The Advisor Playbook – Generating Sustainable Growth and Efficiency, with Duncan MacPherson

Episode: 022

In this episode for Maximum Advisor Podcast, host Chip Munn sits down with by Duncan MacPherson, author, consultant, keynote speaker, and CEO of Pareto Systems.

Duncan starts the discussion by discussing how he accidentally found himself drawn to the financial services business and how his passion for finance led him to become an expert in his field and eventually, the CEO of what is now known as Pareto Systems. Duncan goes on to explain how three books, in particular, were instrumental in forming his understanding of the financial service sector. 

Duncan spends a few minutes unpacking what it means to follow the 80/20 rule. He states, "I remind our clients that 80% of their productivity stems from about 20% of their activity. They have most of their impact in about an hour a day. And I want them to have a mastery for what goes into that hour." Duncan carefully unpacks why it is vital advisors are acutely aware of how and where they are allocating their time. 

Both Chip and Duncan weigh in on how advisors can use these turbulent times as a silver lining by making adjustments, realigning, and presenting a clear picture of direction and stability to their clients. Duncan encourages advisors to see these past few months as a gift, "….many of our advisors are becoming masters at video and zoom and Skype, and the virtual client experience. They're doing strategy and tactical meetings online. Clients love it! They're saying, "Hey, when we get back to normal, can we keep doing these?"

Duncan closes the segment by urging listeners to lead with a purpose and not get sucked into negativity and anxiety but to convey a message of trust and reliability when clients inevitably come with questions or concerns. 

Duncan MacPherson shares his financial expertise along with valuable information for advisors at every level. In this episode, Duncan and Chip discuss: 

  • What type of message advisors should be conveying to their clients
  • The distinction between financial planning and having a financial plan 
  • Advice for advisors who need direction on retiring
  • How advisors can turn clients into their most prominent advocates


The goal of this show is to develop a community of advisors who are focused on being better advisors, better business owners, and better people. People are wired to be in community, we hope you join ours at

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Duncan MacPherson

Duncan MacPherson

CEO, Pareto Systems

Connect with Duncan:



Duncan MacPherson is the CEO of Pareto Systems, an industry leading business development firm dedicated to the elite professionals and companies within the fee-for-service sector. Duncan and his team of consultants work with professionals in a wide range of fields including Financial Services, Insurance, Accounting, Legal, Mortgage, and Consulting to create predictable, sustainable, and duplicable businesses. Pareto Systems is well known for its approach which is based on best practices and for its focus on implementation.

As a speaker in high demand, Duncan travels extensively throughout North America and around the world, conveying dynamic and fact-rich presentations that have made him a popular spokesperson for the fee-for-service industry.

Duncan's expertise in demystifying business development and marketing in the financial world has universal appeal; from the high-level advisor to the successful wholesaler, to corporate financial institutions. Duncan's primary goal is to help Professionals achieve liberation and order in their businesses through step-by-step methodology and execution.

Duncan is also an industry author and has written two best-selling books: Breakthrough Business Development, Take Your Business to THE NEXT LEVEL, and the recently released The Advisor Playbook. Achieving a business breakthrough is done by design, not by luck or chance. Duncan offers a clear plan to take your business to the next level.

Beyond the office, Duncan loves spending time with his wife and two sons. They enjoy the four-seasons playground they call home in beautiful Kelowna, British Columbia, Canada. He enjoys staying active with recreational activities such as golf, tennis, and skiing.