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

In this episode of The Purpose-Focused Advisor, Rob and Phil are joined by Jeff Concepcion, founder and CEO of Stratos Wealth Partners. Jeff provides insights into nurturing an entrepreneurial mindset as a financial advisor and emphasizes the significance of supported independence. He explains how firm leaders should enhance their focus on core strengths by delegating tasks, systematizing processes, and preserving company culture as the firm expands. His perspective offers valuable lessons on scaling businesses while maintaining high standards of client service and personal fulfillment.

Topics Discussed and Key Takeaways:

• Investing in People and Technology: While the upfront costs may be significant, strategically investing in technology and teammates is essential for sustainable long-term growth.
• Delegating Core Tasks: By delegating responsibilities such as financial planning, marketing, investment management, and even client engagement, firm leaders can concentrate on strategic activities that enhance the value of the business.
• Enhanced Client Engagement: Successful client engagement goes beyond the basics. Leveraging technology to personalize and organize client-specific events can be crucial.
• Continuous Succession Planning: Succession planning should start early and be an ongoing effort, with careful preparation to ensure a smooth transition.

“Advisors have to fire themselves perpetually until they come down to the one thing that they can do for the practice that no one else can do.” – Jeff Concepcion

“A big focus of the work we do with our clients is helping them understand what matters most because then you can make decisions and systematize, knowing you're working towards something that is truly important to you.” – Rob Brown

About Jeff Concepcion: Jeff Concepcion, Founder and CEO of Stratos Wealth Partners and host of The Evolving Advisor podcast, started Stratos in February 2009 to meet the needs of sophisticated advisors and their clients. He built the firm with the infrastructure, resources, and support needed for advisors to focus on advising. Today, Stratos offers platforms, technology, consulting, and practice management services across more than 100 cities, with a national network of distinguished wealth management firms to better serve their clients.

Connect with Jeff Concepcion:

Website: https://www.stratoswealthpartners.com/

LinkedIn: https://www.linkedin.com/in/jeffconcepcion1/

Podcast: https://podcasts.apple.com/us/podcast/the-evolving-advisor-podcast/id1478344664

Episode References:

• The Truest Fan Mastermind
• The Evolving Advisor Podcast Ep 079 (with Rob Brown as guest)

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

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

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

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

In this engaging episode of the Purpose-Focused Advisor, Rob reconnects with David Brown, a seasoned financial professional on the Business Development team at Davidson Investment Advisors. David explains why advisors should transform financial planning from a mundane task into a meaningful and memorable client experience. He shares practical strategies to make client interactions more impactful, emphasizing the importance of a differentiated planning process that fosters deeper connections and loyalty.

Topics Discussed and Key Takeaways:

• Life First, Money Second: Emphasize life goals over financial metrics to make planning more relevant to clients.
• Elevating the Client Experience: Transform meetings into memorable experiences by incorporating personal touches that reflect clients' lives and passions.
• Engage the Next in Line: Focus on the non-financial spouse and next generation to ensure long-term client loyalty and relevance.
• Generosity and Philanthropy: Introduce donor-advised funds and charitable giving in a non-intimidating way to build deeper client relationships.
• Start with Best Clients: Begin implementing differentiated planning strategies with your best clients to build confidence and refine your approach.

"It's time to make this business fun again and not like going to the dentist. We can really transform the client experience." – David Brown

"The formula for our industry going forward is your life first and your money second. Getting that right is really important." – David Brown

"Humility goes a long, long way. Admitting when you're trying something new can create a stronger bond with your clients." – Rob Brown

About David Brown: David Brown, a seasoned professional in the financial industry since 2000, is part of the Business Development team at Davidson Investment Advisors, joining in 2024 after 11 years at RBC Wealth Management. At RBC, he led a national team of Wealth Planning Consultants. His career began as an advisor at Scott and Stringfellow, followed by positions at Wachovia Securities/Wells Fargo Advisors. David holds a Bachelor of Arts degree cum laude from Randolph-Macon College and has earned the Certified Investment Management Analyst® and Certified Private Wealth Advisor® designations. He enjoys family time and sports, especially skiing, tennis, golf, and pickleball.

Connect with David Brown:

Email: dbrown@dadco.com

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

Website: https://dadavidson.com/

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

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

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/

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

In this episode of The Purpose-Focused Advisor, we chat with Chris Flis, founder of Resilient Asset Management. Chris shares his unique journey from flying F-18s for the US Navy to managing his family’s fast food franchise and how these experiences inform his financial planning practice. We discuss the importance of comprehensive financial planning, the power of affinity groups, and the role of networking and referrals in firm growth. Chris also highlights the need for a calm approach to making financial decisions to ensure the best outcomes.

Key Takeaways:

• Lessons from Aviation: Chris shares how prioritizing and staying calm under pressure from his F-18 pilot days translates to managing investments and client relationships.
• All-Aspect Financial Planning: Chris explains his comprehensive approach, integrating tax strategies, estate planning, and risk management to provide holistic advice.
• Affinity Groups: Chris discusses how his military background and experience with franchisees help him connect deeply with these affinity groups, understanding their unique challenges and needs.
• Client Management: The importance of controlling the agenda while allowing clients to set the pace, ensuring essential tasks are completed.
• Networking and Referrals: Insights on leveraging in-person interactions and client referrals to drive business growth.

"In the military, in the aviation part, we have specific aircraft to do specific things... you learn to prioritize very, very quickly, what's important. And I found that that skill set has served me quite well in this job." – Chris Flis

"We, the firm, like to set the agenda, you (clients) set the pace... We like to set that agenda and we're gonna keep harping on them to get those things done that we need to know that they need to have done." – Chris Flis

About Chris Flis: After a 20-year Navy career, Chris formed Resilient Asset Management. Spurred by a lecture in high school, after which he started managing all of his own investments, his passion for all things personal finance has spanned decades. He started Resilient Asset Management with a mission dedicated to helping others achieve financial security through all-aspect financial planning and investment management. Along with his own journey through the military retirement gamut, he has helped our clients navigate the process–both those who decide to enter full retirement and those who opt to enter a second career.

Connect with Chris Flis:

Website: https://www.resilientam.com/

LinkedIn: https://www.linkedin.com/in/christopher-flis

Episode References:

• The Truest Fan Mastermind

Connect with Rob Brown & Phil Calandra:

Website: http://truestfan.com/

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

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

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

LinkedIn Group: https://www.linkedin.com/groups/8496989/

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