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Cracking the code: The lost art of articulating your value

Duncan MacPherson

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Too many advisors are seen as salespeople looking for the next sale. A lot of advisors have existing clients that do not know how to describe them to friends and family. Are you perceived as a consultant focused on process, or as a salesperson focused on commissions? MacPherson addresses three issues that are important to financial professionals — outstanding personal branding, client acquisition, and organization and structure — so you can run your business like a business and restore order to your life.

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