Key Highlights from the Episode:

0:00 – Introduction

3:21 – Professional scarcity: why focusing on fewer clients creates greater impact

5:12 – Shifting from book of business to real business

7:10 – Why client experience outweighs investment performance

9:15 – The law of familiarity and loyalty fatigue

14:23 – How to reset client relationships during a transition

18:16 – Fee worthiness and setting rules of engagement

25:03 – How processes and intellectual property drive valuation

29:12 – Depersonalizing your practice to build enterprise value

31:40 – The role of AI in practice management

34:17 – Balancing high-tech with high-touch in client relationships

40:23 – Breaking the status quo to unlock potential

Resources:

Elite Consulting Partners | Financial Advisor Transitions: https://eliteconsultingpartners.com  

Elite Marketing Concepts | Marketing Services for Financial Advisors: https://elitemarketingconcepts.com  

Elite Advisor Successions | Advisor Mergers and Acquisitions: https://eliteadvisorsuccessions.com  

JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.com  

Connect with Duncan Macpherson on LinkedIn: https://www.linkedin.com/in/duncanmacpherson  

Visit Pareto Systems: https://www.paretosystems.com  

Download Duncan’s AI Whitepaper: https://paretosystems.com/ai-strategies-for-financial-professionals.html  

Listen to more Advisor Talk episodes: https://eliteconsultingpartners.com/podcasts/  

Follow us on LinkedIn: https://linkedin.com/company/eliteconsultingpartners