As you can gather by now, the recurring theme throughout this book is “have a process.” It can seem tedious at times, but the multitude of benefits on the other side of development and deployment are worth the effort.

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"We should be looking at all those checkpoints, the bottlenecks, and how to actually leverage all of your marketing materials to just as effectively deter people that aren’t the right fit as it is to attract the right people." This is an excerpt from episode 34 of the ‘Always On with Duncan MacPherson’ podcast with guest Katie Braden.

Click here to watch on YouTube

Video marketing is revolutionizing the way advisors connect with clients and prospects.

However, getting in front of the camera can feel terrifying for some people. For others, it might just seem like “a lot of work.”

But not anymore!

Stream the latest episode of Always On as Katie Braden, of Advisor Video Marketing, explains how advisors can make short yet impactful videos with clarity, conviction, confidence, and consistency, by clicking here: paretosys.co/AODM_ep34

Building Relationships through Video with Katie Braden

Video marketing is revolutionizing the way advisors connect with clients and prospects. However, getting in front of the camera can feel terrifying for some people. For others, it might just seem like “a lot of work.” But not anymore.

In this episode, Duncan MacPherson speaks with Katie Braden, CFP®, founder and chief video officer at Advisor Video Marketing. Katie explains how advisors can make short yet impactful videos with clarity, conviction, confidence, and consistency.

They discuss:

• The key to creating authentic videos that build intimate relationships
• How video marketing helps advisors sift the prospects from the suspects
• Three most common video mistakes that damage the viewer experience 
• Ideas for evergreen and one-on-one videos to help you get started
• Navigating compliance for video marketing
• And more

Stream the new episode of Always On by clicking here: paretosys.co/AODM_ep34

Be certain to take any jargon and sales lingo out of your lexicon. Nothing about accounts, households, minimums, production or asset gathering. Never say, “Thanks for the business” to a new client or “Thanks for the referral” to an advocate. Always point to the relationship and the process that ensures you are directionally focused (where it’s going), rather than decision focused (you made a sale).

Download Chapter 1 of The Blue Square Method for free now at: thebluesquaremethod.com

How to Sell Your Business for Top Dollar

Do you have a succession plan in place? Have you considered your exit strategy and the enterprise value of your business? Have you considered how long you would stay in the business through a transition?

Join Duncan MacPherson, co-author of the Advisor Playbook, and Ted Jenkins, serial entrepreneur and CEO of oXYGen Financial as they discuss:

• Deploying a process to work on your business and drive enterprise value
• The world of private equity and how practices are really being valued today
• How a 1MM cash flow business producer can sell for 15x cash flow or more
• The option for selling your practice including you selling only part of your business, staying in the practice forever, and how to take care of your family
• And much, much, more

Access the recording here: www.paretosystems.com/webinars

A quick word about seeking out options for outsourcing some of the commoditized aspects of your Technical Ability and Core Competency (TACC) over to bona fide models and platforms that are proven to add efficiency to your overall deliverables. As an example, a financial professional in his 50s was hitting his stride and finding renewed enthusiasm for his business by...

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"That surprises me... to this day that people would receive a referral and not solicit why the referral came." This is an excerpt from episode 33 of the ‘Always On with Duncan MacPherson’ podcast with guest Chris Jeppesen.

Click here to watch on YouTube

As rapport, interaction and trust gathers steam, you can feel the enthusiasm. One of the best things to do at this point is to not deviate. Keep feeding the self-motivation. Help them come to their own conclusions. One of the masters of this is Randy Schwantz, an exceptional presenter and consultant and the author of The Wedge. Randy’s epic statement, “For you to get hired, someone else has to get fired” is as good as it gets when it comes to attracting a client that closes you, instead of chasing a prospect trying to close them.

Download Chapter 1 of my new book The Blue Square Method for free now at: thebluesquaremethod.com

For a professional whose solutions are not tangible, and the benefits of which can be delayed, it is essential to create a client experience that de-commoditizes your services – and a process that communicates those benefits clearly.