Tuesday, October 10th 2023 at 12:00 PM ET

The Art & Science of Effective Client Testimonial Videos

Don’t let the SEC’s new rule on client testimonials pass you by! It’s time to seize the opportunity to boost your marketing strategy with compelling video testimonials. Not only do these videos provide social proof, but they also illuminate the value you bring to your clients.

Hosted By: Duncan MacPherson, a thought leader in the financial industry. Co-Hosted By: Word Wrangler Laura Garfield, and Creativity Czar Sharon Gottula, co-founders of Idea Decanter a leading video production company in the advisory space.

Are you ready to convert more website visitors into potential clients?

Join us to:

• Uncover a fail-proof system for crafting impactful testimonial videos
• Navigate the compliance approval process with ease
• Elevate your testimonials to unparalleled heights

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: paretosystems.com/webinars

After registering, you will receive a confirmation email containing information about joining the webinar. 

On-Demand Video available now!

Duncan MacPherson, CEO of Pareto Systems, Alex Lerch and Seth  Diener, both from Oak & Stone Capital Advisors Advisors uncover the knowledge and tools needed to tap into the genuine voices of your clients and weave them seamlessly into your branding narrative.

Watch the replay free here: paretosys.co/webi_replay

To ensure wealth transfer does not hurt family relationships, it is important to engage all family members in the process!

In the latest episode of Always On, Jeff Savlov and I discuss how advisors can initiate difficult conversations with families and prepare them for succession.

Stream the full episode today

Balancing Riches and Relationships: Family-Centric Wealth Management with Jeff Savlov

It is very common for first-generation, self-made, affluent people to shield their children from hardships. But that safety net can become a hammock of complacency…and entitlement!

In this episode, Duncan MacPherson joins Jeff Savlov, Family Business and Wealth Consultant, and the founder of Blum & Savlov, LLP. They discuss how to address family dynamics in wealth management — ultimately avoiding strained relationships among all future inheritors of wealth.

They discuss:

• Why family dynamics play a crucial role in continuity and succession planning
• Major challenges in family business succession (and how to address them)
• Resources for financial advisors to help address family issues faced by affluent clients
• How to engage families — including children — in the financial planning process
• And more

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep46

We would love to hear your thoughts on this episode or answer any follow-up questions. Please feel free to reach out!

Duncan often asks clients "What does Nirvana look like for you in the next five to 10 years?" And it provokes a conversation that he likes to run with, and take all the way to the end. Because every business is built to be sold, and every investment of effort you make working on your business contributes to that liquidity event.

Read more in Duncan’s latest book "The Blue Square Method": thebluesquaremethod.com

Now, you might say to yourself, well, I’m not going to sell my business. You still have to begin with the end in mind, and at a minimum, define your continuity and succession plan. Every effort that you make in running and growing the business is an investment that increases its value and attractiveness to future potential buyers...

Read more in Duncan’s latest book "The Blue Square Method"! Download Chapter 1 free here: thebluesquaremethod.com

Are you looking to make a lasting impression on your clients?

In the latest podcast Always On episode, Cathi Durrell and Duncan discuss how to improve your branding through greeting cards. Creating a sense of familiarity, becoming more referable, showcasing your values…they cover it all. Ready to enhance your clients’ experience? Tune in now!

Stream the new episode of Always On by clicking here: paretosys.co/AODM_45

How to Finish Strong and Build Momentum for 2024

If you are aiming for a prosperous upcoming year, fueling the present with momentum is crucial. Carry the momentum from this year by planning for an outstanding Q4 now.

Recent events have caused a ripple effect in the industry, leading many advisors to dwell on uncontrollable factors and take a pessimistic outlook. While Andy Grove’s assertion, “Only the Paranoid Survive,” might hold some merit, there’s also significant value in optimism and focusing on actionable elements.

Click here to read more on LinkedIn

The reason we say that branding is a continual effort is because the law of optimization reminds us that we have to continually refine and optimize to rejuvenate, in order to keep up with natural decline. Think of exercise. Have you noticed that disciplines take far longer to compound than neglect requires to erode them? Don’t misinterpret this. We are glass-half-full optimists, but we’re always mindful of competitive forces, commoditization and the law of familiarity. You might have heard the joke about the parkour enthusiast jumping from building to building and feeling energized, and on one jump missing the landing and falling. According to the story, someone on the fifth floor heard him yell, “So far so good!” If we allow ourselves to take things for granted, we can engineer our own collision course with obsolescence.

In their recent conversation on the ’Always On’ podcast, Duncan MacPherson and Martin Luc Derome, President of Queenston, discussed the key factors that buyers and sellers should consider.

Catch their full conversation here: paretosys.co/AODM_ep44

You manage money, business, and people. You have to apply the same level of importance to all three!

This means when you sell your business, you have to ensure your clients are left in good hands.

You may also need to downsize the number of clients if you are unable to serve them all effectively.

Gain deeper insight into the "people" aspect of your business, especially M&A transactions, in the latest episode of Always On: paretosys.co/AODM_ep44

A lot of advisors rush into selling their business.

They often forget that the goal is not just to earn maximum money.

Strategic fit, making sure your clients are taken care of…these factors also matter!

Learn how to find the ideal buyer/seller for your M&A transaction in the latest episode of Always On: paretosys.co/AODM_ep44

Strategic Acumen in Mergers and Acquisitions with Martin Luc Derome

Selling a business is a once-in-a-lifetime opportunity for many advisors.

Do you really want to rush into the transaction? Or do you want to make sure you find the right buyer, receive maximum enterprise value, and leave your clients in good hands?

In this episode, Duncan MacPherson interviews Martin Luc Derome, president of Queenston. Specializing in mergers, acquisitions, and valuations in the financial services industry, Martin has invaluable insights for both buyers and sellers on how to navigate the transaction successfully and effectively.

They discuss:

• The dos and don’ts of M&A in financial services
• Actionable steps that help you maximum your enterprise value
• Queenston’s proprietary process to navigate a business sale from start to finish
• How to find the ideal buyer/seller (beyond just AUM or EBITDA)
• And more

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep44

Unique Value Proposition: "Clients aren’t buying isolated solutions; they’re investing in your process. Emphasize your uniqueness and the value you bring. Clear, concise, and relatable communication is key.

With over 13,000 specialist terms, the financial sector can be overwhelming. It’s not about impressing clients with jargon, it’s about simplifying their lives. Let’s make finance relatable. 

Crafting Your Strategic Path to Financial Freedom

Missed the live broadcast? Watch the replay on demand: paretosys.co/retire5

Join industry leaders Duncan MacPherson, CEO of Pareto Systems, and Acquisition Expert Ted Jenkin, CEO of Oxygen Financial, in this exclusive webinar as they unveiled the proven strategies and actionable steps to help you retire in just 5 years. If you’re eager to fast-track your journey to financial independence, this webinar is a must-watch.

During this engaging session, Duncan and Ted guided you through a roadmap tailored to accelerate your retirement timeline. They shared invaluable insights and practical tips on how to optimize your resources and make the most of your financial opportunities.

Key Highlights:

• Defining Your Retirement Vision
• Leveraging Income Streams
• Building a Support Network
• Embracing Lifestyle Adjustments
• Overcoming Roadblocks

Watch the replay on demand: paretosys.co/retire5

When you sell a business, there are multiple ways you can structure the deal.

Before you sit at the table and start negotiating the terms of your sale, I encourage you to check out the latest Always On podcast.

In this episode, Ted Jenkin highlights key factors to keep in mind to get maximum value for your business.

Tune in to learn more about creative ways to structure a transaction by clicking here: paretosys.co/AODM_ep42

"Enjoy the peace your valor won. Let independence be our boast, Ever mindful what it cost; Ever grateful for the prize, Let its altar reach the skies!" - Joseph Hopkinson 

Selling a business is no longer a simple buy-sell transaction. There is great potential to be creative and structure the transaction such that it leads to better outcomes.

In fact, you can also sell and stay, enjoying “work optional.”

In this episode, I speak with Ted Jenkin, CEO of oXYGen Financial, about navigating continuity and succession plans in the current environment. Ted shares insights from selling his own multi-million-dollar business and helping several other advisors!

Tune in now by clicking here: paretosys.co/AODM_ep42

Unlocking Financial Impact and Legacy with Ted Jenkin

The Power of Partial Sale for Financial Advisors’ Business Transition

In this insightful podcast, Duncan MacPherson speaks with Ted Jenkin, CEO of oXYGen Financial and they explore the substantial financial impact that advisors can realize over time through a structured buyout, offering a promising path to a secure future.

Discover how this unique strategy not only secures financial well-being but also positively shapes their legacy through a slower and more deliberate transition out of the business.

Key Highlights:

• Financial Empowerment: Uncover the significant financial benefits that advisors can experience through a structured buyout, ensuring a favorable long-term financial impact.
• Legacy Transformation: Learn how the Partial Sale approach provides advisors with the opportunity to shape their legacy positively and leave a lasting impact on their clients and the industry.
• Amplifying Business Growth: Discover how focusing on their business after the initial partial sale can amplify overall buyout potential, unlocking exponential growth and value.
• Step-by-Step Transition: Navigate the strategic journey of a Partial Sale, gaining insights into the carefully crafted process that allows for a gradual and successful transition.
• Sustained Success: Explore how embracing a Partial Sale paves the way for sustained success, positioning advisors for continued growth even after the full business transition.

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep42

We would love to hear your thoughts on this episode or answer any follow-up questions. Please feel free to reach out to: inquires@paretosystems.com

Duncan is traveling in Dallas along with Brad Shaffer at First Trust and Tyler Murray at Pareto Systems presenting growth strategies outlined in The Blue Square Method.

Click here to download Chapter 1 now: www.thebluesquaremethod.com

"Content marketing is and will continue to be the future in relationship management, especially when it’s customized, because it just triggers moments of recognition and appreciation."

This is an excerpt from episode 41 of the ‘Always On with Duncan MacPherson’ podcast with Kevin Mulhern.

Click here to watch on YouTube

Relationship management is both an art and a science.

And it is also a balance between high tech and high touch i.e., combining technology and automation with the human value-add.

But how do you achieve this balance?

Learn by streaming the latest episode of the “Always On with Duncan MacPherson” podcast featuring Digital Marketing Expert Kevin Mulhern here: paretosys.co/AODM_ep41

Automate, Engage and Retain: The Future of Marketing in Finance with Kevin Mulhern (Ep. 41)

Do you want to attract, engage, and retain clients without having to spend too much time on tedious marketing tasks?

In this episode, Duncan MacPherson speaks with Kevin Mulhern, CEO and co-founder of AdvisorStream, a digital marketing platform for financial advisors. They talk about making small tweaks to achieve organic growth, focusing on relationship management and automated marketing.

They discuss:

• How AdvisorStream helps advisors deliver highly personalized content through a data-driven approach
• Three key drivers to exceed expectations: needs-based, values-based, and goals-based
• Biggest reasons why clients leave advisors (and how to tackle them)
• Empowering your network to become referrers by giving them something to talk about
• And more

Stream the new episode of Always On by clicking here: https://paretosys.co/AODM_ep41

We would love to hear your thoughts on this episode or answer any follow-up questions. Please feel free to reach out!

Watch the replay of:

Unlock Your Growth Potential with Powerful Video Marketing

Discover the Art of Video Marketing and Transform Your Business!

Here: www.paretosystems.com/webinars

Are you an advisor searching for innovative ways to stand out, connect with your audience, and attract your ideal clients? Look no further! Join us for an exclusive webinar where we unveil the secrets of leveraging the immense power of video.

Here’s what you’ll learn:

• Kickstart Your Video Marketing Journey
• Maximize Your ROI
• Unleash the Power of ChatGPT
• Make Weekly Video Creation Your Best Investment

Don’t miss out on this opportunity to revolutionize your marketing strategy and elevate your business to new heights.

Listen to the replay here: www.paretosystems.com/webinars

Your Value

Ensures clients stay focused

Your Fuel

Ensures you work hard and keep the faith

To discover the mindset and best practices of top fee for services professionals, read The Blue Square Method: thebluesquaremethod.com

Some advisors overly fixate on building more money for their clients. However, the goal is to build better lives - which can mean different things for different clients!

And how can advisors build better lives for their clients?

By engaging them in deeper relationships, actively listening to their needs, and enabling them to make the right choices.

If you want to improve your client relationships, learn how in this new episode of Always On! Tune in here: paretosys.co/AODM_ep40

Are you a financial advisor looking to sell your practice?

You may have heard that interest rate increases have decreased the opportunity to sell your practice.

However, this is a myth according to Ted Jenkin, who has helped several advisors navigate a business sale and sold his own multi-million-dollar practice!

If you’re interested in de-risking and potentially accelerating your net worth in the current environment, stream the latest episode of Always On: paretosys.co/AODM_ep42

Some advisors overly fixate on building more money for their clients. However, the goal is to build better lives - which can mean different things for different clients!

And how can advisors build better lives for their clients?

By engaging them in deeper relationships, actively listening to their needs, and enabling them to make the right choices.

If you want to improve your client relationships, learn how in this new episode of Always On. Tune in to the full episode now (or download for later!): paretosys.co/AODM_ep40

Where AI falls short in financial services…

Play this short clip from the latest episode of the Always On podcast, where Tyson Ray explains why advisors might have an edge over AI in relationship management!

To learn more about strategies for improving your client relationships, stream the full episode here: paretosys.co/AODM_ep40

Everyone has some goals in life that they get super excited about. Your clients have it too. Perhaps they have their own bucket list.

Are you helping them get closer to their needs every day?

This week on the Always On podcast, Tyson Ray and I discuss how you can take your relationship management to the next level through “needs-based planning.”

Tune in now by clicking here: paretosys.co/AODM_ep40

The Total Relationship: The Best Value-Add Advisors Can Offer with Tyson Ray

The biggest value-add advisors offer to their clients does not lie in the rates of return or complex financial reports. It lies in the advisor-client relationship!

In this episode, Duncan MacPherson speaks with Tyson Ray, CFP®, CExP®, CIMA®, founding partner at FORM Wealth Advisors, about the concept of Total Relationship and how it can help you grow your business organically — while maintaining a sense of purpose.

They discuss:

• Why relationship-based growth might be better than growing through acquisitions
• Areas where financial advisors add significantly greater value than AI coaching
• Strategies to improve relationship management (For example, Up or Down™ by Tyson)
• What it means to create true wealth for clients
• And more

Stream the new episode of Always On by clicking here: https://paretosys.co/AODM_ep40

What a crew!

In Denver with Ryan Edwards, Jake Rigert, Mark Friend and Michael Leyden all with First Trust discussing The Blue Square Method with a high caliber group of Financial Professionals...

Click here to view post on LinkedIn

Duncan MacPherson in Nashville with David Tokar at First Trust presenting growth strategies from The Blue Square Method on behalf of Jared Marcus, CFA.

"I remember showing up for the site visit, and they pulled out the paper calendar, a paper calendar! This was three years ago and they kept their client appointments on. And she said, I take this home on the weekend, so I know it’s coming up..."

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.

Click here to watch on YouTube

It’s important to Duncan that you know where he stands on certain current events. He became an Oilers fan in 1982, a year when the young team only lost 17 games in the regular season. Duncan invites you to jump on the bandwagon - he says "There is plenty of room and you’ll enjoy the show!"

"I just want to remind you, it’s not just what you earn and what you accomplished that’s important. It’s who you become and the impact you have on others."

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

If you are planning to sell your practice eventually, remember this…

Money is just one of the factors that a potential buyer will look at.

Because buyers also care about several other factors, such as your company culture, your employees’ willingness to stay, and your client relationships!

Tune in to the latest episode of Always On, where Sherri Palle explains ways to drive your enterprise value for a potential business sale by clicking here: paretosys.co/AODM_ep39

How to Maximize Your Life’s Work with Sherri Palle

Are you 10 years or less from selling your practice?

If so, now is the time to start thinking about your succession plan so you can maximize your life’s work (i.e., your business valuation).

In this episode, Duncan MacPherson speaks with Sherri Palle, Business Consultant and Coach at Pareto Systems, about how business owners can effectively plan their eventual exit and capitalize on their life’s work.

They also discuss:

• Factors that help you maximize your enterprise value
• The best place to start planning your exit if you haven’t thought about it yet
• How to ensure your legacy is intact long after your exit
• The importance of having a contingency plan (with real-world examples)
• Key considerations about WHO will take over your business (and WHEN)
• And more

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep39

"You have to fortify during times of calm, to properly defend during times of chaos. That’s the balance. Being positive, but also a little paranoid."

Click here to watch on YouTube

Replay Link: www.paretosystems.com/webinars

Many Advisors focus on developing relationships with business owners as they are a natural fit and considered ideal clients. In fact, these clients are not unlike you, they have a similar mindset, are entrepreneurial and devoted to the enterprise value of their business.

How do you become indispensable to them? How do you help them understand the alignment between what they want to accomplish and your expertise? How do you attract business owners and future pace the relationship to last long after a liquidity event?

During this presentation, learn how to:

•  Align yourself with business owners

•  Position yourself as a conduit for purposeful business succession

•  Capture assets outside of your process

Watch the replay of this informative Go-to-Webinar webcast by clicking here: www.paretosystems.com/webinars   

"You’ve undoubtedly heard the expression “go big or go home.” Well, I’m going to give you a little twist on that as it relates to business development and growth..."

Click here to watch on YouTube

The best way to take care of your business, your clients and your growth potential is to take impeccable care of yourself. You can’t pour from an empty cup. We’ve seen fee-for-service professionals strive to take care of everybody and everything around them, but it came at their own expense. Self-sacrifice does not breed respect, self-interest does. So in that hour-a-day, or whatever model you adopt, charge up your batteries, pay tribute to the temple (your mental and physical health) and slow life down a little.

Tell the world that you value and guard your time. Unless and until you do, nobody else will. You will find that people will start respecting your time more and your productivity will increase. You may even have people commenting on the initiative and inform you that they are now doing the same thing or at least considering it..

This is an excerpt from ‘The Blue Square Method’. Download Chapter 1 for free here: thebluesquaremethod.com

Advisors, would you take anyone who approaches you as a client?

Probably not. You want to duplicate your *best* clients.

Learn how to do just that in the latest episode of Always On, where Steve Phillips and Duncan MacPherson share timeless principles that create professional scarcity and lead to business growth.

Click here to listen now (or download for later)

Achieving Professional Scarcity and Professional Contrast with Steve Phillips (Ep. 38)

Stream the new episode of Always On by clicking here: https://paretosys.co/AODM_ep38

Creating professional contrast and scarcity, improving referability, alleviating loyalty fatigue…These are all key pieces of the bigger puzzle: How to grow your practice to the next level?

In this episode, Duncan MacPherson speaks with Steve Phillips, Chief Practice Management Officer at USA Financial and a Business Consultant at Pareto Systems. They share best practices and timeless principles to help advisors build profound client relationships that lead to advocacy.

They discuss:

• The importance of combining technological aids with the “human touch”
• Shoot Your Trailer: an effective strategy to articulate your value to prospective clients
• How to improve the quality of your referrals (in other words, duplicate your best clients)
• How to deepen your client relationships amidst volatile markets
• Why small gestures can go a long way in improving your overall client experience
• And more

We would love to hear your thoughts on this episode or answer any follow-up questions. Please feel free to reach out!

Every business should be built to be sold for maximum value and include a ‘torch’ that the acquirer can grab hold of to keep the momentum going. Your enterprise value is reinforced by your processes that continuously convert clients to referral-generating advocates.

Need help staging your business, and ensuring you have the best possible exit? Talk to us today: www.paretosystems.com/schedule-a-call

"Life is like the seasons, the markets are like the seasons. But as you know, as the advisor of the future, it’s not just about asset management... Practice management and relationship management are just as important, especially during times of turbulence and uncertainty."

Click here to watch on LinkedIn 

To learn more visit thebluesquaremethod.com

You know who your ideal clients are; determine what characteristics make them a fit for your business. Often, professionals get into the habit of identifying their target or ideal client either by a minimum revenue threshold or by speaking in vague terms. Either of these tactics makes it difficult to effectively communicate to your team or current clients who is the best fit for your business, and who should be introduced to you.

Do you have an up-to-date Ideal Client Profile? No, what other Opportunity Gaps do you have? Find out, take our free PMI Assessment today at www.practicemanagementindex.com

At Pareto Systems, our objective is to enable our community, which are generally high-caliber fee-for-service professionals, to always be working on their business and on themselves, personally and professionally.

Learn more about how we help our clients reach new levels of growth, schedule a call with us today by clicking here: www.paretosystems.com/schedule-a-call