here: https://youtu.be/QGs-zjgvl8E

2021-08-11 20:22:13 • 1 min video

Get to the point in your video. Be specific in your details and cast your deliverable as proprietary. It promotes your value and makes you that much more attractive.

This video is an excerpt of the “Video Skills Will Carry You Far” video available now on YouTube. To watch the entire video click here: https://youtu.be/QGs-zjgvl8E

2021-08-11 13:40:55 • 1 min video

The key with the messaging is to be authentic and use no jargon. Clarity should be the goal. When someone watches your video, you want them to think, “Hey, this is exactly what I've been looking for!”

This video is an excerpt of the “Video Skills Will Carry You Far” video available now on YouTube. To watch the entire video click here: https://youtu.be/QGs-zjgvl8E

2021-08-10 20:24:52 • 1 min video

A prospective client who's watching your video for the first time is comparing and contrasting you to their current provider. It also sparks advocacy in your current clients. You've got clients who want to share you with the right people. Make it easy for them

This video is an excerpt of the “Video Skills Will Carry You Far” video available now on YouTube. To watch the entire video click here: https://youtu.be/QGs-zjgvl8E

2021-08-10 20:04:15 • 1 min video

The real reason video is effective is that you can be found – and you can be forwarded. Video is a bridge that makes you easy to introduce to friends and family.

This video is an excerpt of the “Video Skills Will Carry You Far” video available now on YouTube. To watch the entire video click here: https://youtu.be/QGs-zjgvl8E

2021-08-05 17:32:29 • 6 min video

Elevate the client experience by transitioning to a process driven environment and shift from organic to scalable growth. In this episode, Duncan provides valuable insight into overcoming the ‘red-zone’ of scalable growth to building a truly franchise ready business. 

2021-08-03 20:08:21 • 4 min video

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!

2021-07-29 15:40:39 • 7 min video

In this episode, Duncan discusses the importance and usefulness that video can have in your business. Video acts as an initial connection point to get to know you better and helps to address and answer the sort of unspoken questions that viewers may have.

Looking to incorporate high quality video into your practice? Check out our friends at Idea Decanter who can help you prepare, shoot and edit video to professionally convey your messaging: www.ideadecanter.com

2021-07-27 17:52:57 • 4 min video

Join Duncan MacPherson of Pareto Systems and Cathi Durrell of Lavish Cards as they discuss the concept of 'Thanksgiving in July' and the importance of staying ‘top of mind’ awareness with your clients.

2021-07-22 19:35:44 • 12 minute video

Join Duncan, with Part 2, as he continues to discuss strategies to reconnect with your clients after this lengthy disruption in terms of interaction with your long-term clients. He goes on to provide ideas to avoiding loyalty fatigue and cracking the code in terms of strengthening relationships, competitor-proofing, capturing money in motion and converting clients into advocates.

2021-07-20 18:25:08 • 9 min video

Join Duncan as he discusses strategies to reconnect with your clients after this lengthy disruption in terms of interaction with your long-term clients. He goes on to provide ideas to avoiding loyalty fatigue and cracking the code in terms of strengthening relationships, competitor-proofing, capturing money in motion and converting clients into advocates.

2021-07-15 18:23:56 • 3 min video

How do you help your clients communicate your value to others so that you actually receive qualified referrals? Hint: It’s not by communicating your minimum asset level. 

2021-07-13 19:24:00 • 8 min video

Referrals come from communication - reminding clients, talking about it - but in a way that's positioned professionally, that is the gateway between endorsement and introduction. Join Duncan as he discusses how the Rule of 52 applies in a financial advisory practice and the impact it can have on the rate of referrals the firm receives.

2021-07-08 15:41:41 • 7 min video

Join Duncan as he discusses the impact of repositioning your ‘Review Meetings’ into 'Strategy and Tactical Meetings' where you invest the past into the future and make it an extension of your overarching process.

 

2021-07-01 16:48:46 • 3 minute video

Sometimes less is more. With your clients, are you serving those who need you at the cost of those who deserve you? Keeping your focus on your top clients, and those who could be top clients, can be an upgrade both for your clients and yourself.

2021-06-29 19:01:58 • 2 minute video

How many things do you do for a client? Can your client remember that number of individual services? Build a comprehension of your value into your process and communicate it in a way that your clients can understand and clearly communicate to others.

2021-06-24 19:04:20 • 2 minute video

Reimagine how you conduct yourself - how you are perceived and described - and bring the quality and advocacy of your clients up.

2021-06-22 19:30:21 • 2 minute video

Serving those who deserve you at the level they deserve - rather than trying to be all things to all people - sparks growth, enterprise value and advocacy.

2021-06-17 18:25:31 • 2 minute video

Your relationship management elevates you above your competitors, but it also makes you more referable through advocacy and during uncertain times.

2021-06-15 15:42:02 • 6 min video

Don't just make your clients the voice you listened to, make your team the voice as well. Understanding how you're perceived and how your value is articulated by everybody on your team can help you raise the client experience and increase your rate of referrals.

2021-06-10 15:42:41 • 6 min video

The best in any field of endeavor are masters at identifying and responding to unexpected situations. Being nimble means you can pivot on a dime and take action. Take, for example, the kids of your best clients. Those in the 12th grade have had their graduation plans upended. No gowns, no prom, no ceremony. How about those in college or university? Final exams written at home with anticlimactic fanfare. Why not send those kids a beautiful card to pay tribute to their accomplishment? And life goes on. Birthdays, anniversaries and other milestones and life events have been celebrated virtually recently. Why not respond tangibly with a beautiful Lavish Card. You can also consider sending a copy of The Richest Man in Babylon - a great book for young adults embarking on a road to financial independence. Either way, while others watch things happen, be the one who makes things happen. Strengthening a relationship with a family can be achieved by bringing value to the next generation. And you also get to dig your well before you’re thirsty.

Use this downtime to catch up on your reading, visit: Duncan’s Recommended Reading: paretosystems.com/recommended-reading

2021-06-08 19:22:12 • 2 minute video

Join Duncan MacPherson of Pareto Systems and Cathi Durrell of Lavish Cards as they discuss high touch strategies to avoid loyalty fatigue with your clients.

2021-06-03 18:27:49 • 6 min video

Everything is possible, but virtually nothing is certain. In periods of difficulty we find ourselves lurking. When you have a plan C and you think through all the contingencies, and spend a lot less time worrying. Join Duncan as he discusses the power of plan C and the impact it can have on you and your team when developing your strategy or plans.

Do you have a ‘Plan C”? Visit our website to learn more about our customized consulting designed to help you re-focus your business and take it to new heights: www.paretosystems.com

2021-06-01 15:50:32 • 7 min video

A very enlightened lady said to me, "I've got a book, not a business. That's why I'm working so hard with you." Because she wants to build something. She wants us to help her get out of this transactional world. She's completely fee-for-service now, and focusing more on the enterprise value of her business.

2021-05-27 15:50:21 • 6 min video

We all make mistakes, sometimes big, sometimes small, but it's what it reveals, how we respond that really separates the best from the rest. Join Duncan as he discusses how setbacks and adversity can help us improve, refine and optimize what we do.

2021-05-25 20:30:36 • 5 min video

In this episode Duncan suggests that anxiety is born in the place between expectation and reality. Losing yourself in your work can help you find your purpose and your calling and that honoring your nature and nurturing your qualities will lead to the best of your possible ability.

2021-05-18 18:46:37 • 2 minute video

Are you ready to react to your client's moments of truth? – These are the moments that give you a window to elevate your relationship and show that you value it.

2021-05-13 19:00:13 • 3 min video

Join Duncan MacPherson and Cathi Durrell of Lavish Cards as they explore the complex ways a simple card can increase advocacy, combat loyalty fatigue and contrast your value and process with competitors.

2021-05-06 18:33:11 • 3 min video

The language you use is a major contributing factor in whether your top clients introduce their friends and family members to you, or merely just endorse you to them. There is a difference.

2021-05-04 19:14:20 • 4 min video

Even if your clients want to refer you, if they don’t know how and why, they’ll spend their time endorsing you to people who you may never meet. Here’s how you turn those endorsements into introductions.

2021-04-22 19:28:05 • 4 min video
What does a seller want? - The most attractive business you can buy is from an advisor who wants three things; liberation, legacy, and liquidity. Liberation means you're going to liberate them to go live their lives…
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