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I am the CEO of Pareto Systems, a practice management and business development consulting firm dedicated to improving the productivity of professional advisors. I've spent the last 20 years traveling the world speaking at conferences and coaching top performers on how to deploy a process that will unlock their full potential personally and professionally. Along with my team of coaches, I have developed and refined several one-to-one consulting programs including The Pareto System, The Fee-worthy Advisor, Succession 360 and the Advisor Flight Plan. I've also collaborated with enterprise clients to create one-to-many solutions, including train-the-trainer approaches. I've invested those experiences into a philosophy that says stewardship is more attractive than salesmanship, and a process that makes implementation predictable and sustainable. My goal is that you can translate that into results using this Playbook. I live in Kelowna, British Columbia, Canada and I can be reached at dmacpherson@paretosystems. You can also find me on LinkedIn at ca.linkedin.com/in/duncanmacpherson. I am the Head of Advisory Practices at First Trust, a firm known not only for its robust investment product line which includes UITs, ETFs, SMAs and VAs (to name a few), but also for its commitment to the growth of financial advisors. First Trust has dedicated many years to finding (and investing in) creative ways to help financial advisors grow their practices. As the Head of Advisory Practices, my goal over the last 18 years has been to give financial advisors the tools to develop an efficient business model focused on building long-term client trust and loyalty. First Trust has helped develop this model through a broad range of investment, advisory and management solutions and I am proud that First Trust has been nationally recognized for this solution-based approach. The Advisor Playbook is the culmination of my years of practice management and seeing financial advisors achieve success through these proven methods and strategies.

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