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Interviews with Top Advisors for Top Advisors!
Top Advisor Podcast™
Ep. #80 – Building Productive Strategic Partnerships for Financial Advisors with Duncan MacPherson
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Is it time to stop saying, “Centers of Influence” and start saying, “Strategic Partners?”
In today’s podcast interview with Duncan MacPherson, you’ll discover why the phrase centers of influence might be restricting your flow of new clients and how shifting to strategic partnerships might just lead to more seamless client referrals and effective introductions.
Learn how to build a comprehensive, value-driven network of partners that enhances your client experience and creates more advocates for your important work.
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Bill & Duncan discuss:
- The difference between influencers, advocates, and strategic partners.
- The keys to approaching and developing valuable and profitable strategic partnerships for financial advisors.
- How to use AI to know what questions to ask a new prospect.
- The power of integrating a Value-Added Support Team (VAST) to enhance client experience.
- How these partnerships can act as advocates for your business, enriching client relationships without the pressure of immediate referrals.
- The metaphor of the empty chair… Using language that resonates with clients, even when they’re not present and how that fosters a sense of integrity and professionalism.
- A framework for advocacy, focusing on three fundamental questions: why, who, and how. This structured approach helps advisors understand the purpose of their partnerships, identify their target audience, and refine their process of engagement to ensure that every action aligns with their overarching business goals.
- The difference between productivity and busyness and the importance of building a sustainable business.
- …And more!
Sponsors:
- SHOW SPONSOR: ProudMouth
- EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
- EPISODE SPONSOR: Harbor Capital Advisors | LinkedIn: Harbor Capital Advisors
Resources:
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About Our Guest
Duncan MacPherson is a deep thinker and a distinguished thought leader in the financial industry, dedicating his expertise to shaping business development and branding strategies. As CEO of Pareto Systems and co-author of The Advisor Playbook and The Blue Square Method, Duncan guides advisory teams in attracting elite clients, refining service models, and driving business growth. Duncan’s commitment to our industry extends beyond professional guidance. He endeavors to instill a sense of balance and order in both the business and personal lives of Financial Advisory Teams.
Connect With Duncan MacPherson:
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About Your Host
Bill Cates, CSP, CPAE, works with established financial advisors to speed up their growth without increasing their marketing budget. Advisors tap into Bill’s proven process to multiply their best clients through introductions from advocates and Centers of Influence (such as CPAs and attorneys), communicate their value proposition more effectively, and create a reputation in a profitable target market. Bill helps advisors move from push prospecting to magnetic marketing – to attract more Right Fit Clients™.
Bill is the author of four best-selling books, Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, and Radical Relevance. Bill is a highly sought-after international speaker and coach, as well as the founder of The Cates Academy for Relationship Marketing™.
Do you know someone Bill should interview (including yourself)?
Do you have a topic you’d like to see covered?
Contact Bill Cates directly: BillCates@ReferralCoach.com
