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

Facebook: https://www.facebook.com/truestfan

In this episode of The Purpose-Focused Advisor, Rob Brown sits down with Alex Neri, CFP®, ChFC®, RICP®, Advisor with SixPoint Financial Partners, and host of the Roadmap to Retirement podcast. Alex shares his journey from an unexpected start in finance to becoming a passionate advocate for financial literacy. Alex brings fresh insights into the evolving role of financial advisors. He emphasizes the importance of holistic planning and the critical role of tax strategies in maximizing client outcomes. Alex’s commitment to continuous learning and surrounding himself with a growth-oriented network underscores his dedication to personal and professional excellence. This episode is a must-listen for advisors looking to deepen their practice and better serve their clients with purpose and precision.

Key Takeaways:

• The financial planning landscape is evolving, with next-generation advisors bringing fresh perspectives that blend traditional wisdom with modern approaches.
• Creating educational content, such as podcasts and webinars, is a valuable way to improve financial literacy as well as add value to client relationships.
• Surrounding yourself with people who have a growth mindset leads to personal and professional growth.
• Integrating tax planning into financial advice is essential, as it enables advisors to offer deeper value, helping clients optimize their financial outcomes beyond just investment strategies.

Alex Neri: "If you’re not doing tax planning, you’re not doing financial planning. It’s the missing piece that can make a huge difference in your client’s retirement plan."

Rob Brown: "The best way to grow your business is to do something you’re passionate about. When you educate with enthusiasm, clients see that passion and are more likely to seek you out when they need help."

About Alex: Alex Neri, CFP®, ChFC®, RICP®, is an Advisor with SixPoint Financial Partners and the host of the Roadmap to Retirement podcast. For Alex, the most fulfilling part of his work is helping people improve their financial situations and providing them with the confidence that comes from being in good hands. Born and raised in Webster, NY, Alex graduated from Webster Schroeder High School and went on to earn a bachelor’s degree in finance from Mercyhurst University. He currently resides in Fairport, NY. Outside of work, Alex enjoys tackling home improvement projects and is a dedicated fan of the Buffalo Bills and Sabres. In his free time, he also enjoys playing golf, hockey, and euchre with friends and family.

Connect with Alex Neri:

Website: https://sixpointfp.com

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

Podcast: roadmap to RETIREMENT: https://podcasts.apple.com/us/podcast/roadmap-to-retirement/id1740795285

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

Facebook: https://www.facebook.com/truestfan

In this episode, Rob Schultz, a Certified Financial Planner with NWF Financial Advisory Group and a specialist in working with physicians, shares how he chose this niche and achieved success. He delves into the unique challenges physicians face at different career stages, including managing debt, buying a home, and dealing with burnout. Rob underscores that while working with physicians may eventually involve managing their assets, true success comes from understanding the various phases of their careers. He highlights the value of a structured approach to client meetings and the benefits of tackling difficult tasks early in the day. Additionally, Rob discusses his involvement with the Special Olympics and the personal fulfillment he derives from serving others.

Topics Discussed and Key Takeaways:

• Choosing a niche, like working with physicians, can be a strategic move for financial advisors aiming for success.
• Physicians face distinct challenges at different career stages, including debt management, home buying, and burnout.
• True success in this niche comes from understanding the many phases of a physician's career, not just managing their assets.
• Implementing a structured approach, such as using meeting agendas, can enhance efficiency and client satisfaction.
• Addressing difficult tasks first thing in the morning can lead to a more productive day.
• Serving others, whether through professional efforts or personal involvement with organizations like the Special Olympics, can provide a deep sense of purpose and fulfillment.

“Getting there early... they see that I was there with them when they didn’t have anything, and it wasn't just for a dollar at the beginning. I took the time to progress with them.” – Rob Schultz

“One of the great things about this industry is that there can be a lot of freedom, but I think true freedom comes from having discipline, knowing what's important, and getting it done.” – Rob Brown

About Rob Schultz: For over 20 years, Rob Schultz, CFP, has passionately served the next generation of physicians nationwide, offering financial advice from "Residency through Retirement." He’s built lasting, trusting relationships that grow with each physician's career. As a recognized speaker at residency programs across the country, Rob stays current on physicians' challenges. Rob is also proud of his volunteer work coaching Special Olympics skiing and golf, and helping in elementary classrooms. He believes that those with insight and opportunities are well-positioned to give back.

Connect with Rob Schultz:

Website: https://www.robschultzwealth.com/

Email: rschultz@nwfadvisory.com

LinkedIn: https://www.linkedin

.com/in/rob-schultz-cfp%C2%AE-cdfa%C2%AE-9315513a

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

Facebook: https://www.facebook.com/truestfan