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Publisher's Summary

Practice management is often misunderstood. The Advisor Playbook will take the mystery away.

Practice management is confused with marketing, or is limited to strategizing about branding, or simply equated to old-school salesmanship.

Practice management is how you build an organized toolbox of all your processes - branding, marketing, service activities, core functions - and constantly tune and keep that toolbox efficient and effortless. It's a network of interrelated skills, processes and strategies that build value in a business while making it manageable, scalable, and ensuring the owner runs the business and not the other way around.

Duncan MacPherson and Pareto Systems have been in the forefront of practice management in the realm of the professional advisor for a quarter-century. Chris Jeppesen of First Trust brings his own decades of professional knowledge to the table. The processes in The Advisor Playbook have grown over those years, through constant refinement and improvement. They'll help you to perform that same refinement and improvement on your business, and regain liberation and order in your personal and professional life.

As you progress through the book, you'll realize that each process is implemented in synergy with every other. Referrals are influenced by your service, which is influenced by your process, which is influenced by your philosophy, which is influenced by your ideal client definition, life and business goals. Nothing exists in a vacuum, and everything is, in the end, focused on a single unwavering goal: To build real, advocate relationships with your ideal clients that will generate both growth through referrals and the capacity for that growth.

The Advisor Playbook will guide you to an actionable plan and process that makes going to work a positive experience, and a positive investment.

©2015 Duncan MacPherson (P)2016 Duncan MacPherson

What listeners say about The Advisor Playbook

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Simply brilliant, simple & effective concepts

Focuses on the idea of building a relationship vs making a sale. Value what's important to a client and they will value you. A book I will be going over many more times

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  • JF
  • 06-08-2018

Great Book

This book really is the playbook advisors need. I got many great ideas, and each idea is actionable, not just a vague notion. My business is in the process of being transformed, and many of the improvements have come directly or indirectly from ideas in this book.

3 people found this helpful

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  • Justin Price
  • 20-12-2017

Great Material

How could the performance have been better?

The material is phenomenal. The audiobook has portions that literally sound like they were recorded on an iPhone - in a bathroom. Only some sections are that way, though. Once you get past it, the content is great!

2 people found this helpful

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  • Ryan P Forster
  • 01-12-2020

Every Advisor should read

Great advisors are always moving forward and becoming better. The advisor playbook has so many things we all do or all think we do and reaffirms the importance of fundamental business activities. Then it goes beyond to differentiate and has more sound bites and relevant ways to relate to clients. I picked up a lot from the book and re-read it regularly.

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  • Hemant Sachdev
  • 12-10-2020

Some great nuggets in here

Having been in the Financial Advisory business for almost 30 years, I am still looking to continually improve myself and my practice.

Thus book reinforced some of the concepts we were already implementing and gave some real nuggets that I have incorporated in my practice already.

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  • William Torgerson
  • 17-01-2020

Actionable advice presented simply

filled with actionable advice, strategies, and creative ideas. can be used for any entrepreneur or Advisor looking to build or improve their firm.

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