Always On for Financial Advisors

Most financial advisors are really good at their job, and that might be exactly what’s holding them back! Duncan MacPherson is joined by Pareto coaches Jason Westover and Mike “Cy” Cajthaml Jr. for a candid, high-level conversation on what the best financial advisors are doing right now to stay ahead in a rapidly evolving industry. Together, they unpack what it truly means to become the “advisor of the future”,  from growing up-market and attracting ideal clients, to making the pivotal shift from technician to CEO. As disruption accelerates and AI reshapes workflows, the discussion centers on how top-performing advisors are leveraging both technology and human insight to build scalable, enterprise-value businesses. The conversation explores the widening gap between complacency and ambition, the power of intentional practice management, and why relationship excellence, not technical expertise alone, remains the ultimate differentiator. Jason and Mike also share real-world observations from coaching some of the most sophisticated advisory teams in North America, highlighting the habits, structures, and mindset shifts that separate sustainable firms from stalled practices. Key highlights include: Why growing “up-market” often starts with refining your top 50 relationships The transition from advisor to CEO, and why delegation unlocks scale How leading teams are using AI to compress time without compromising trust The importance of client advisory councils and feedback loops Why no one wants to buy your job, only your business This is a practical, forward-looking discussion for financial advisors who want to avoid plateauing, build enterprise value, and design a business that ultimately serves their life, not the other way around. Tune in for strategic insight, tactical ideas, and a clear roadmap for what’s next in advisory leadership. Promotions: Pareto Systems: Turnkey Advisor Membership Connect With Duncan MacPherson:  Website: ParetoSystems.com Toll Free: 1.866.593.8020 Learn More: Schedule a Call LinkedIn: Duncan MacPherson Connect With Jason Westover: LinkedIn: Jason Westover Website: paretosystems.com/coaches/coach-jason-westover Connect With Mike “Cy” Cajthaml Jr.: LinkedIn: Mike “Cy” Cajthaml Jr. Website: www.paretosystems.com/coaches/coach-mike-cy-cajthaml-jr About Our Guests: Jason Westover has spent over 20 years helping financial advisors, sales teams, and wholesalers perform at their best. After discovering Pareto Systems 15 years ago, he became one of its strongest advocates, using its proven coaching methods to help top performers elevate their businesses. Today he’s also leading conversations on how AI tools can transform advisor effectiveness and client outcomes across the industry. Jason lives near Kansas City with his wife and three children. Outside of work he’s a competition BBQ cook and Brazilian Jiu-Jitsu competitor. Mike “Cy” Cajthaml Jr. brings 17 years of financial services experience to his role as a Pareto coach. His background spans insurance marketing, nationwide advisor consulting, and working alongside his father as a financial advisor in Overland Park, KS. That blend of wholesale and retail experience gives Mike a unique perspective in helping advisory firms integrate the Pareto Process and build toward their ideal practice. Mike lives in Overland Park with his wife Ashley and their two sons, Cameron and Carson. Outside of work he enjoys golf, a good cigar, and cheering on the Chicago Bears. Listen on Apple Podcasts

What will separate the advisors who thrive over the next decade from those who get left behind? Join Duncan as he sits down with Brad Johnson, co-founder of Triad Partners and host of the Do Business. Do Life. podcast, for a wide-ranging conversation on what it truly takes to build a sustainable, future-ready advisory business. Together, they explore how innovation, long-term thinking, and human-centered planning are redefining success in financial services. As demographic shifts accelerate and complexity increases for both advisors and clients, Brad shares insights on why advisors must evolve beyond portfolio management and toward holistic planning that balances growth, protection, income, and purpose. The conversation also dives into the importance of resilience, perspective, and values, drawing on lessons from entrepreneurship, market cycles, and life itself. Brad outlines why the next decade may be the greatest opportunity Financial Advisors have ever seen, provided they embrace process, patience, and genuine service. Key highlights include: Why true financial planning goes far beyond portfolios and products The impact of demographic shifts and the “silver tsunami” on advisory opportunities How income planning and distribution strategies are often the missing link for retirees The role of alternative assets, personal interests, and non-traditional wealth in modern planning Building a business that serves life, not one that sacrifices it Tune in for a thoughtful, practical discussion on becoming a trusted, long-term partner to clients while building a business, and a life, that endures through every season. Promotions: Pareto Systems ‘AI Coaching Program’: www.paretosystems.com/ai-coaching-program Pareto Systems ‘Practice Management Index’ assessment: The PMI Assessment Connect With Duncan MacPherson: Website: ParetoSystems.com Toll Free: 1.866.593.8020 Learn More: Schedule a Call LinkedIn: Duncan MacPherson Connect With Brad Johnson: LinkedIn: Brad Johnson Website: TriadPartners.com Podcast: Do Business, Do Life Podcast About Our Guest: Brad Johnson is co-founder of Triad Partners and the host of the transformative “Do Business. Do Life.” podcast. Embodying a humble upbringing in rural Minneapolis, KS, on a farm alongside his parents and brother, Brad’s roots instilled unwavering values of hard work and treating others with respect. With a profound belief in the power of the “and” approach to life and business, Brad has revolutionized the financial advisory landscape. At Triad Partners, he forges an intimate and carefully curated community, redefining partnerships. Guided by his enduring principles, Brad empowers advisors to embrace growth, freedom, and joy in their professional and personal lives. Prior to founding Triad, Brad was a Vice President of Advisor Development for over 13 years at Advisors Excel, one of the country’s largest Field Marketing Organizations.  In that role, Brad coached a group of independent advisors who gather more than $1 billion of assets annually. Before joining Advisors Excel to work closely with advisors, Brad was an analyst at Payless Shoe Source for three years. Brad received his Bachelor of Science in Computer Information Systems from Emporia State University, where he played football. Brad currently lives in Silver Lake, Kansas with his wife, Sarah, and their three children.

What if your client could sell a highly appreciated asset without triggering capital gains tax? And what if you were the advisor who made that possible? In this episode of the “Always On Podcast,” host Duncan McPherson sits down with Roger Silk, the CEO and co-founder of Sterling Foundation Management. They discuss the evolving role of financial advisors and the increasingly complex needs of high-net-worth clients. As financial landscapes shift, advisors must adapt to new challenges and opportunities, particularly when it comes to managing significant liquidity events. Roger Silk shares his expertise on asset diversification trusts, a powerful tool that allows clients to sell appreciated assets without incurring capital gains tax. This episode highlights the importance of proactive planning and the strategic value of long-term partnerships between financial advisors and their clients. Key highlights include: The role of asset diversification trusts in tax-efficient asset management. The necessity of early planning for liquidity events to maximize client benefits. Strategies for financial advisors to strengthen client relationships through collaboration. Insights into leveraging philanthropic solutions for wealth preservation and growth. Tune in and discover the insights needed to become trusted partners in their clients’ financial journeys, ensuring both immediate and long-term success. Promotions: Pareto Systems AI Coaching Program – Use promo code AlwaysOn20 for 20% for a limited time! Pareto Systems: Turnkey Advisor Membership Connect With Duncan MacPherson: Website: ParetoSystems.com Toll Free: 1.866.593.8020 Learn More: Schedule a Call LinkedIn: Duncan MacPherson Connect With Roger Silk, Ph.D.: LinkedIn: Roger Silk Website: SterlingFoundations.com Podcast: Sterling Insights About Our Guest: Roger D. Silk, Ph.D. , is the CEO of Sterling Foundation Management, LLC and President of Lifetime Perspectives, Inc. Dr. Silk is widely recognized as a leading expert and innovator in the emerging field at the intersection of finance and philanthropy. Dr. Silk has more than three decades of experience working with and advising wealthy clients, high net worth families, and the advisors who work with them on a variety of issues ranging from the use of private foundations to the integration of sophisticated charitable planning into multi-generational estate plans. He has worked with numerous investment, accounting, financial planning, and legal professionals to educate them, their firms, and their clients about the benefits and characteristics of a full suite of solutions, entities and planning tools. Dr. Silk is the author of several books, including The Investor’s Dilemma Decoded (Wiley, 2024), Managing Foundations and Charitable Trusts (Bloomberg Press, 2011), Creating a Private Foundation (Bloomberg Press, 2003), and Politicians Spend, We Pay (Sterling Lifetime Press, 2022). He has published dozens of articles that have appeared in periodicals such as Estate Planning, Philanthropy, the Journal of Financial Planning and Trusts & Estates. He has spoken to audiences around the country on the types and uses of charitable entities, and he frequently conducts educational seminars for financial professionals focusing on integrating the full suite of charitable entities into the financial planning process. Prior to co-founding Sterling, Dr. Silk was a Treasury officer at the World Bank, where he was responsible for a multi-billion-dollar repo portfolio. Dr. Silk holds a Ph.D. and an M.A. in Applied Economics from Stanford University, as well as a B.A. in Economics (with distinction). He earned his CFA in 1990.

Nearly 90% of heirs leave their parents’ financial advisor. The real risk in the Great Wealth Transfer is not market volatility. It is irrelevance. Join Duncan MacPherson as he speaks with Natasha Kennedy, Pareto-certified coach and family legacy specialist, for a timely conversation on the greatest risk facing financial advisors during the great wealth transfer. Natasha breaks down why most heirs ultimately leave their parents’ advisor, how silence and avoidance around legacy planning erode trust, and why preparing heirs has become a critical differentiator in today’s advisory landscape. Together, they unpack how advisors can embed continuity, succession, and family investment legacy into their value proposition in a way that deepens relationships, strengthens referability, and positions them as indispensable stewards of multi-generational wealth. Key takeaways: Why nearly 90% of heirs don’t stay with their parents’ advisor How legacy and succession conversations increase advisor retention and fee worthiness Practical ways to engage heirs without creating entitlement How continuity planning protects relationships through generational transitions Tune into now to unlock the secrets to keeping clients for generations by addressing the blind spot most advisors overlook. Promotions: Pareto Systems: Turnkey Advisor Membership Connect With Duncan MacPherson: Website: ParetoSystems.com Toll Free: 1.866.593.8020 Learn More: Schedule a Call LinkedIn: Duncan MacPherson Connect With Natasha Kennedy: LinkedIn: Natasha Kennedy Presentation: The Legacy Plan Speaker Introduction: Natasha Kennedy About Our Guest: Natasha Kennedy, who brings more than a decade of financial services experience, beginning her career on Wall Street and then working with First Trust Advisors, and now focused on psychology and counselling. Today, Natasha is a consultant with Pareto Systems helping advisors to strengthen client relationships, and build purposeful businesses. With her background in both finance and psychology, Natasha is the ideal person to guide us through the human side of this great wealth transfer, specifically on adding Intergenerational Planning & Family Meetings into your process.

In this episode of the Always On podcast, Duncan speaks with Scott Danner, CEO, author, and advisor to enterprise-level leaders, for a fast-paced conversation on what every financial professional needs to know about the accelerating wave of M&A activity. Scott breaks down why enterprise value has become the ultimate scorecard in today’s advisory landscape, how top Financial Advisory teams are preparing years in advance for transitions, and the mindset shift required to move from being the indispensable advisor to the architect of a scalable, transferable business. Together, they unpack the leadership habits, team structure, and client experience strategies that determine whether you survive the industry’s consolidation or thrive in it. Key takeaways: How to position your advisory business for maximum value in M&A transactions Leadership habits that make your team attractive to buyers The client experience strategies that preserve relationships through a sale Steps to future-proof your business and succession plan If you are a Financial Advisor looking to strengthen your succession strategy, understand premium valuations, or future-proof your business, this episode is a must-listen. Promotions: Pareto Systems: Turnkey Advisor Membership Toolkit by Pareto: toolkitcrm.com Connect With Duncan MacPherson: Website: ParetoSystems.com Toll Free: 1.866.593.8020 Learn More: Schedule a Call LinkedIn: Duncan MacPherson Connect With Scott Danner: LinkedIn: Scott Danner Website: scottdanner.com Company: Steward Partners Podcast: The High Performance LIFE Podcast About Our Guest: Scott Danner is the Host of The High Performance LIFE Podcast and Executive VP, Head of Legacy at Steward Partners Scott Danner is a dynamic entrepreneur, performance coach, and speaker who believes success means nothing without alignment in all areas of life- health, relationships, purpose, and legacy. As host of The High Performance LIFE podcast, he sits down with world-class leaders in business, sports, and personal development to explore the habits, mindset, and values that drive true fulfillment. Professionally, Scott is a powerhouse in the financial services industry. He currently leads the M&A Division at Steward Partners and is the former founder and CEO of Freedom Street Partners, which he scaled into a firm managing nearly $3.5 billion in AUM and spanning seven states. His reputation as an M&A strategist and advisor advocate is grounded in a passion for building your legacy, not just building wealth, but building people. Beyond business, Scott’s life is rooted in faith, family, and service. He’s a devoted husband and father, a man who understands that achievement means little without deep, personal purpose. His commitment to giving back is reflected in the wine festival he co-founded, which has donated over $2.7 million for local charities over the past 15 years. Scott is also the author of Freedom Street and a recognized voice on topics including leadership, succession, and personal growth. Through his podcast, he helps listeners uncover what it means to live a High Performance LIFE, where success isn’t just measured by accomplishments, but by alignment, impact, and legacy.

Join host Duncan MacPherson and his guest Rob Montella of First Trust as they discuss moving upstream in client engagement, emphasizing the need to understand client needs and enhance services through advisory councils. Rob shares insights from his time at Goldman Sachs and First Trust, highlighting the importance of adapting strategies for high-net-worth clients. Rob introduces “higher and fire” criteria, explaining how advisors can differentiate themselves with specialized services. The conversation also covers AI’s role in refining advisory approaches to better serve clients. They also focus on legacy planning and engaging the next generation. Rob stresses the importance of documenting legacy wishes and adapting services based on client feedback. Key Points: Moving upstream in client engagement. Enhancing services through advisory councils. Differentiation with specialized services. AI’s role in refining advisory approaches. Legacy planning and multi-generational wealth management. Tune in to discover how to elevate your advisory practice, leverage AI, and create lasting client relationships. This conversation is packed with insights that will inspire you to take your financial advising to the next level! Resources Mentioned: Pareto Systems AI Whitepaper: paretosystems.com/ai-strategies-for-financial-professionals Promotions: Practice Management Index report: practicemanagementindex.com Toolkit by Pareto: toolkitcrm.com Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Robert Montella: LinkedIn: Robert Montella First Trust: FTPortfolios.com About Our Guest: Rob Montella is a Vice President and Performance Coach at First Trust. For nearly 30 years, he has assisted financial professionals, business leaders, and institutions in maximizing efficiency and business growth. Rob’s objective for every client relationship is to become so essential to their success that he becomes their “first call” for anything related to the “business of running the business.” While any topic of conversation is within scope, Rob specializes in: Developing emotional intelligence Attracting, serving, and retaining wealthier clients Acquiring, developing and retaining top talent Personal and business branding Behavioral Finance Rob spent 15 years at Goldman Sachs as a Senior Strategist in their global consulting business, where he has captured and documented the practices of the elite around the world. His groundbreaking work in emotional intelligence in the financial services industry was featured in the book Educating People to be Emotionally Intelligent.

In this episode, Duncan MacPherson sits down with Frank LaRosa, CEO of Elite Consulting Partners and host of Advisor Talk with Frank LaRosa Podcast, for a powerful conversation about navigating transitions in the financial services space. Frank shares his experience helping financial advisors make meaningful and measurable moves, whether scaling up, going independent, or rethinking their next chapter. Together, Duncan and Frank explore how to: Prime and prepare for any professional transition Launch with clarity, confidence, and the right messaging to clients Maximize long-term success once the dust settles They also dig into the mindset behind real growth, balancing what you’re getting with who you’re becoming, and how financial advisors can think bigger about enterprise value, leadership, and personal fulfillment. If you’re considering your next move, this episode will help you make it the right one. Resources Mentioned: Visit Advisor Talk Podcast for more from Frank LaRosa Promotions: The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching Toolkit by Pareto: toolkitcrm.com Practice Management Index report: practicemanagementindex.com Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Frank LaRosa: LinkedIn: Frank Larosa Instagram: franklarosa.elite Elite Consulting Partners About Our Guest: Frank LaRosa is the Chief Executive Officer of Elite Consulting Partners, a nationally recognized leader in financial advisor recruiting, transition consulting, and M&A advisory. With more than 25 years of experience in the wealth management industry, Frank brings a unique perspective rooted in his early career as a financial advisor and branch manager at major firms including Morgan Stanley, Smith Barney, and Prudential Securities. Since founding Elite Consulting Partners in 2011, Frank has led the firm to complete thousands of advisor transitions, helping practices grow, scale, and realize their enterprise value. Under his leadership, Elite has become a trusted resource for financial professionals navigating the complexities of independence, firm movement, and succession planning. Frank is also the host of the popular industry podcast Advisor Talk with Frank LaRosa, where he shares unfiltered insights on trends shaping financial services, advisor success stories, and interviews with top leaders in the space. He is a member of the Forbes Business Council and author of the book Counterpunch: How to Fight Back and Win as an Advisor, offering guidance for advisors looking to build resilient and impactful practices. Recognized for his “advisor-first” philosophy and strategic vision, Frank continues to serve as a sought-after voice in wealth management driving meaningful conversations around growth, innovation, and the future of the advisory profession.

In this episode of the Always On Podcast, host Duncan McPherson sits down with Jeff Ambrose to discuss the “advisor flight plan.” This strategic framework is designed to help financial advisors transition smoothly to new environments. Jeff shares his expertise on the evolving financial landscape and the importance of aligning professional settings with personal and client goals. Discover the key elements of the “advisor flight plan” for a seamless transition. Key Takeaways: Conduct effective due diligence and make informed decisions. Understand the role of client advisory councils in strengthening client relationships. Explore the benefits of focusing on future opportunities rather than past limitations. Tune in to gain insights on navigating professional transitions with confidence and clarity. Resources: Pareto Systems Coaching: Schedule a Call Pareto Systems: Practice Management Index (PMI) Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Jeff Ambrose: Pareto Systems: Jeff Ambrose Email: jambrose@paretosystems.com About Our Guest: Jeff Ambrose has 20 years of experience in the financial services industry working with successful advisory teams through his wholesale relationships. He has consistently met and exceeded goals in every aspect of his career; growing revenue with existing clients, attracting new clients, and turning around failing territories resulting in consistent promotions leading up to Senior Vice President and, most recently, Partner.

In this Always On episode, Duncan MacPherson and Chris Jeppesen, Chief of Advisory Practices at First Trust, cut through the noise to show how modern financial advisory leadership blends clear operating rhythm, role clarity, and intentional culture, with AI as a practical tool to compress research, sharpen meeting prep, and turn ideas from books like Good to Great, Traction, and Atomic Habits into daily workflows that scale client loyalty and growth. Key takeaways: Establish a simple weekly leadership cadence to align priorities and decisions. Define roles by outcomes, handoffs, and KPIs so accountability is unambiguous. Segment service to set expectations, elevate experience, and protect capacity. Use AI to prep agendas, summarize meetings, and automate follow-ups inside your CRM. Resources: AI for the Financial Professional (Whitepaper): The Blue Square Method by Duncan MacPherson and Chris Jeppesen The Advisor Playbook by Duncan MacPherson and Chris Jeppesen First Trust Advisor Consulting Group: Contact your First Trust wholesaler for support and guidance Good to Great by Jim Collins Traction: Get a Grip on Your Business by Gino Wickman Atomic Habits by James Clear Promotions: The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Chris: First Trust LinkedIn: Chris Jeppesen LinkedIn: First Trust About Our Guest: Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook and The Blue Square Method.

In this episode of Always On, Duncan MacPherson sits down with financial advisor and entrepreneur Sten Morgan, author of The Seven Mindsets of Success. Together they explore the shifting demographics of the industry, the power of the mentor–protégé dynamic, and how younger advisors can break free from outdated models. Sten shares candid lessons from his own journey, including the importance of charging for ideas, becoming a better communicator, and creating client experiences that inspire long-term advocacy. Whether you’re early in your career or an established financial advisor seeking to reinvent your practice, this conversation offers a roadmap for building relevance, resilience, and real value in a changing profession. Key Takeaways: Why the aging advisor demographic creates opportunities for the next generation The mentor–protégé model and how both sides benefit from alignment Lessons from The Seven Mindsets of Success and how to apply them How to confidently charge for time and ideas—not just products or assets The importance of communication skills in building trust and credibility Practical strategies to elevate client meetings from routine reviews to engaging strategy sessions Resources Mentioned: The Seven Mindsets of Success by Sten Morgan The E-Myth by Michael Gerber The Millionaire Next Door by Thomas Stanley Visit gobeelite.com for more from Sten Morgan Promotions: The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Sten Morgan: LinkedIn: Sten Morgan Elite Advisor Network About Our Guest: Sten Morgan is one of the country’s leading voices helping financial advisors think and act differently. He is the founder of Legacy, a multi-million dollar financial planning firm based in Franklin, Tennessee, built on a planning-first model that prioritizes proactive strategy and leadership. He also founded the Elite Advisor Network, where he coaches thousands of advisors nationwide to increase their value, communicate with confidence, and reach their potential, faster. Sten was named one of Investment News’ 40 Under 40 top advisors at the age of 30. He has since redefined what it means to be a modern advisor—leading with planning, building intentional businesses, and helping others do the same. He’s the author of three industry-shaping books: 7 Mindsets of Success, Value First Prospecting, and Wish I Knew That Sooner. His frameworks and thought leadership have been featured in ThinkAdvisor, and on stages across the country. Sten is known for challenging the status quo, helping advisors recognize and reach their full potential.

Join Duncan MacPherson as he reconnects with Kevin Bishopp, Vice President at First Trust, to explore the four key stages in an advisor’s business evolution: growing, teaming, scaling, and exiting. They unpack how AI is reshaping productivity, client experience, and enterprise value, and why execution and process are the real differentiators for future-ready professionals. Highlights: How AI boosts capacity, consistency, and client impact The importance of process in scaling and succession Why focusing on your niche builds referability Practical steps to make your business sale-ready Whether you’re just getting started or thinking about your eventual exit, this conversation offers powerful insights to help you stay intentional and future-ready. Tune in to learn how to harness AI, refine your process, and build enterprise value at every stage of your business evolution. Resources: AI Whitepaper for Financial Professionals: paretosystems.com/ai-strategies-for-financial-professionals The Blue Square Method: paretosystems.com/#the-blue-square-method The Advisor Playbook: paretosystems.com/the-advisor-playbook Promotions: The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Kevin Bishopp: LinkedIn: Kevin Bishopp First Trust About Our Guest: Kevin Bishopp is a Vice President and Performance Coach for the Advisor Consulting Group at First Trust. His focus is the best practices and mission-critical strategies that propel professionals/firms to be truly unique within the industry. His insights into key metrics, resource allocation, team structure, marketing and client acquisition equip professionals/firms to make high-quality strategic decisions that can generate dynamic results. Prior to joining First Trust, Kevin spent 12 years with Russell Investments, where he held positions as Director of Practice Management, RIA Channel Head and Business Development Director. In those roles, he focused on coaching, content creation, sales management, national account management, and business development. Before joining Russell Investments, Kevin spent 5 years as a wealth manager for The Bishopp Group LLC, a family-owned wealth management practice. In 1994, he started his career in financial services as an associate for Principal Financial Group. Kevin holds an MBA from the Michael G. Foster School of Business at the University of Washington and a BA in Finance from Eastern Washington University.

How do you build a business that grows without losing its soul? Find out as Duncan MacPherson sits down with Chris Garcia, Private Wealth Advisor and CEO of The Azimont Group, a private wealth advisory practice of Ameriprise Financial Services, LLC. Chris shares how he evolved from a solo advisor into a multi-advisor enterprise by focusing on process, stewardship, and a powerful brand narrative. With a team of 20 and growing, Chris has built a scalable, referable, and succession-ready business, by design. In this episode, they explore: Why process is your best defense against commoditization The importance of articulating your professional contrast How to create a brand that clients and advisors want to be part of The difference between living your legacy and leaving one How to scale without sacrificing the client experience Whether you’re building a team, refining your process, or thinking about enterprise value, this episode is packed with insights you can act on right away. Resources Mentioned: The Blue Square Method: paretosystems.com/#the-blue-square-method Promotions: The Ultimate Guide to Financial Advisor Coaching: paretosystems.com/guide-to-financial-advisor-coaching Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Chris Garcia LinkedIn – Chris Garcia:  www.linkedin.com/in/chris-m-garcia-cfp%C2%AE-0a56965 Facebook – Azimont Group:  www.facebook.com/AzimontGroup Azimont Group website: www.ameripriseadvisors.com/team/azimont-group About Our Guest: Leveraging a strong foundation in financial study and years of planning experience, Chris Garcia is dedicated to guiding clients on their path to financial independence, turning lifelong dreams into tangible, actionable accomplishments. A graduate of Texas State University with a degree in Finance, Chris quickly discovered his calling in helping individuals build confidence in their financial futures. Through thoughtful planning and a client-first approach, he empowers people to move forward with clarity and purpose. With a team of professionals and a comprehensive process in place, Chris enables his clients to focus on what matters most, without being distracted by what’s outside of their control. For important information on how Chris can interact with you on social media, please visit: www.ameriprise.com/social

Explore the intersection of leadership, scalability, and client impact through Duncan MacPherson’s compelling conversation with Jimmy Lee, Founder and CEO of The Wealth Consulting Group, and an advisor who operates at both the strategic and client-facing levels of his firm. Together, they unpack what it takes to build a business that is both transferable and transcendent. Key takeaways include: The advantages of having both a C-suite and client-facing perspective Why being sale-ready is about structure, not timing How to lead with values while still pursuing growth The difference between running a business for clients and with clients Reflections on intentional leadership, culture, and the long game of legacy This conversation offers a rare look into how high-performing advisors align their business models with long-term outcomes, without sacrificing the human side of the profession. Resources Mentioned: The Blue Square Method: www.paretosystems.com/#the-blue-square-method Promotions: Pareto Systems Coaching for Financial Advisors: www.paretosystems.com Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Jimmy Lee LinkedIn – Jimmy Lee:  www.linkedin.com/in/jleewcg/ LinkedIn – Wealth Consulting Group:  www.linkedin.com/company/the-wealth-consulting-group/ Wealth Consulting Group website: www.wealthcg.com About Our Guest: Jimmy Lee is the founder and CEO of The Wealth Consulting Group (WCG).   WCG is a hybrid RIA consisting of 43 branch locations and 123 advisors affiliated with the firm with over $8.5 billion in assets under advisement as of 5/31/25. WCG’s purpose is “Making Life Better” with a mission of helping financial advisors spend 80% of their time in their genius.  The company’s vision is to help 100,000+ lives with an effortless one stop wealth management experience.  WCG is an award winning firm being named as a leader by USA Today, Newsweek, Financial Advisor Magazine, Citywire, Investment News, etc. Jimmy is a fixture in the tier one financial media as a regular on networks such as CNBC, Fox Business, Bloomberg, Reuters, BBC News, BNN Bloomberg, etc.  He has also been profiled in the Wall Street Journal, quoted by many financial publications, is a regular contributor for Kiplinger, and a Best In State financial advisor by Forbes.  He resides in Las Vegas.

What if your business could grow, evolve, and even be sold… without being dependent on you? That’s exactly what Eric Boyce and Kelly Griggs of Boyce & Associates Wealth Consulting are building. In this episode, they unpack how they’ve methodically engineered their business for scalability and succession, turning ideas from The Blue Square Method into real-world results. They’ve gone beyond client service, they’ve built a client experience that’s proprietary, repeatable, and deeply embedded into their culture. Here’s what we covered: How they transformed best intentions into a living, breathing playbook The steps they took to professionalize their onboarding and service workflows Why process, not personality, is their greatest asset How the P3 Approach (Protect, Plan, Prosper) underpins their entire client journey What advisors can learn about creating transferable value and long-term continuity If you’re working toward building enterprise value, or just looking to elevate your structure, this episode will give you a clear look at what that progression can look like. Resources Mentioned: The Blue Square Method: www.paretosystems.com/#the-blue-square-method Promotions: Pareto Systems Coaching for Financial Advisors: www.paretosystems.com Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Eric Boyce and Kelly Griggs of Boyce & Associates Wealth Consulting: LinkedIn – Eric Boyce LinkedIn – Kelly Griggs Boyce & Associates Wealth Consulting About Our Guests Eric Boyce is the Founder, President and CEO of Boyce & Associates Wealth Consulting, Inc. and Boyce & Associates Business Valuations, LLC. Eric has worked in finance, treasury management, investment research, and portfolio management since 1991 and has served in various leadership capacities during his 30+ year professional career. Eric earned his B.B.A. in Finance from the University of Texas at Austin and his M.S. in Finance from the University of Texas at Dallas. Eric earned his Chartered Financial Analyst (CFA) designation from the CFA Institute and previously completed the Non-Qualified Plan Adviser (NQPA) program sponsored by the National Association of Plan Advisors (NAPA). He also earned the designations of Chartered Investment Counselor (CIC) and Certified Cash Manager (CCM). He is an active member and past President of the CFA Society of Austin. He is a member of the National Association of Certified Valuators and Analysts (NACVA), the National Association of Insurance and Financial Advisors (NAIFA), and the Society of Financial Service Professionals (FSP). Eric is also very active in his community. He currently serves on the City Council for the City of Cedar Park (TX), having previously served as President of the Cedar Park Economic Development Corporation and as Chairman of the city’s Planning & Zoning Commission. Eric is also a member of the Board of Trustees for the Cedar Park Regional Medical Center. He also serves as a senior member of the joint Investment Committee for the Ascension Seton Hospital and Dell Children’s Medical Center Endowment Funds and previously as Treasurer and Investment Committee Chair for the Catholic Foundation for the Diocese of Austin. Eric has been married for 32 years to Joanne, and they have two adult children. Kelly Griggs serves as the Vice President of Financial Planning for Boyce & Associates Wealth Consulting. As a Financial Advisor, she holds multiple advanced licenses including Wealth Management Specialist and Chartered Retirement Planning Counselor. She is especially energized by guiding women on how to plan a secure retirement and truly own their financial footing in life. Kelly is also the Founder and President of Networking BossBabes, a 501c3 nonprofit for women business owners in the Austin area.

In this episode of the Always On Podcast, Duncan MacPherson sits down with Whit Lanier, CEO and Co-founder of Amplify Reviews, to unpack the growing role of client testimonials in financial services. As trust continues to shift online, reviews have become more than just social proof, they’re a scalable strategy for activating advocacy, attracting ideal clients, and staying compliant. They discuss how financial professionals can build a review process that’s automated, compliant, and genuinely impactful. Whether you’re just beginning to explore online reviews or looking to refine your current strategy, this episode provides a practical playbook. Topics covered include: How online reviews act as “referral rehearsals” and support client advocacy The role of testimonials in building professional contrast and client trust What advisors need to know about SEC rules and compliance-friendly language Why reviews are one of the most powerful authority signals for SEO Ways to integrate review requests into onboarding and review meetings The difference between one-off campaigns and long-term, automated strategies Resources: Get 10% Off Amplify Reviews – paretosystems.com/amplify-reviews See Amplify Reviews in Action – paretosystems.com/reviews Mentioned Partner – Idea Decanter – ideadecanter.com Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Whit Lanier: LinkedIn Amplify Reviews About Our Guest Whit Lanier is the CEO and co-founder of Amplify Reviews – a platform focused on helping financial advisors embrace online reviews on their own terms. A serial entrepreneur, Whit’s previous start-up was the leading healthcare technology vendor for enabling hospitals to publish verified patient ratings and reviews. That company was acquired at the end of 2014, and by 2021 the platform had processed over 60 million patient reviews for 400 of the country’s largest health systems. Whit’s career spans management consulting, marketing, product marketing, product management, and executive/general management roles. Whit holds a bachelor’s degree from Vanderbilt University and an MBA from the Kellogg School of Management at Northwestern University. Outside of Amplify Reviews, Whit plays bass guitar in a local Atlanta rock and roll band (Penny Western) and holds a black belt in Brazilian Jiu Jitsu. He is married with three daughters and a mini-goldendoodle

In this episode of Always On, Duncan MacPherson welcomes back Chris Jeppesen, Chief of Advisory Practices at First Trust, for a timely conversation rooted in real-world field experience. As volatility continues to test the industry, the best financial advisors aren’t retreating, they’re leaning in. Duncan and Chris unpack how the most effective teams are embracing this environment as a catalyst for deeper relationships, elevated leadership, and long-term enterprise value. They explore the mindset and tactical shifts that top performers are making, from transitioning toward advice-centric models and AI adoption, to scaling their practices without diluting the client experience. The conversation also addresses the advisor’s personal evolution, with insights on leadership, strategic planning, and legacy-building. Key takeaways include: How to “value stack” with proactive communication, personalized planning, and future-focused conversations What advisors must do now to stay ahead of shifting client expectations and emerging competition Why AI isn’t optional, and how to use it to develop IP, scale client acquisition, and enhance team efficiency Leadership, delegation, and building a business that creates both freedom and fulfillment Resources: AI for the Financial Professional (Whitepaper): The Blue Square Method by Duncan MacPherson and Chris Jeppesen The Advisor Playbook by Duncan MacPherson and Chris Jeppesen First Trust Advisor Consulting Group: Contact your First Trust wholesaler for support and guidance Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect With Chris: First Trust LinkedIn: Chris Jeppesen LinkedIn: First Trust About Our Guests: Chris Jeppesen is the head of advisory practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs, and VAs (to name a few) but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. Chris’ goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. Chris is also the co-author of The Advisor Playbook and The Blue Square Method.

In this episode, Duncan sits down with Dr. Amy D’Aprix, a certified gerontologist, life transition expert, author, and the founder of LifeBridge Strategies to talk about how financial professionals can go beyond the numbers and deepen their client relationships. Amy has spent decades helping advisors bring more empathy, purpose, and relevance into their process. Our conversation centered around the “life side” of retirement, how to align money with meaning and position yourself as the advisor of choice, especially in a world where loyalty, longevity, and family dynamics are all evolving. In this episode, they discuss: How to elevate your conversations beyond financial metrics and into what truly matters to clients A simple framework, Listen, Empathize, Reassure, Act (LERA), to make empathy part of your process Real-world stories of how authentic connection drives client retention and high-quality introductions Why it’s essential to build relationships with the entire family, especially women and the next generation How to help clients (and yourself) avoid burnout by rethinking retirement as a shift toward fulfillment Tangible ways to become indispensable in a time when AI can replace knowledge, but not emotional intelligence If you’re looking to become more referable, more memorable, and more valuable, this conversation will give you practical ways to do just that. Resources: Learn more about Dr. Amy and her work: lifebridgestrategies.com Book recommendation: When Bad Things Happen to Good People by Harold Kushner Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Dr. Amy D’Aprix: LinkedIn Contact About Our Guest Amy D’Aprix is an internationally respected expert on lifestyle issues relating to retirement, aging, caregiving, and family dynamics. With a Ph.D. in Social Work, “Dr. Amy,” as she is affectionately known, provides down-to-earth, practical, and professionally informed guidance on Life Transitions to individuals, professionals, and organizations. A compelling and pragmatic speaker, and coach, Dr. Amy, has inspired thousands of Financial Advisors and their clients across North America. She has consulted for the financial industry and trained advisors for over 20 years, providing sound guidance in navigating life’s events and challenges to ensure the success of overall life goals and financial plans. This passion is reflected in LifeBridge Strategies offerings, such as Trusted Advisor of Choice, a program for financial professionals to better understand their clients’ concerns and LifeMap, an exclusive membership site to help advisor’s clients proactively prepare for the life transitions they face. Amy is a Certified Professional Consultant on Aging (CPCA). She has authored the book, From Surviving to Thriving: Transforming Your Caregiving Journey and created the Life Memories Journal and Caring Cards to inspire more meaningful conversations between generations. Amy is also a Director of The International Federation on Ageing. Dr. Amy is regularly featured and interviewed on television, radio, podcasts, and online publications.

In this episode of The Always On Podcast, host Duncan MacPherson sits down with Peter Velardi, founding partner at JPTD Partners, to discuss the essential systems financial advisors need to scale their businesses, optimize referrals, and maximize enterprise value for a successful exit. In this episode, you’ll learn: The three-phase approach to business growth: survival, scaling, and monetization How to automate referrals without looking opportunistic Why financial professionals should start planning their exit strategy earlier than expected The evolving M&A landscape and how private equity is reshaping opportunities for advisors Common blind spots in succession planning and the best ways to mitigate risk If you’re looking to build a business that’s valuable, sellable, and scalable, this episode is packed with insights you don’t want to miss. Resources: ReferMeIQ – Automated Referral System & Referability Quiz: Take the Quiz The Great Wealth Transfer Training Program: paretosystems.com/iph Mastermind Group – $1MM Plus Producers: paretomastermind.com Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Peter Velardi: LinkedIn JPTD Partners About Our Guest Peter has spent the last 40+ years helping organizations and individuals grow and monetize in the financial services industry. He spent half that time as a senior leader working for a Fortune 50 Financial Advisory/Wealth Management firm leading a distribution organization of over 5,000 Financial Advisors and leaders. Over recent years, Peter has exercised his entrepreneurial muscles in various roles with 20+ startups as an advisor, board member, C Suite leadership and M & A consultant, investor, owner operator and more. He is grateful for both the learnings and multiple exits that have led to the success he is experiencing now. Most recently, Peter spends most of his time talking with C Suite leaders of Financial Advisory/Wealth Management firms. He helps them grow, scale and exit through his AI based automated referral software company, ReferMe IQ and as a partner in a boutique PE consulting firm, JPTD Partners. Personally, he is married to Janine for 35 years, and has 3 adult children – Peter, Nick and Serena. The Velardi’s enjoy all things health and fitness, water sports (wakesurfing), snow skiing/boarding and travel and adventure.

In this episode, Duncan MacPherson speaks with Paul Blanco, CEO of Barnum Financial Group and host of the “Small Steps, Big Wins” podcast. Paul shares insights into cultivating a growth mindset, avoiding plateaus, and the importance of working on your business, not just in it. He discusses how his firm has scaled from 9 to 365 advisors, leveraging efficiency tools like Zoom AI and CRM systems to stay ahead in the competitive world of financial services. Paul also reflects on the evolving role of financial advisors, the shift from advisors to CEOs, and the growing importance of embracing technology like AI to stay relevant. In this episode, you’ll learn: How Barnum Financial Group scaled from 9 to 365 advisors by embracing a growth mindset. Practical tips for staying efficient with tools like Zoom AI and CRM systems. Why financial advisors need to focus on relationships and process, not just products, for long-term success. Resources: Small Steps, Big Wins Podcast – Paul’s weekly podcast focusing on industry insights and entrepreneurial success. Zoom AI – Explore how Zoom’s AI can help improve client interaction efficiency. AI Whitepaper for Financial Professionals – Join the Waitlist Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Paul Blanco: LinkedIn Barnum Financial Group About Our Guest Paul Blanco is the founder and CEO of Barnum Financial Group, an award-winning provider of comprehensive personalized planning, investment and protection solutions, and financial literacy programs to clients across the United States. Throughout his career, Paul has been a tireless advocate for his firm and the communities it serves as well as for the financial services industry. He hosts a weekly podcast – Small Steps, Big Wins – which focuses on the financial world and more. Paul sits down with a special guest each week to discuss important topics within the financial sector and explore what it takes to be successful in our everyday lives. CRN202802-8131593 Securities and investment advisory services offered through qualified registered representatives of MML Investors Services, LLC. Member SIPC.  6 Corporate Drive, Shelton, CT 06484, Tel: 203-513-6000. CRN202802-8118135  

In this episode Duncan sits down with Catherine Tindall, CPA and founder of Dominion Enterprise Services. Catherine specializes in tax optimization strategies for financial advisors, offering insights into minimizing tax burdens, enhancing practice efficiency, and unlocking enterprise value. Key takeaways from this conversation include: Tax Efficiency as a Strategic Lever: How optimizing your tax approach can save tens of thousands annually and compound into long-term benefits. Proactive vs. Reactive Tax Planning: Why a forward-thinking strategy outperforms traditional compliance-based approaches. Preparing for Exit: Steps to maximize enterprise value through tidying, optimizing, and proprietary processes. The Power of Niching Down: Catherine’s experience building a CPA firm exclusively for financial professionals. Embracing AI: Practical applications of AI tools to enhance efficiency in financial practices. Catherine also shares actionable advice for advisors on addressing opportunity leakages, structuring practices for growth, and collaborating with strategic partners like CPAs. This episode is packed with valuable insights for financial professionals looking to future-proof their practices. Resources: ai Tool Connect With Duncan MacPherson: Pareto Systems 866.593.8020 Schedule a Call Duncan on LinkedIn Connect with Catherine Tindall: LinkedIn Financial Advisors Want to Know Podcast Newsletter for 2025 Contact Catherine Dominion Enterprise Services About Our Guest Catherine Tindall, CPA, is a strategic tax planner and founder at Dominion Enterprise Services, a CPA firm, specializing in optimizing tax strategies for RIAs (Registered Investment Advisors), IBDs (Independent Broker-Dealers), and 1099 financial advisors with annual revenues between $500k and $10M. Passionate about leading with proactive tax planning, Catherine focuses on collaborating with advisors to reduce their tax burden and strategically plan for growth. Catherine also hosts the “Financial Advisors Want to Know Podcast,” (link above) where she shares insights and brings practice experts to discuss sustainably growing advisory firms.