The Approach to Referrals

Great clip from Duncan's recent podcast. They discuss finding language that works, when speaking to clients about introductions (referrals).

This is an excerpt from episode 57 of the "Always On with Duncan MacPherson' financial advisor podcast featuring Bill Cates, referral coach and author of "The Language of Referrals," about the art of being referable and mastering the concept of introductions with professionalism and stewardship. 

Stream the new episode "The Language of Referrals " by clicking here: paretosys.co/AODM_ep57

The Secret to Earning Referrals: Shifting Your Mindset

Financial advisors: Learn how to shift your mindset from "asking" to "earning" referrals. Explore strategies to build relationships so strong, clients naturally want to introduce you to their network. Discover the power of "being referable" and creating remarkable client experiences.

This is an excerpt from episode 57 of the "Always On with Duncan MacPherson' financial advisor podcast featuring Bill Cates, referral coach and author of "The Language of Referrals," about the art of being referable and mastering the concept of introductions with professionalism and stewardship. 

Stream the new episode "The Language of Referrals " by clicking here: https://always-on-with-d-macpherson.blubrry.net/2024/04/25/the-language-of-referrals-with-bill-cates-ep-57

How Gratitude Fuels Success (IQ vs. AQ)

Feeling stuck? Learn how gratitude can be the key to overcoming adversity and achieving your goals. I'll explore the science of vibration and the importance of AQ (adversity quotient) compared to IQ. Discover practical tips to cultivate gratitude and increase your resilience.

If you like this video , check out my YouTube Channel "Duncan MacPherson", and Subscribe for videos like this and much more. My channel is dedicated to helping you improve client relationships, create a steady stream of quality referrals, and optimize your business strategies. Don't miss out on valuable insights to take your practice to the next level! (We add more videos on YouTube then the blog) YouTube: https://www.youtube.com/c/ParetoSystems

How to Talk to Clients About Updating Their Will (and Why It Matters)

Don't lose clients when their wealth transitions! This clip equips financial advisors with powerful messaging to encourage clients to update their wills. Learn how initiating these discussions builds trust and strengthens your position as a valuable family advisor.

This is an excerpt from episode 56 of the "Always On with Duncan MacPherson' financial advisor podcast featuring Tom Deans, Ph.D., intergenerational wealth expert, speaker, and best-selling author of "Every Family's Business" and "Willing Wisdom." Stream the new episode "Transitioning Next-Gen Wealth" by clicking here: paretosys.co/AODM_ep56

Don't just react! This is where the client experience kicks in

Watch the full video, "The Secret to More Client Referrals", where I discuss the powerful client experience formula used by Pareto Systems' top financial advisor clients on YouTube by clicking here

The Client Experience formula for Financial Advisors (12-4-2)

Struggling to get client referrals? Discover the powerful 12-4-2 client experience formula used by Pareto Systems' top financial advisor clients. Learn how to move beyond reactive communication and create a proactive strategy for building stronger client relationships, triggering referrals, and attracting high-quality prospects. Watch now and unlock the secrets to becoming more referable!

How do you conduct a family meeting? Why Bringing Everyone Together is Easier Than You Think

Worried a family meeting will trigger family drama? Fear not! This clip reveals why narcissists typically avoid these meetings. Discover how family meetings can actually strengthen your bond and how a client's resistance might be a red flag.

How do you facilitate family meetings?

Listen to the full podcast episode to learn best practices on how financial advisors can arrange a family meeting with their clients: paretosys.co/AODM_ep56

Financial advisors preach family planning, but do they practice it themselves?

This clip exposes a shocking truth: many advisors haven't created a will or held a family meeting. Discover a powerful interview question to uncover if your advisor truly understands the "intergenerational wealth game."

How do you facilitate family meetings?

Listen to the full podcast episode to learn best practices on how financial advisors can arrange a family meeting with their clients: https://always-on-with-d-macpherson.blubrry.net/2024/04/04/transitioning-next-gen-wealth-with-tom-deans-ep-56/

Align your purpose with your platform for a fulfilling career & lasting impact!

Watch the full video on YouTube

Do you want to learn how to implement these financial advisor marketing & branding strategies? Speak with a Pareto Systems expert. 

Or learn more about our financial Advisor business coaching at paretosystems.com

Are you a financial advisor seeking a more fulfilling career? 

Discover the concept of Ikigai ("reason for being") and how to find your "blue square" - the intersection of passion, professional expertise, and economic needs. Learn strategies to identify and eliminate draining clients, creating a balanced and enriching career path.

If you like this video, check out out Duncan's YouTube Channel "Duncan MacPherson", and Subscribe for videos like this and much more. His channel is  dedicated to helping Financial Advisors improve client relationships, create a steady stream of quality referrals, and optimize business strategies. Don't miss out on valuable insights to take your practice to the next level! YouTube Link: www.youtube.com/@Dmac8020 
 

Struggling with writer's block and wasting time on notes? Discover how Financial Advisors are using AI to write content, summarize meetings, and boost efficiency. Watch to learn how ChatGPT and AI can transform your practice!

This is an excerpt from episode 55 of the "Always On with Duncan MacPherson" podcast featuring Seth Diener, owner of Diener Money Management, and Alex Lerch, director of Oak & Stone Advisor Marketing.

Stream the new episode "The Future of Branding and Client Acquisition" by clicking here: https://paretosys.co/AODM_ep55

This video reveals a game-changing strategy many financial advisors are missing.

In this video, you'll learn:

• How a recent SEC rule change allows you to leverage client testimonials for marketing (and why it's a missed opportunity if you're not doing it).
• Actionable steps to collect powerful testimonials from your clients (including scripts and landing page creation).
• The surprising benefit of testimonials that goes beyond attracting new clients (hint: it strengthens existing client relationships and boosts referrals!).
• How testimonials help you stand out and build trust with your ideal clients.

Stop wondering if you're providing enough value. See how client testimonials become a crystal-clear signal that validates your work and fuels your purpose.

This video is perfect for financial advisors who want to:

• Grow their business through referrals.
• Increase client trust and credibility.
• Attract their ideal clients.
• Strengthen client relationships.

Ready to unlock the power of client testimonials? Watch now!

This is an excerpt from episode 55 of the ?Always On with Duncan MacPherson?s podcast featuring Seth Diener, owner of Diener Money Management, and Alex Lerch, director of Oak & Stone Advisor Marketing.

Stream the new episode "The Future of Branding and Client Acquisition" by clicking here: paretosys.co/AODM_ep55

Discover the transformative strategies Alex employs to help financial advisors not only elevate their branding and stand out in a crowded market but also harness the power of client engagement through testimonials and reviews. Delving into the philosophy of "skating to where the puck is going," this discussion explores the dual importance of marketing for both attracting new clients and retaining current ones.

This is an excerpt from episode 55 of the Always On with Duncan MacPherson podcast featuring Seth Diener, owner of Diener Money Management, and Alex Lerch, director of Oak & Stone Advisor Marketing.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep55

Unlock the secret to attracting quality referrals without the hard sell. Discover how to make your practice irresistibly referable by mastering the art of being dependable, predictable, and admirable.

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

Explore the transformative journey from competition to coopetition, where the quest for personal excellence transcends traditional rivalry.  

Watch the full video by Clicking Here  
 

Master Marketing & Innovation with ChatGPT

Understand what every entrepreneur needs to know about boosting the enterprise value of their business.

This is an excerpt from episode 54 of the "Always On with Duncan MacPherson' podcast featuring Ted Jenkin, CEO of oXYGen Financial and President of Exit Stage Left Advisors.

Stream the entire new episode of Always On by clicking here: paretosys.co/AODM_ep54

Exploring the non-proprietary nature of technical skills in the financial industry, this discussion shifts focus to the true value proposition of a financial professional: the ability to develop a lead generation engine. Highlighting marketing as the most challenging and rewarding aspect of client acquisition, it underscores the importance of creating systems and processes that ensure predictable, sustainable, and duplicable growth.

This is an excerpt from episode 54 of the "Always On with Duncan MacPherson' podcast featuring Ted Jenkin, CEO of oXYGen Financial and President of Exit Stage Left Advisors.

Stream the new episode of "Always On' by clicking here: paretosys.co/AODM_ep54

Explore the transformative journey from competition to coopetition, where the quest for personal excellence transcends traditional rivalry.

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

Discover the pivotal strategies financial professionals must embrace to significantly enhance their enterprise value. Learn why recurring revenue is the cornerstone of a valuable practice.

This is an excerpt from episode 54 of the "Always On with Duncan MacPherson Podcast" featuring Ted Jenkin, CEO of oXYGen Financial and President of Exit Stage Left Advisors.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep54

Explore the pivotal questions that can transform your client advisory council meetings, from uncovering your firm's strongest assets to identifying unseen opportunities for growth in this short excerpt from episode 53 of the "Always On with Duncan MacPherson' podcast featuring Mike "Cy" Cajthaml Jr., Pareto Systems Business Advisor.

Stream the full episode of Always On here: paretosys.co/AODM_ep53

Ever wonder why clients are not referring? Find out in this short excerpt from episode 53 of the "Always On with Duncan MacPherson' Financial Advisor podcast featuring Mike "Cy" Cajthaml Jr., Pareto Systems Business Coach.

Stream my latest episode of Always On here: paretosys.co/AODM_ep53

 

It's about uncovering the real value behind your suite of services and ensuring your practice not only meets but exceeds client needs.

Stream the new episode of Always On here: paretosys.co/AODM_ep53

Discover how a financial advisor transforms client relationships by creating a council for open feedback, aiming to elevate service and personal growth. This initiative reveals the power of client input in reshaping and enriching the advisory experience.

This is an excerpt from episode 53 of the "Always On with Duncan MacPherson' podcast featuring Mike "Cy" Cajthaml Jr., Pareto Systems Business Advisor.

Stream the entire new episode of Always On here: paretosys.co/AODM_ep53

 

Discovering the unexpected, a council meeting unveils diverse client perceptions about their status as "ideal clients,' sparking a transformative dialogue. This revelation marks a pivotal moment, emphasizing the crucial need for advisors to articulate the value of their enduring client relationships more clearly.

This is an excerpt from episode 53 of the "Always On with Duncan MacPherson' podcast featuring Mike "Cy" Cajthaml Jr., Pareto Systems Business Advisor.

Stream the new episode of Always On here: paretosys.co/AODM_ep53

What's next with AI for financial advisors? What are we expecting to see in 2024 and beyond? How will it change the way advisors serve and connect with clients?

These are all crucial questions you should be asking right now!

Listen to this short clip from the Always On podcast, where guest Craig Kirkpatrick shares his thoughts on the future of AI for financial services.

Stream the full episode here: paretosys.co/AODM_ep52

Unveil the transformative power of turning resolutions into tangible results. In this video, we explore the critical bridge from resolution to execution, emphasizing not only the productivity gains but also the profound personal growth that comes from reshaping your reality. 

Click here to watch full video on YouTube

Using AI to create content? Don't forget compliance!

As financial advisors, you may be using ChatGPT or other AI tools to write and distribute content to clients.

But this short clip from the most recent episode of Always On contains an important caveat to keep in mind. 

Stream the full episode here: paretosys.co/AODM_ep52

2024 Game Changer! Unveil the transformative power of turning resolutions into tangible results. In this video, we explore the critical bridge from resolution to execution, emphasizing not only the productivity gains but also the profound personal growth that comes from reshaping your reality.

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

Explore the evolution of AI in finance from testing to widespread adoption. Delve into the industry's approach to integrating AI with compliance protocols, ensuring every step from content creation to client communication aligns with FINRA and SEC guidelines.

This is an excerpt from episode 52 of the 'Always On with Duncan MacPherson' podcast featuring Craig Kirkpatrick, founder of Act-Three Consulting.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep52

Time to amp up your reputational equity and be a thought leader!

Consistent content creation is a great way to establish yourself as an expert in your niche.

And with AI, it has become much easier!

Play this short clip to learn how AI can make content creation (and as a result, your client communications) more efficient.

Stream the full episode here: paretosys.co/AODM_ep52

Explore how a forward-thinking financial advisor leverages AI, including tools like Pictory, to prepare impactful legacy content for clients and their families. Learn how AI streamlines content creation, from market analyses to tailored educational materials, marrying high tech with a personal touch in financial advisory services.

This is an excerpt from episode 52 of the 'Always On with Duncan MacPherson' podcast featuring Craig Kirkpatrick, founder of Act-Three Consulting.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep52

Discover how ChatGPT and large language models revolutionize client communication in the financial sector. This Always On clip explores the power of AI in enhancing client relationships through effective prompting, offering real-world examples of increasing knowledge and improving client interactions with tailored, AI-generated communication strategies.

This is an excerpt from episode 52 of the 'Always On with Duncan MacPherson' podcast featuring Craig Kirkpatrick, founder of Act-Three Consulting.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep52

How Strategic Growth and Culture Define Success

"When did that really kick off for you guys where you said, Okay, we're going to stay in that sweet spot? And that's, you know, as we grew, you know, early on in a business, I don't think it matters what business you're in. I mean, you're just looking for clients, you're looking for business. So early on, we probably brought in none..."

This is an excerpt from episode 51 of the 'Always On with Duncan MacPherson' podcast featuring Bill Sowell, CEO of Sowell Management.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep51

"Now, I do want to talk a little bit about that distinction between the consolidator and the methodical organic growth model, because that emphasizes stewardship as well. You know the old saying, growth is for vanity, profit and progress is for sanity. You've maintained a very calm, zen like environment within your community and yet you still grow.

This is an excerpt from episode 51 of the 'Always On with Duncan MacPherson' podcast featuring Bill Sowell, CEO of Sowell Management.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep51
 

“So, at the end of the day, I ended up on 20 of the largest independent broker dealers. So, LPL, Cambridge, Centaurus, Securities America, you know, the whole list of independents. And that's, that's really. That's where we started growing the firm. And then as the fee based side of the business or industry started growing, we had advisors from some of those other broker dealers that said, Hey, can we just license up underneath your, your RIA?”

This is an excerpt from episode 51 of the ‘Always On with Duncan MacPherson’ podcast featuring Bill Sowell, CEO of Sowell Management.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep51

We're a big fan of mind mapping!

Just getting everything out of your head and seeing it come together on paper.

And it's even more profound when your WHY is at the center.

Play this short clip to learn why mind mapping can be a powerful and revealing exercise for advisors.

Don't miss the newest episode of the Always On Podcast! To listen now, click here: paretosys.co/AODM_ep50 

It's not what you say to your clients. It's what they hear.

In other words, it's important to speak through the lens of your clients and focus on how they perceive your value.

Duncan MacPherson often likes to think of the "Perception, Perspective, Proportion" framework for effectively articulating your value.

Play this short video to learn more about this framework!

Find links to stream the entire episode here: paretosys.co/AODM_ep50

"When advisors engage in marketing and branding, they talk about a value proposition. How to articulate value so they're perceived with professional contrast, but they often talk in terms of what they do. And we're saying, no, no, no, talk in terms of what your clients want and how you get them there.

This is an excerpt from episode 50 of the 'Always On with Duncan MacPherson' podcast featuring Chris Jeppesen, head of the Advisor Consulting Group at First Trust Portfolios.

"Just wanted to pass along a gentle reminder that there is a sweet spot between embracing timely new innovations and staying with the tried and true, the timeless. So you know that old expression, the new gets old before the old gets old..."

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

Ever wondered what truly keeps financial professionals and their clients awake at night?

In this eye-opening clip the latest episode of the newest episode of the Always On Podcast, Duncan MacPherson and Chris Jeppesen delve into the heartfelt conversations they'd had with advisors about their clients' deep-seated concerns far beyond financial worries.

Listen in to unveil the human side of financial advising, where grief, anxiety, and uncertainty take center stage.

"I was just thinking about Tom Brady and Michael Jordan and how different their games were from when they entered the league versus the way that they are at the end of their careers. They are such better players and it looks so much more effortless.

They just understood the game. They understood every different role that each person was playing. But I think also that their mindset was at a place where they were kind of at peace with who they were and not trying to prove anything. And it just describes every multi million-dollar producer that's approaching what most would say, thinking about the next phase."

This is an excerpt from episode 50 of the 'Always On with Duncan MacPherson' podcast featuring Chris Jeppesen, Chief of Advisory Practices at First Trust Portfolios.

How you start a relationship will have a profound impact on its profitability and durability not to mention your refer-ability over the long haul. By implementing a streamlined and optimized onboarding process, you can seamlessly guide new clients into your ecosystem.

This process not only reaffirms their decision to choose your services but also instills a sense of enthusiasm that encourages them to actively recommend your services to friends and family. This way, referrals become a consistent and predictable part of your growth strategy.

Learn more at www.toolkitcrm.com

When you connect and interact with a prospective client, especially if they’ve been introduced to you by an advocate, your fit process is designed to differentiate you in a way that demonstrates how elevated you are to their soon to be former provider. After all, as the saying goes, for you to get hired, their existing provider has to get fired.

But your value is bought, not sold. Your CRM should enable you to stand out from the pack in a methodical and sequential manner so that you can attract new clients and never have to chase them.

Learn more at www.toolkitcrm.com

Your clients, and your team for that matter, crave consistency. The Rule of three in practice management says that anything you do three or more times that has three or more steps must be a standardized operating procedure.

Your CRM should provide your team with oversight, redundancy and accountability. Roles and responsibilities, aligned with your org chart, should be represented in your CRM, ensuring nothing falls through the cracks.
 

Learn more at www.toolkitcrm.com

Mergers and acquisitions are common ways to grow for advisors.

However, they usually come with the challenge of finding the “right fit.”

It can help to think about PSP (finding a philosophical, strategic, and practical fit).

Play this short clip to hear more about finding the right business partners!

Find the full episode here: paretosys.co/AODM_ep49

Let’s be candid, virtually all CRM solutions are far too complex. Feature creep is a tech term that speaks to how developers keep adding layers of functionality to a solution that don’t really address real world needs and instead bog the user down. Technology is supposed to serve your life, not the other way around.

Learn more at www.toolkitcrm.com

Those with an employee mindset tend to work in their business trading time for money transaction-ally. Those with a business owner mindset work on their business directionally and understand that every investment of effort they make contributes not just to their day-to-day profitability but also to their intellectual property, scalability and enterprise value.

Your best practices, your client relationships and your business overall are valuable proprietary assets. Your CRM should honor your life’s work and partner with you in your pursuit of security, functionality, accessibility and self-actualization. Your Data is Proprietary, let’s keep it that way.

Learn more at www.toolkitcrm.com

The keystone to maximized, long term relationships is to segment clients and then deploy an automated service model tied to the caliber of your clients. Bookending reactive client service with a scheduled and consistent client experience is why successful business owners thrive over time.

Your CRM should ensure that you invest 80 percent of your time on the 20 percent of your clients who generate 80 percent of the business and in the process ensuring that you are fee-worthy and referable to the clients you want to replicate over the long haul.

Learn more at www.toolkitcrm.com

If you are a financial professional who has moved beyond having a book of business to that of running an actual business, and by that, we mean you place as much importance on practice management and relationship management as you do on asset management, we’d like to introduce you to The Toolkit CRM powered by Pareto Systems.

In addition to providing you with automated best practices that will strengthen your client relationships and create efficiency and consistency within your overall team and business, being a subscriber of The Toolkit also provides you with a full array of scripts, tools and templates drawn directly from The Pareto System Coaching and Consulting deliverable, all connected to the functionality of the Toolkit.

Learn more at www.toolkitcrm.com

Smaller business teams often face one problem…

The number of people is few and responsibilities are plenty. So, each person may need to wear multiple hats.

And when one member falls sick, other people may have to jump in right away to cover.

Amidst all this, can you ensure a consistent experience for the client? If not, it can be a huge problem!

Listen to this short clip to hear how to effectively address this problem faced often by smaller teams.

Stream the entire Always On Podcast episode by clicking here: paretosys.co/AODM_ep49