Financial advisors, are you stuck managing a “book of business” instead of building a real business?
In this episode of Advisor Talk, Frank LaRosa is joined by Duncan MacPherson, Founder & CEO of Pareto Systems, to unpack how the Pareto Principle (80/20 Rule) and the Blue Square Method can help advisors elevate client experience, increase enterprise value, and embrace the future with confidence.
From resetting relationships during a transition, to strengthening fee worthiness, to understanding how AI will liberate – not replace – advisors, this conversation provides the playbook for breaking plateaus and building long-term sustainability.
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://
Elite Marketing Concepts | Marketing Services for Financial Advisors: https://
Elite Advisor Successions | Advisor Mergers and Acquisitions: https://
JEDI Database Solutions | Data Intelligence for Advisors: https://jedidatabasesolutions.
Connect with Duncan Macpherson on LinkedIn: https://www.linkedin.com/in/
Visit Pareto Systems: https://www.paretosystems.com
Download Duncan’s AI Whitepaper: https://paretosystems.com/ai-
Listen to more Advisor Talk episodes: https://
Follow us on LinkedIn: https://linkedin.com/company/
