Attract, Don’t Chase: Mastering Client Acquisition and Stewardship with Daniel Burns and Stephen Comerford (Ep. 62)

Most advisors talk about alternative investments the way they’d talk about any new product: something to explain, justify, and hope the client buys into. Chris Reynolds says that’s exactly the wrong way to think about it.

The old rule was simple: earn your stripes the hard way, then make the next generation earn theirs too. Alex Murphy thinks that rule is exactly what’s holding the industry back.

What if the greatest opportunity to grow your business isn’t finding more clients, but creating more value for the ones you already have? In this milestone 100th episode, Duncan MacPherson explores how advisors become indispensable by deepening relationships and becoming the first call long before money goes into motion.

Why do some of your best clients, the ones with real revenue and a great attitude, never actually refer you to anyone? Terry Gronbeck-Jones calls this the mystery of the double A, and in this episode, he joins Duncan MacPherson to finally solve it.

Two forces are converging right now that will define which advisors become indispensable and which ones become obsolete. One is artificial intelligence. The other is alternative investments. Duncan MacPherson calls them the two AIs, and in this episode, he and Matt Doran break down exactly what each one means for the future of advisor value.