Unlock Your Freedom:
5 Years to a Work-Optional Lifestyle
Includes Q&A
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Join Duncan MacPherson, CEO of Pareto Systems, in a compelling webinar that lays out a clear, step-by-step roadmap to achieving a work-optional lifestyle in just five years.
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2024-02-28 16:03:45 • 2 minute read

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

2024-02-26 17:06:54 • 2 minute video

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

2024-02-23 17:15:44 • 2 minute video

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

2024-02-20 21:24:43 • 3 min video

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

2024-02-16 21:23:44 • 1 min video

Ever wonder why clients are not referring? Find out 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 my latest episode of Always On here: paretosys.co/AODM_ep53

 

2024-02-09 17:34:31 • 1 min video

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

2024-02-07 15:51:00 • 3 min video

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

 

2024-02-05 16:31:37 • 1 min video

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

2024-01-31 20:38:59 • 1 min video
  • 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

2024-01-29 21:52:36 • 1 min video

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

2024-01-26 17:36:56 • 1 minute video

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

2024-01-25 21:28:11 • 3 minute video

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

2024-01-22 21:57:16 • 2 minute video

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

2024-01-19 17:45:54 • 1 min video

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

2024-01-17 21:58:18 • 3 minute video

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

2024-01-15 21:59:39 • 1 min video

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

2024-01-10 19:06:03 • 2 minute video

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

2024-01-08 19:15:47 • 2 minute video

"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
 

2024-01-03 16:40:59 • 3 min video

“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

2023-12-26 19:22:55 • 1 min video

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 

2023-12-22 19:26:00 • 2 minute video

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

2023-12-21 19:29:09 • 2 minute video

"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.

2023-12-18 19:39:10 • 4 min video

"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

2023-12-14 19:41:54 • 2 minute video

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.

2023-12-13 19:44:35 • 3 min video

"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.

2023-12-06 19:37:48 • 1 min video

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

2023-12-05 19:38:04 • 1 min video

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

2023-12-04 18:50:54 • 1 min video

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

2023-12-04 16:27:33 • 1 min video

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

2023-12-01 14:43:24 • 1 min video

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

2023-11-30 16:21:31 • 1 min video

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

2023-11-29 19:30:46 • 1 min video

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

2023-11-27 19:38:31 • 2 minute video

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

2023-11-24 19:38:52 • 1 min video

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

2023-11-22 15:43:18 • 1 minute video

Did the mindset and best practices we outlined in The Blue Square Method resonate with you? Did it inspire you to take action and translate some of those concepts into results? If so, I would love to hear from you. 

If you feel compelled, please leave a video, or an audio testimonial via the Vocal Voice link. Its super easy, nothing to download. The question we ask is:

“As a reader of The Blue Square Method, can you provide feedback on the impact this book had on you and what you are looking to accomplish?”

Click here to record your feedback: paretosys.co/bsm-lets-go

After you’ve shared your thoughts, please remember to leave your contact details. We’ll be in touch with you to go through a finalization process before we share your valuable testimonial with our community. Your insights and experiences are important to us, and we want to ensure they are presented in the best possible way. Thank you for being part of our journey towards unlocking potential and achieving your goals.

2023-11-20 20:15:49 • 2 minute video

"There are a lot of roadblocks, a lot of speed bumps, setbacks, and that’s the nature of any business. But having the right framework with the right roles and responsibility to navigate that is an absolute game changer."

This is an excerpt from episode 49 of the ‘Always On with Duncan MacPherson’ podcast featuring Max Winthrop, CEO, and Lucas Winthrop, COO, of Winthrop Wealth and long-time clients of Pareto Systems.

Click here to watch on YouTube

2023-11-15 16:56:48 • 3 minute video

In this insightful snippet from The Always On Podcast, Steve Phillips dives into the concept of the Client Advisory Council—a timeless strategy discussed extensively in the Advisor Playbook and the Blue Square Method. This approach involves gathering a group of your clients to enhance branding, address crucial topics like continuity, succession, family investment legacy, and strategic partnerships. Steve highlights the importance of intentionality and selecting the right participants to ensure the success of advisory boards. Discover how seeking input from key influencers can lead to constructive and positive discussions in this engaging conversation.

Click here to watch the clip on YouTube

Listen to the full interview on the ‘Always On with Duncan MacPherson Podcast’ by clicking here: paretosys.co/AODM_ep48

2023-11-14 20:49:35 • 4 min video

Social proof is a powerful force, and, as you probably know by now, there are some parameters in place around using client testimonials and success stories, focusing more on what your value does and less than what it is. In this episode of Blue Square, Duncan talks to long-time clients of Pareto Systems, Max and Lucas Winthrop, and sees things through the lens of our client.

Click here to watch on YouTube

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

2023-11-09 18:20:50 • 2 minute video

When you receive an introduction from a client, do you call them to ask what they said about you?

It can be beneficial to know what your clients are saying about you, especially the language they use to describe your value!

Play this short clip from the most recent ‘Always On Podcast” where Duncan and his guest Steve Phillips discuss how.

Find links to stream the entire episode here: paretosys.co/AODM_ep48

2023-11-08 16:26:35 • 2 min video

Social proof is a powerful force, and, as you probably know by now, there are some parameters in place around using client testimonials and success stories, focusing more on what your value does and less than what it is. In this episode of Blue Square, Duncan speaks with a long-time client and friend of Pareto Systems, Ari Baum, and sees things through the lens of our client.

Click here to watch on YouTube

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

2023-11-06 16:08:56 • 4 minute video

Join Duncan in Dallas as he dives deep into the power of perception, perspective, and proportion in client communication. Discover how client testimonials and stories can be a game-changer for your brand and value proposition, turning clients into passionate advocates. Get ready for insights that will reshape your approach to client engagement and branding!

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

2023-11-02 15:38:12 • 2 minute video

In this outtake, from episode 48 of ‘Always On’, Steve Phillips and Duncan discuss enhancing client experiences through continuous feedback. They highlight the significance of understanding client needs and ensuring they recognize the full value provided. Tune in to uncover strategies for deepening client relationships.

Listen to the full interview on the ‘Always On with Duncan MacPherson Podcast’ by clicking here: paretosys.co/AODM_ep48

Click here to watch outtake on YouTube

2023-11-01 16:01:42 • 2 min video

Do you want to multiply your ideal clients?

A powerful way to do that is by organizing “ideal client meetings.”

Check out this short clip to learn what an ideal client meeting is and why it’s highly impactful.

For a more in-depth conversation about multiplying your ideal clients and boosting referrals, stream the full episode here: paretosys.co/AODM_ep48

2023-10-30 16:33:34 • 3 minute video

Join Duncan in Atlantic City as he melds the Japanese concept of Ikigai with the Blue Square Method. Discover the balance between life’s purpose and professional achievement, emphasizing a business that serves life.

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

2023-10-27 15:31:27 • 2 minute video

“If you could add one thing to your client experience with us, what would it be?”

This is a powerful question to uncover your clients’ needs. But sometimes, the client may tell you, “There’s nothing I can think of.” In that case, instead of simply celebrating that everything seems fine, take it as an opportunity to reposition your value!

This short clip explains how. 

Check out my full conversation with Steve Phillips here: paretosys.co/AODM_ep48

2023-10-23 14:51:24 • 4 min video

Join Duncan McPherson of Pareto Systems as he chats with the esteemed Jackie Wilke from First Trust portfolios in Atlanta. Discover the game-changing "20-minute ask anything session" strategy that’s reshaping client interactions. Dive into the importance of proactive communication and learn how to elevate the client experience. Don’t miss Jackie’s invaluable insights; follow her on LinkedIn and tap into the future of financial advising today!

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

2023-10-18 20:58:40 • 2 min video

Your clients will always remember how you make them “feel.” And if it’s a positive feeling, such as financial liberation, they will likely acknowledge your impact in front of their friends and family!

This short clip from the most recent “Always On Podcast” featuring Matt Cardella provides an example.

Check out my full conversation with Matt here: paretosys.co/AODM_ep47

2023-10-16 17:16:33 • 4 min video

Join Duncan MacPherson, and his guest Matt Cardella, for a deep dive into the intricacies of long-term professional relationships, the need for fresh perspectives, and the value of continual self-improvement.

This is an excerpt from episode 47 of the ‘Always On with Duncan MacPherson’ podcast featuring Matt Cardella, a Certified Pareto Systems Alumni and Advisor with Raymond James

Watch on YouTube:  https://youtu.be/E1ODNZEvYyw?si=hGXC-l8mMk7i84FJ

Listen to the full interview on the Always On Podcast by clicking here: paretosys.co/AODM_ep47

2023-10-12 20:53:39 • 2 min video

If you want to become more referable and achieve professional contrast, it is crucial that your clients appreciate you.

Check out this short clip from the latest "Always On Podcast" episode to know why client appreciation is key to greater advocacy!

Find the full conversation with Matt Cardella here: paretosys.co/AODM_ep47

2023-10-10 17:36:31 • 5 minute video

Dive into a discussion on transparency, honesty, and integrity in business practices, and how the pursuit of authentic stewardship—helping clients come to their own conclusions—can pave the way for long-term, aligned relationships.

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

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