In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Duncan MacPherson, a renowned industry leader, coach, and speaker. Duncan shares his journey from an unexpected start in the financial services industry to building the highly respected Pareto Systems. He discusses the importance of being purpose-driven and offers valuable insights on relationship management, sustainable growth, and client advocacy. Duncan’s philosophy centers on helping advisors build meaningful businesses that not only achieve financial success but also provide lasting impact and fulfillment.

Key Takeaways:

• When an advisor knows their "why," the "how" of achieving growth becomes clearer.
• Your best referrals come when clients believe they are doing a disservice by not introducing you to others.
• Sharing stories about client success without explicitly asking for referrals can lead to organic growth.
• Building a business that runs independently of the owner increases its value and longevity.
• Moving knowledge out of your head and into a documented, repeatable process is crucial for scaling and selling your business.

Duncan MacPherson: "The most enlightened financial advisor places as much importance on practice management and relationship management as they do on asset management."

Rob Brown: "When we start with the meaningful, it allows us to measure things that truly matter."

About Duncan MacPherson: Duncan MacPherson, CEO of Pareto Systems, is driven by a passion for unlocking potential and designing businesses that achieve profitability and purpose. Collaborating with financial professionals and visionary firms, he applies 'The Blue Square Method'—a best-practice-inspired approach—to help professionals find their 'Blue Square,' where business activities align with passion and purpose. As a sought-after speaker, Duncan delivers dynamic, fact-rich presentations worldwide, establishing himself as a prominent spokesperson for the Financial Services industry. His expertise in simplifying business development and marketing appeals to a broad audience, guiding them toward achieving order and freedom in their businesses. Duncan is also a best-selling author, with works like The Advisor Playbook and The Blue Square Method, focusing on the mindset and best practices of top fee-for-service professionals.

Connect with Duncan MacPherson:

Website: https://www.paretosystems.com/

LinkedIn: https://www.linkedin.com/in/duncanmacpherson/

Book: https://www.thebluesquaremethod.com/

Episode References:

• Truest Fan Coaching

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

LinkedIn: https://www.linkedin.com/in/truestfan/

YouTube: https://www.youtube.com/@truestfancoaching

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