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Duncan MacPherson

Duncan MacPherson - Business Management Marketing and Branding Economy and Finance  speaker

 About

About Duncan MacPherson - Speaker on Business Development & Marketing:

Duncan MacPherson travels extensively throughout North America, conveying dynamic and fact-rich presentations that have made him a popular spokesperson for knowledge-for-profit professionals. 

Duncan often contributes articles and commentary to industry publications and is a best-selling author with his book: Breakthrough Business Development, Take Your Business to the Next Level. Recently, he has released his new book: The Advisor Playbook.

The professional of the future has evolved from a mindset of salesmanship to stewardship. In the process, they strive to de-commoditize their value and de-personalize their business to increase intrinsic value. 

Duncan has developed and refined a process that will enable professionals to identify their gaps and address them in a professional and predictable manner to unlock a higher level of productivity and efficiency in their business. 

Duncan’s presentations can help to crack the code in the following areas:

  • Competitor-proofing your best clients
  • Maximizing client relationships over the long term
  • Attracting referrals predictably 
  • Engaging Strategic Partners
  • Running your business so it doesn’t run you

Duncan’s presentation is ideally suited for:

  • Financial professionals
  • Insurance specialist
  • Estate planning attorneys
  • Accounting professionals
  • Trust specialists
  • All knowledge-for-profit professionals


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 Topics

What Duncan MacPherson Talks About:
 
Total Client Engagement
With the commoditization of the industry, and the volatility in the market place there has never been a better time to be more relevant to your clients. In uncertain times, clients have anxiety and apprehension, and you need to help them look to the future with anticipation. Duncan MacPherson's process will unlock your full potential when it comes to consistent client acquisition and sustainable client retention, by dialing in a combination of proven strategies that elevate you above the competition and empower you fully with your clients.

This presentation will help you to:

  • De-commoditize your core solutions
  • De-personalize and professionalize the client experience
  • De-mystify how you are perceived and described

Cracking the Code: The Art of Articulating Your Value
To unlock your full potential when it comes to consistent client acquisition and sustainable client retention, you need to dial in a combination of proven strategies that elevate you from your competitors. Duncan MacPherson has developed and refined a process that ensures that you can stand out from the pack and attract great clients rather than having to chase them.

  • Develop a value proposition that differentiates you
  • Deploy stewardship over salesmanship for improved persuasive impact
  • Ensure clients focus on what you're worth rather that what you cost

Breakthrough Business Development
There is a big difference between a customer and a client. A customer is someone who has a portion of their business with you while a client is someone who has empowered you with their entire range of needs. Never before has it been more important for advisors to view their customers as their most valued prospects and develop a plan that enables them to position themselves as their clients' sole solution provider.

Participants will develop an actionable plan for converting their occasional customers into loyal clients and referral generating advocates by learning how to:

  • Turn your book into a sustainable, predictable and duplicable business
  • Competitor-proof your best clients
  • Develop and implement a professional Recommendation Process
  • Learn the crucial difference between growth and progress
  • The art of client right-sizing

Fast Track to Referrals
Today's financial advisor understands that it costs far more time and effort to convert a prospect into a client than it does to convert an existing client into a flag waving advocate. But consider the personal fulfillment involved as well. It can be draining and anticlimactic to be perpetually convincing new people to work with you. Why not work more effectively with the people who are already convinced and let them do the convincing on your behalf? The real value in a client relationship is not in the initial commissions you earn, it's in the commitment the client demonstrates to you over the lifetime of your relationship.

There are no silver bullets when it comes to referrals. They are not realized because of clever phrases or by asking your clients well timed questions. Most referral approaches are transparent and make the advisor look needy and put the clients on the spot. Top advisors attract a steady stream of referrals because of reciprocation felt by their clients, not because of obligation.

In this presentation you will learn how to:

  • Address the unspoken resistance that prevents your clients from referring
  • Survey your clients for their referral awareness and predisposition
  • Install a consistent and congruent process that earns trust
  • Project a degree of scarcity that enhances your perceived value
  • Train your clients why, to whom and how they should be referring to you
  • Position referrals as a service to your clients rather than a benefit to you
  • Attract referrals like a consultant rather than chase them like a salesperson

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 Recent Publications

I've received such a positive response from our event held last Thursday that I'm beginning to wonder how I will top it next year!

Manulife Securities

 Availability and More Information

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