Moving Upstream: Scaling Up Your Business with Robert Montella (Ep. 86)

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Always On with Duncan MacPherson

Duncan MacPherson

86 episodes

1 week ago

If you are committed to continually working on yourself and your business, this podcast is for you. Always On is dedicated to and features relentlessly innovative, ambitious, and balanced business professionals who are motivated by personal and professional plateau avoidance. Join host Duncan MacPherson, best-selling author, thought leader, speaker, Business Coach, and CEO of Pareto Systems, as he interviews some of the top business professionals today.

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Management

Business,

Careers

Moving Upstream: Scaling Up Your Business with Robert Montella (Ep. 86)

Always On with Duncan MacPherson

51 minutes 30 seconds

1 week ago

Moving Upstream: Scaling Up Your Business with Robert Montella (Ep. 86)

Join host Duncan MacPherson and his guest Rob Montella of First Trust as they discuss moving upstream in client engagement, emphasizing the need to understand client needs and enhance services through advisory councils. Rob shares insights from his time at Goldman Sachs and First Trust, highlighting the importance of adapting strategies for high-net-worth clients.
Rob introduces “higher and fire” criteria, explaining how advisors can differentiate themselves with specialized services. The conversation also covers AI’s role in refining advisory approaches to better serve clients.
They also focus on legacy planning and engaging the next generation. Rob stresses the importance of documenting legacy wishes and adapting services based on client feedback.
Key Points:

* Moving upstream in client engagement.
* Enhancing services through advisory councils.
* Differentiation with specialized services.
* AI’s role in refining advisory approaches.
* Legacy planning and multi-generational wealth management.

Tune in to discover how to elevate your advisory practice, leverage AI, and create lasting client relationships. This conversation is packed with insights that will inspire you to take your financial advising to the next level!
Resources Mentioned: Pareto Systems AI Whitepaper: paretosystems.com/ai-strategies-for-financial-professionals
Promotions:

* Practice Management Index report: practicemanagementindex.com
* Toolkit by Pareto: toolkitcrm.com

Connect With Duncan MacPherson:

* Pareto Systems
* 866.593.8020
* Schedule a Call
* Duncan on LinkedIn

Connect With Robert Montella:

* LinkedIn: Robert Montella
* First Trust: FTPortfolios.com

About Our Guest:
Rob Montella is a Vice President and Performance Coach at First Trust. For nearly 30 years, he has assisted financial professionals, business leaders, and institutions in maximizing efficiency and business growth. Rob’s objective for every client relationship is to become so essential to their success that he becomes their “first call” for anything related to the “business of running the business.” While any topic of conversation is within scope, Rob specializes in:

* Developing emotional intelligence
* Attracting, serving, and retaining wealthier clients
* Acquiring, developing and retaining top talent
* Personal and business branding
* Behavioral Finance

Rob spent 15 years at Goldman Sachs as a Senior Strategist in their global consulting business, where he has captured and documented the practices of the elite around the world. His groundbreaking work in emotional intelligence in the financial services industry was featured in the book Educating People to be Emotionally Intelligent.