Always On for Financial Advisors

The Evolution of Financial Advice with Steve Sanduski (Ep. 94)

Your clients don’t want a portfolio manager. They want someone who’ll catch them when they fall. That’s the truth most advisors are too busy chasing alpha to hear, and it’s exactly why Duncan MacPherson sits down with industry legend Steve Sandusky in this episode. Steve climbs mountains, and he’s spent decades teaching advisors that the most important rope in their practice isn’t tied to the markets. It’s the belay: the quiet discipline of holding the line so your client can keep climbing without fear of the fall. Get that right and you stop selling advice. You become the first call when life cracks open. Duncan and Steve unpack “Return on Life,” the framework reshaping the profession by measuring success not in basis points but in a client’s freedom, time, and meaning. They get into why story and symbolism build trust faster than any performance chart, how celestial navigation can steady clients (and you) when the markets blur, and what it takes to build a practice the AI tsunami can’t touch. Key takeaways: * Using story and symbolism to forge trust that compounds * Designing a purpose-driven practice that ages well * Pricing human judgment in an AI-saturated market * Knowing when to lean into technology and when to put it down * Finding your North Star when every client is asking, “What now?” If you’re done competing on returns and ready to compete on meaning, this episode is the map. Outthink. Outcare. Outlast. Promotions: * Pareto Systems: Turnkey Advisor Membership [https://www.paretosystems.com/turnkey-advisor-membership.html] * Pareto Systems Consulting: paretosystems.com/financial-advisor-coaching [https://www.paretosystems.com/financial-advisor-coaching.html] Connect With Duncan MacPherson: * Website: ParetoSystems.com [https://www.paretosystems.com/] * Toll Free: 1.866.593.8020 * Learn More: Schedule a Call [https://www.paretosystems.com/schedule-a-call.html] * LinkedIn: Duncan MacPherson [https://www.linkedin.com/in/duncanmacpherson] Connect With Steve Sanduski: * LinkedIn: Steve Sanduski [https://www.linkedin.com/in/stevesanduski/] * E-mail: ssanduski@belayadvisor.com [ssanduski@belayadvisor.com] * Website: belayadvisor.com [http://www.belayadvisor.com] About Our Guest: Steve Sanduski, MBA, CFP® is the Founder and President of Belay Advisor [http://www.belayadvisor.com], a financial advisor coaching, consulting, and marketing services company that works with individuals and firms to accelerate growth. For more than 20 years, he’s been building businesses and helping professionals become more successful. Prior to founding Belay Advisor, Steve was the Managing Partner of Peak Advisor Alliance, a business coaching and training resources company that grew from 0 to 1,000 coaching clients during his 11 years of managing the company. Earlier in his career, he was a senior leader at an independent broker/dealer and helped build the firm’s corporate RIA from $0 to nearly $2 billion in assets under management in a short period of time. An accomplished writer, Steve is a New York Times Bestselling author and the co-author of two books: * Tested in the Trenches: A 9-Step Plan for Success as a New-Era Advisor [http://www.amazon.com/dp/0982335075/ref=as_li_tf_til?tag=belaadvi-20&camp=0&creative=0&linkCode=as1&creativeASIN=0982335075&adid=080VZV8JJEZJFVXJ6B7Z] (it has become one of the most sought after practice management books in the industry) * Avalanche: The 9 Principles for Uncovering True Wealth (became a New York Times bestseller and a Wall Street Journal #1 bestseller) Steve is also a frequent contributor to the trade press including Investment News. Financial Planning Magazine, and Financial Advisor Magazine. As a professional speaker, Steve has addressed audiences all over the country and he focuses on delivering practical ideas, strategies and tools that attendees can use immediately to reach higher levels of success. He’s also the host of several podcasts including Between Now and Success and Barron’s Advisor: The Way Forward podcast. On both podcasts, Steve interviews top financial industry leaders as well as other accomplished professional from around the world who have messages that can benefit financial advisors

The Hidden Growth Lever with Elaine Christakos (Ep. 93)

Duncan MacPherson is joined by Pareto coach and team dynamics specialist Elaine Christakos for a practical conversation on one of the most overlooked drivers of growth in financial advisory businesses: building and leading a high-performing team. Together, they explore the shift from advisor to CEO, where leadership, delegation, and structure become the real drivers of scale. As firms grow more complex, Elaine shares how intentional team design, clear roles, and aligned communication create consistency in the client experience while freeing up capacity. The conversation also dives into hiring, retention, and team cohesion, highlighting why behavioral alignment often matters more than technical skill, and how the wrong hires can quietly erode culture, trust, and enterprise value. Elaine breaks down the mindset shift required to let go, empower the right people, and build a business that can grow beyond the advisor. Key highlights include: * Why scaling requires a shift from doing more to leading differently * How team dynamics impact productivity, consistency, and enterprise value * Hiring for alignment, not just experience * Using behavioral insights to strengthen team communication * Why letting go is essential to becoming a CEO This is a practical discussion for financial advisors looking to build a more scalable, self-sustaining business and lead with greater clarity and control. Tune in for actionable insights on leadership, team structure, and scaling the right way. Promotions: * Toolkit CRM by Pareto: www.toolkitcrm.com [https://www.toolkitcrm.com/] * Pareto Systems: Turnkey Advisor Membership [https://www.paretosystems.com/turnkey-advisor-membership.html] Connect With Duncan MacPherson: * Website: ParetoSystems.com [https://www.paretosystems.com] * Toll Free: 1.866.593.8020 * Learn More: Schedule a Call [https://www.paretosystems.com/schedule-a-call.html] * LinkedIn: Duncan MacPherson [https://www.linkedin.com/in/duncanmacpherson] Connect With Elaine Christakos: * LinkedIn: Elaine Christakos [https://www.linkedin.com/in/echristakos/] * Website: paretosystems.com/coaches/coach-elaine-christakos [https://www.paretosystems.com/coaches/coach-elaine-christakos.html] About Our Guest: Elaine Christakos is a senior level results-oriented professional and strategist with two decades of management and coaching experience in the financial services sector. She has designed and implemented successful and proven practice management and relationship management training programs. Elaine is also a behavioral strategist and high-performance team coach who helps financial advisory teams hire the right people, build strong team dynamics, and retain top talent. Her expertise in behavioral profiling, especially DISC, Emotional Intelligence, and Driving Forces, gives her clients a clear competitive edge in attracting and developing cohesive, high-functioning teams. A Certified DISC Specialist and trainer, Elaine uses a practical, science-based approach to decode human behavior in a way that’s immediately applicable to hiring decisions, communication strategies, and leadership development. She works with elite advisors and their teams to build intentional cultures where each person operates in alignment with their natural strengths, leading to better fit, faster trust, and longer-term engagement. Elaine’s foundation in practice management was shaped by early exposure to structured, client-centric systems, which ignited her passion for coaching and optimizing team performance. Today, as a coach with the Pareto Systems network, she blends behavioral insights with strategic consulting to help advisory teams grow with clarity and confidence.

Wealth with a Purpose with Kimberly Safoyan (Ep. 92)

What does it look like when a financial advisor builds a practice around purpose, not just profit? Join host Duncan MacPherson as he sits down with Kimberly Safoyan, founder of Anchor Wealth Management Group in Palm Desert, California, and a seasoned advisor within The Wealth Consulting Group (WCG), affiliated with LPL Financial. Kimberly shares how she has built a values-driven wealth management practice focused on philanthropy, community involvement, and purpose-driven financial planning to strengthen client relationships and drive long-term retention. From launching the American Heroes UIT with First Trust to guiding clients through complex life transitions, Kim brings a practical, client-centric approach to modern advisory firms. Key Takeaways for Financial Advisors: * Build deeper client relationships through philanthropy * Differentiate with values-based financial planning * Strengthen client retention with legacy planning strategies * Better serve women through divorce and widowhood * Leverage mentorship to grow advisory teams * Use technology to enhance the client experience Kimberly Safoyan demonstrates how top financial advisors go beyond portfolio management by aligning wealth with purpose and delivering a more meaningful client experience. Promotions: * Toolkit CRM by Pareto: www.toolkitcrm.com [https://www.toolkitcrm.com/] * Pareto Systems: Turnkey Advisor Membership [https://www.paretosystems.com/turnkey-advisor-membership.html] Connect With Duncan MacPherson: * Website: ParetoSystems.com [https://www.paretosystems.com] * Toll Free: 1.866.593.8020 * Learn More: Schedule a Call [https://www.paretosystems.com/schedule-a-call.html] * LinkedIn: Duncan MacPherson [https://www.linkedin.com/in/duncanmacpherson] Connect With Kimberly Safoyan: * LinkedIn: Kimberly Safoyan [https://www.linkedin.com/in/kimberly-safoyan-2aba5787/] * Website: www.Anchor-Wealth.com [https://www.anchor-wealth.com/] * WCG Website: www.wealthcg.com [http://www.wealthcg.com/] About Our Guest: Kimberly Safoyan is President and founder of Anchor Wealth Management Group, LLC and has over 30 years of financial services experience. She has served her clients as an independent wealth advisor since 1991. Her focus is to serve as your personal CFO, seeking to bring a full spectrum of wealth management capabilities and resources necessary to address your complex financial needs. Some of Kim’s achievements include: Five Star Wealth Manager Award as featured in Palm Springs Life Magazine for years 2012, 2013, 2016 – 2021. She holds the Series 7, 24, and 63 securities registrations with LPL Financial, the Series 65 securities registration with WCG Wealth Advisors, and is registered to transact securities business with residents of the following states: AR, AZ, CA, CO, FL, ID, MI, NV, NY, TX, and WA. She also holds a California insurance license. Kim earned her Bachelor of Arts degree in Communication Studies with an emphasis in business from California State University Northridge. Raised in Michigan, Kim moved to the desert in 1982 and graduated from Indio High School. Kim is a strong community services advocate. She serves as an advisory board member for the Cathedral City Salvation Army Corp, is a past board member for the Palm Desert High School PTO and PDHS Foundation board member.

Why Elite Advisors Think Differently (Ep. 91)

Most financial advisors are really good at their job, and that might be exactly what’s holding them back! Duncan MacPherson is joined by Pareto coaches Jason Westover and Mike “Cy” Cajthaml Jr. for a candid, high-level conversation on what the best financial advisors are doing right now to stay ahead in a rapidly evolving industry. Together, they unpack what it truly means to become the “advisor of the future”,  from growing up-market and attracting ideal clients, to making the pivotal shift from technician to CEO. As disruption accelerates and AI reshapes workflows, the discussion centers on how top-performing advisors are leveraging both technology and human insight to build scalable, enterprise-value businesses. The conversation explores the widening gap between complacency and ambition, the power of intentional practice management, and why relationship excellence, not technical expertise alone, remains the ultimate differentiator. Jason and Mike also share real-world observations from coaching some of the most sophisticated advisory teams in North America, highlighting the habits, structures, and mindset shifts that separate sustainable firms from stalled practices. Key highlights include: * Why growing “up-market” often starts with refining your top 50 relationships * The transition from advisor to CEO, and why delegation unlocks scale * How leading teams are using AI to compress time without compromising trust * The importance of client advisory councils and feedback loops * Why no one wants to buy your job, only your business This is a practical, forward-looking discussion for financial advisors who want to avoid plateauing, build enterprise value, and design a business that ultimately serves their life, not the other way around. Tune in for strategic insight, tactical ideas, and a clear roadmap for what’s next in advisory leadership. Promotions: * Pareto Systems: Turnkey Advisor Membership [https://www.paretosystems.com/turnkey-advisor-membership.html] Connect With Duncan MacPherson:  * Website: ParetoSystems.com [https://www.paretosystems.com/] * Toll Free: 1.866.593.8020 * Learn More: Schedule a Call [https://www.paretosystems.com/schedule-a-call.html] * LinkedIn: Duncan MacPherson [https://www.linkedin.com/in/duncanmacpherson] Connect With Jason Westover: * LinkedIn: Jason Westover [https://www.linkedin.com/in/jason-westover/] * Website: paretosystems.com/coaches/coach-jason-westover [https://www.paretosystems.com/coaches/coach-jason-westover.html] Connect With Mike “Cy” Cajthaml Jr.: * LinkedIn: Mike “Cy” Cajthaml Jr. [https://www.linkedin.com/in/mikecyjr/] * Website: www.paretosystems.com/coaches/coach-mike-cy-cajthaml-jr [http://www.paretosystems.com/coaches/coach-mike-cy-cajthaml-jr] About Our Guests: Jason Westover has spent over 20 years helping financial advisors, sales teams, and wholesalers perform at their best. After discovering Pareto Systems 15 years ago, he became one of its strongest advocates, using its proven coaching methods to help top performers elevate their businesses. Today he’s also leading conversations on how AI tools can transform advisor effectiveness and client outcomes across the industry. Jason lives near Kansas City with his wife and three children. Outside of work he’s a competition BBQ cook and Brazilian Jiu-Jitsu competitor. Mike “Cy” Cajthaml Jr. brings 17 years of financial services experience to his role as a Pareto coach. His background spans insurance marketing, nationwide advisor consulting, and working alongside his father as a financial advisor in Overland Park, KS. That blend of wholesale and retail experience gives Mike a unique perspective in helping advisory firms integrate the Pareto Process and build toward their ideal practice. Mike lives in Overland Park with his wife Ashley and their two sons, Cameron and Carson. Outside of work he enjoys golf, a good cigar, and cheering on the Chicago Bears. Listen on Apple Podcasts [https://podcasts.apple.com/us/podcast/always-on-for-financial-advisors/id1591940149]

The Financial Advisor’s Long Game with Brad Johnson (Ep. 90)

What will separate the advisors who thrive over the next decade from those who get left behind? Join Duncan as he sits down with Brad Johnson, co-founder of Triad Partners and host of the Do Business. Do Life. podcast, for a wide-ranging conversation on what it truly takes to build a sustainable, future-ready advisory business. Together, they explore how innovation, long-term thinking, and human-centered planning are redefining success in financial services. As demographic shifts accelerate and complexity increases for both advisors and clients, Brad shares insights on why advisors must evolve beyond portfolio management and toward holistic planning that balances growth, protection, income, and purpose. The conversation also dives into the importance of resilience, perspective, and values, drawing on lessons from entrepreneurship, market cycles, and life itself. Brad outlines why the next decade may be the greatest opportunity Financial Advisors have ever seen, provided they embrace process, patience, and genuine service. Key highlights include: * Why true financial planning goes far beyond portfolios and products * The impact of demographic shifts and the “silver tsunami” on advisory opportunities * How income planning and distribution strategies are often the missing link for retirees * The role of alternative assets, personal interests, and non-traditional wealth in modern planning * Building a business that serves life, not one that sacrifices it Tune in for a thoughtful, practical discussion on becoming a trusted, long-term partner to clients while building a business, and a life, that endures through every season. Promotions: * Pareto Systems ‘AI Coaching Program’: www.paretosystems.com/ai-coaching-program [https://www.paretosystems.com/ai-coaching-program.html] * Pareto Systems ‘Practice Management Index’ assessment: The PMI Assessment [https://www.paretosystems.com/financial-advisor-coaching.html#pmi-assessment] Connect With Duncan MacPherson: * Website: ParetoSystems.com [https://www.paretosystems.com/] * Toll Free: 1.866.593.8020 * Learn More: Schedule a Call [https://www.paretosystems.com/schedule-a-call.html] * LinkedIn: Duncan MacPherson [https://www.linkedin.com/in/duncanmacpherson] Connect With Brad Johnson: * LinkedIn: Brad Johnson [https://www.linkedin.com/in/bradjohnsondbdl/] * Website: TriadPartners.com [https://triadpartners.com/] * Podcast: Do Business, Do Life Podcast [https://bradleyjohnson.com/#episodes] About Our Guest: Brad Johnson is co-founder of Triad Partners and the host of the transformative “Do Business. Do Life.” podcast. Embodying a humble upbringing in rural Minneapolis, KS, on a farm alongside his parents and brother, Brad’s roots instilled unwavering values of hard work and treating others with respect. With a profound belief in the power of the “and” approach to life and business, Brad has revolutionized the financial advisory landscape. At Triad Partners, he forges an intimate and carefully curated community, redefining partnerships. Guided by his enduring principles, Brad empowers advisors to embrace growth, freedom, and joy in their professional and personal lives. Prior to founding Triad, Brad was a Vice President of Advisor Development for over 13 years at Advisors Excel, one of the country’s largest Field Marketing Organizations.  In that role, Brad coached a group of independent advisors who gather more than $1 billion of assets annually. Before joining Advisors Excel to work closely with advisors, Brad was an analyst at Payless Shoe Source for three years. Brad received his Bachelor of Science in Computer Information Systems from Emporia State University, where he played football. Brad currently lives in Silver Lake, Kansas with his wife, Sarah, and their three children.