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:
Duncan’s presentation is ideally suited for:
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:
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.
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:
bookinto a sustainable, predictable and duplicable business
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:
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