Smooth Move:
Mastering the Transition When Switching Financial Advisor Firms
Includes Q&A
Tuesday, April 23rd at 12 pm ET
Considering a Move to a New Financial Advisor Firm? This webinar is designed for financial advisors contemplating or navigating a firm transition. Industry veteran Duncan MacPherson, CEO of Pareto Systems, will guide you through the key considerations for a smooth transition for you and your clients.
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2024-03-14 • 20 second read

The Future of Branding and Client Acquisition with Seth Diener and Alex Lerch - Always On With Duncan MacPherson Ep. 55

With messaging, the key is brevity, specificity, and proprietary.

You must choose your target audience, personalize your marketing to resonate with them, walk them through a proprietary process, and share their experience using effective testimonials!

Learn more about elevating your brand in this episode, as Duncan speaks with Seth Diener, owner of Diener Money Management, and Alex Lerch, , director of Oak & Stone Advisor Marketing. They explain how advisors can better focus their marketing efforts on their ideal audience - and then harness the power of AI during the implementation phase.

They also discuss:

  • The multi-fold benefits of giving your process an identity (i.e., a brand within a brand)
  • How to garner a newfound appreciation from existing clients
  • How to use client testimonials in multiple ways and make the most out of them
  • Using AI to craft content (especially when the average human attention span is at an all-time low)
  • And more

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

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2024-03-11 • 20 second read

On Tuesday, March 26th at 12:00 PM ET we invite you to unlock the secrets to building a thriving professional referral network with Pareto Systems. Many advisors struggle to consistently secure referrals from influential professionals and rainmakers outside their client base. In this dynamic webinar, Duncan MacPherson, a renowned Client Acquisition Expert, will unveil proven strategies not just to enhance your relationships with these key individuals but also to create a mutual pathway for introductions.

Join us to discover how to:

  • Transform your referral approach into a value-added service for both your clients and partners.
  • Clearly define and effectively communicate your unique process to strategic partners, distinguishing you from the competition.
  • Become the advisor of choice by highlighting your distinct value proposition.
  • Cultivate a rewarding and sustainable partnership experience that keeps strategic partners continuously engaged and enthusiastic about collaborating with you.

This webinar will include a live Q&A with Duncan MacPherson. You can ask your questions live, or enter one when you register here: paretosystems.com/webinars

Can't make it, but don't want to miss out? Don't worry, register now and ask your question, and we will give you access to the recording following the broadcast.

2024-03-11 • 4 min video

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

2024-03-07 • 46 second video

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

Watch the full video by Clicking Here  
 

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2024-03-06 • 20 second read

Higher recurring revenue = higher enterprise value! 

But that's just one of the factors.

What else affects the value of your business? How can you earn a higher multiple when it's time to sell?

Duncan MacPherson and Ted Jenkin address these crucial questions in the latest episode of Always On.

Tune in now: paretosys.co/AODM_ep54

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2024-03-05 • 2 minute read

Are you looking toward succession in your practice? Are you dependent on a protégé or partner to make all the gears mesh? Who's deciding where the ship is heading? Most importantly, will it work, both for you and your clients?

Too many mentors leave the protégé to their own devices to figure these things out. You can't play to maverick talent when looking toward franchise-readiness or a partial exit; you have to play to process and to your proprietary assets.

The most successful advisors to partner with a second-generation or junior created, essentially, a franchise-ready environment. This not only freed the mentor to focus on the top 20 percent of clients, knowing that the 80 percent were well taken care of by the protégé, it created the sense of an upgrade for clients, rather than feeling like they'd been handed-off, resulting in uncovering untapped new business opportunities along the way .

There are countless examples of successes, anticlimactic outcomes and outright failures in the acquisition world. The old model came down to the buyer focusing on what the business would cost, while the seller was fixated on what the business was worth with little emphasis placed on the key intrinsic and proprietary assets. There was also little thought applied to deploying a turnkey and proven process to communicate with the clients involved prior to, during, and after the transition.

Many knowledge-for-profit professionals who buy or sell a practice are only buying a book of business, not an actual business. There are several key performance indicators that go beyond the trailing 12. So what is the difference between a 1X transaction and a 2X or better multiplied transaction?

One of the most important issues is the quality of the client relationships. That is just as important as the quantity of total assets. How loyal are the clients based on how they have been served up to this point in the relationship? Have they bought investments, or are they bought-into a professional process? Metrics on empowerment, referrals, demographics and commonalities, commissions vs. fees and several other issues are key as well. Most importantly, build a playbook that details and defines your processes so that your protégé - or anyone else - can bring the service your top clients deserve and expect, and which clearly communicates to clients what they can expect from the practice.

The bottom line is this: Whether you plan to buy or sell a business in the future, it is essential that you get out front and be well-prepared to multiply the value of the asset and make the outcome as smooth and predictable as possible.

Understanding the process and communicating it clearly removes much of the friction that can occur. Deploying a process demystifies the experience and ensures there is minimal opportunity leakage - and that you don't squander your time.

Learn more about succession on Duncan's "Always On' Podcast:  paretosys.co/AODM_ep54

2024-03-04 • 2 minute video

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

2024-02-28 • 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

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2024-02-27 • 2 minute read

As a financial advisor, preparing for the sale of your practice is a meticulous process that demands consideration of many factors. Whether you're planning for retirement, exploring new opportunities, or seeking a lifestyle change, getting your house in order is key to a successful transition. The following is a comprehensive guide to help you navigate through the essential steps to prepare for the sale of your practice:

1. Get Your Financials Straight

One of the foundations for preparing for the sale is crystal-clear financial records. Your potential buyers will scrutinize your financials to assess the health and viability of your business. Utilize QuickBooks to maintain a clean set of records, including a detailed Profit and Loss (P&L) statement. Break down your revenue sources, such as asset-based fees, financial planning fees, commissions, and insurance.

Make sure to distinguish between business-related expenses and personal expenditures. Clearly demonstrate any add-backs that may not be considered ongoing expenses for the business. Ensure that your gross income accurately reflects the true revenue your practice generates, providing potential buyers with a transparent understanding of your financial position.

2. Skip the 1099's

Having 1099 contractors in your organization can be a red flag for potential buyers. To enhance the appeal of your practice, consider transitioning to W-2 employment contracts with your staff. Establish solid employment contracts with non-compete and non-solicitation clauses to protect the continuity and integrity of your client relationships.

By streamlining your team under W-2 contracts, you create a more cohesive and stable structure, presenting a positive image to potential buyers. This move can alleviate concerns about the potential departure of key team members after the sale.

3. Exit the Money Management Business

Consider divesting from the money management aspect of your practice, especially if it's not a significant value driver. Transitioning to a Pure Registered Investment Advisor (RIA) model with negative consent can simplify the sale process. This strategic move not only makes your practice more attractive to buyers but also facilitates a smoother transition of client assets.

4. Focus on Net Flows and Lead Generation

Demonstrate the value of your practice by showcasing strong Compound Annual Growth Rates (CAGR) and a robust lead generation funnel. Net flows - the difference between new assets gained and assets lost - can significantly enhance the perceived value of your business. Showcase your ability to attract and retain clients, emphasizing a sustainable growth trajectory.

Invest in a lead generation machine that consistently brings in new assets under management (AUM). A solid lead generation strategy can be a key differentiator and a major selling point for potential buyers.

5. Have a Succession Plan (G2 Plan)

Develop a comprehensive succession plan, often referred to as a G2 plan. This plan outlines how your practice will continue to operate seamlessly after your departure. Include details on key personnel, client transition strategies, and any ongoing support you may provide post-sale.

Having a well-thought-out G2 plan demonstrates your commitment to the long-term success of the practice and reassures potential buyers about the stability and continuity of client relationships.

In conclusion, preparing for the sale of your practice requires meticulous planning and execution. By getting your financials in order, transitioning to W-2 contracts, exiting the money management business, emphasizing net flows and lead generation, and having a robust G2 plan, you can enhance the appeal and value of your practice in the eyes of potential buyers. This strategic approach facilitates a smoother sale process and ensures the ongoing success of your practice beyond the transition.

If you're ready to explore the opportunity of maximizing some or all of your practice, contact JPTD for a consultation. 

- Article contributed by JPTD 

2024-02-26 • 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

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