The Perfect RIA

When you meet with your clients, how much time are you spending discussing the markets and investments versus providing them with information on items that they can control and take action on? On today's episode, Matt and Micah will share how they've used Buckets and Guardrails to help their clients understand their cash flow and feel confident in their financial plan. Listen in as Matt and Micah discuss how you can determine whether what you're saying is to fill up space in the absence of value and how you can simplify your client's reports in a way that makes sense. They'll also share how they present reports to their clients and the importance of surrounding yourself with a network of advisors performing at the level you want to be. https://theperfectria.com/podcast/181

When planning for value adds, do you expect everything to go off without a hitch, or are you taking the time to not only go through where a process could go wrong but learning from others' mistakes? If you're considering bringing on a new advisor to your firm, have you thought about how you'll make that transition a positive experience for you, the new advisor, and especially your clients? When you hire a new team member, do you have a plan in place to train them from day one and ensure they continue to grow professionally? Listen in as we recap this week's highlights and action items. http://bit.ly/3OgsuTO

When you bring on a new team member, do you have an expectation that they will automatically know how your office works and how to communicate with your clients - so that client feels like the only client? On today's Worlds To Conquer, Jamie shares what steps she takes to train her team, not just when they start, but on a continual basis, so they are constantly learning. She'll also share the importance of note-taking and how it empowers you and your team. http://bit.ly/3AnaaCS

If you haven't taken steps to add an advisor to your team, it may seem like a daunting task to take on. On today's What Works Wednesday, Matthew Jarvis is joined by Cleveland advisor Matthew Daugherty from The Balanced Wealth Group to discuss how he has helped and mentored advisors within his own firm. He'll share his experience and recommendations for making this transition and the importance of looking at why you want to consider bringing on a new advisor. Listen in as Matthew Daugherty discusses the steps that he takes, from bringing on a new team member to the ongoing process that he takes to help his team and his clients with a transition. https://bit.ly/3Aq5EDM

At The Perfect RIA, we're all about the journey to Deliver Massive Value to your clients. While Surge has been catching on like wildfire, we believe the next incredible focus will be with Value Adds, which provide specific, actionable advice. But with value adds, there are items to consider so that they not only provide massive value to your clients but so that your team is empowered as well. Matt and Micah will share the sometimes embarrassing mistakes that they've made while creating and sharing value adds. They'll share not only their experiences with what went wrong and why but how they learned from these mistakes and made their processes better. Listen in as they discuss how planning, team discussions, and doing what works can make value adds a success with your clients. https://theperfectria.com/podcast/180

Does talking to your clients about their gross numbers create clarity for them or just confuse them? What if, instead, you focused on communication with your clients and shared numbers in the simplest way possible, helping to ease their concerns about moving into retirement? What if you have a strong level of technical expertise, but your clients still don't understand your explanations? How do your team members set priorities with their tasks when it may feel as though everything is a priority. Listen in as we recap this week's highlights and action items. http://bit.ly/3UMCS7N

Does your team know how to handle tasks when everything is a priority? Have you as the advisor set up rules and guidelines for how to handle those situations and what truly needs to come first? Listen in as Jamie shares her tips for helping your team understand how to organize their tasks and why you need a communication policy in place. http://bit.ly/3Tuy1XP

Having a focus and niche in your practice, to the point where your niche immediately triggers your name with someone, is fabulous. But just because you have a specific focus, it doesn't mean it will resonate with others. On this week's episode, Matt is joined by Ashley Murphy, an advisor and the creator of the Global Financial Planning Institute, where he focuses on helping others who work with national and multinational clients. Ashley will share how he created the Global Financial Planning Institute out of his desire to fill a gap in the education and community for advisors working with international clients. Matt and Ashley will also discuss how in addition to technical expertise, you need to be able to communicate effectively with your clients and how taking on clients that aren't within your area of knowledge is not in their best interest. https://bit.ly/3fQwkX6

When a client is getting close to retirement, how confident do they feel, and are they mentally spending money that they may not actually see? Matt and Micah discuss why it's important to make things simple and to be clear to clients about what the numbers they see actually mean. Listen in to learn about a value add that Micah is incredibly passionate about - The Retirement Income Timeline, and how this can provide clients with a simple guide to know where their money is coming from. The guys will also share the importance of doing a full financial plan and how doing so can uncover mistakes that clients weren't aware of. https://theperfectria.com/podcast/179

Have you gone through the practice analyzer to take a deep dive into your practice to see where you're spending your time and energy? Have you thought about how simplifying terms and making finances fun can empower a younger generation? What steps are you taking to make sure your team is constantly growing? Listen in as we recap this week's highlights and action items. https://bit.ly/3zHt1YS

Most employees leave their current employer because they feel there isn't any place for them to go. What if you create an environment where your employees never plateau and instead are always looking for ways to grow within your organization? Listen in as Jamie shares her tips and recommendations on ensuring your team is in a perpetual state of learning and how to create specific goals for them. https://bit.ly/3DAS1Cb

On this What Works Wednesday, Matt is joined by CFP and author Daniele Beasley of Twenty Concierge Wealth Management. Daniele shares her background and experience that led her and her partner, Kelli, to create an adult coloring book for financial planning called Financial Wellness. Listen in as Daniele shares how she took her past as a dancer and her love of music and combined it with her financial knowledge to create a book for young adults to help with their financial understanding. She'll discuss how she hopes to give back to the younger generation and empower them to understand their finances. https://bit.ly/3ft1GCU

What happens when you put Matthew Jarvis and Micah Shilanski in a room with advisors who are committed to success? Matt and Micah recap the most recent TPR live event in this episode. They share how putting together this event takes a lot of time and energy, and yes… head trash! And how they overcome this. Listen in as the guys discuss the practice analyzer and how, by breaking down the number, you can start to truly see where your time is being spent. They'll also discuss why you need to know which tasks are and aren't playing office, along with why you need to take a hard look at the fee you're charging clients and if it's truly representative of the value you're delivering to your clients. https://theperfectria.com/podcast/178

Do you have your line in the sand that you know you won't cross with your clients? What happens if they cross that line or if they don't take your advice? Have you thought about how you need to approach your aging clients or clients with aging parents to discuss how they want to plan their future care? What about your prospects? Are you working with the right people or do you think that anyone who hires you is the right client? Listen in as we recap this week's highlights and action items. https://bit.ly/3TYuxO7

What is the number one rule of prospecting? If you serve everyone, then you serve no one! On today's Worlds To Conquer, Jamie dives into prospecting and how to make sure you're working with the right people. She'll also discuss why once you determine who you work best with, you need to share this with your team. Listen in as Jamie shares why if you have a great prospecting strategy, you can grow and not stay stagnant, and that it's important to create an environment where your team can respectfully push back. https://bit.ly/3FmTn6e

How do you talk with your aging clients about planning for future care or for a change in their health? On today's What Works Wednesday, Matthew is joined by Lisa Mayfield, the creator of Aging Wisdom and former President of the Aging Life Care Association. Listen in as Lisa shares her thoughts and recommendations for what advisors can do as their clients get older in life and they start needing care beyond what they can provide for themselves. Lisa and Matt will discuss how to open these conversations with your clients and how an Aging Life Care professional can be another partner in your client's support system. https://bit.ly/3zlb9mC

When clients aren't the right fit, or when they aren't open to your advice, do keep them on, hoping they'll just listen? Or, do you have a set of dealbreakers and lines that you will not cross and know that at some point, you'll need to graduate certain clients? What do you do when a client graduates you? Listen in as Matt and Micah discuss why you need to be clear with yourself, and your clients, on your dealbreakers. They'll also discuss once you've determined that a client is no longer a good fit, how to make that transition while always erring on the side of grace. Matt and Micah will also share why you don't have to stay in your lane to deliver massive value. https://theperfectria.com/podcast/177

Are you guilty of spending hours in the office, just to be there? Or are you being hyper intentional about your time so you can deliver massive value and move the needle for your clients? Have you thought about the impact a coach can make in your life and why you need to look at designing your business and your life? How about head trash? You don't have to just deal with insecurities, there is a way to handle this. Listen in as we recap a jam packed week of action items and tips. https://bit.ly/3TD6mVa

Are you afraid that you're going to lose all your clients and income once you implement something new? Everyone has doubts and insecurities but there are ways to work through this. Listen in as Jamie shares her advice on how to take that head trash out from masterminds to morning routines, and why it's important to get your team involved as well. https://bit.ly/3VIrETq

Designing your life and your business is something that everyone should focus on. However, sometimes it's hard to find in yourself what you need to do or how you get to that next point. Matt and Micah are joined by Expert EOS Business Coach Scott Rusnak who shares how he works as a guide for entrepreneurs along their journey to help them know when to look for moments of clarity and that you need to be authentic and help others. Listen in as the guys share what core values mean to them and how to be intentional about the people in your life. They'll also share why having a coach and accountability is important, as well as tips for new advisors who want to level up. https://bit.ly/3MJdmhh

A lifestyle practice is one that delivers massive value to clients and follows a surge meeting concept so that more value is being delivered in a smaller period of time. As with anything at The Perfect RIA, you need to be hyper-intentional about this, especially your time. If you're at the office just to be there and you're not moving the needle for your clients, or working to up your game, then you're just playing office. Listen in as Matt, Micah, and Orion Matthews talk about how to be intentional about prospecting and personal development and why multitasking isn't a skill that's allowing you to accomplish anything in a shorter amount of time. For more resources and information: https://theperfectria.com/podcast/176

Do you realize that you're already delegating the majority of items in your life? Have you paid attention to how you're talking to your clients by replacing the word 'marshmallow' anytime you use industry jargon, and do you create so much value that your clients are excited to talk about you to their friends? Listen in as Amber recaps this week's highlights and action items. https://bit.ly/3yPuYSN

If you've been following Jamie through the first-year onboarding process, then you realize how much you are about to dramatically change your clients' lives. But have you thought about how that is the perfect time to also get referrals? Listen in as Jamie shares why you need to have a referral campaign and create opportunities for your clients to talk about you. https://bit.ly/3TdMkku

Calculating Dynamic Distribution Rates is not something you can figure out with a notepad or a calculator. On today's episode, Justin Fitzpatrick from Income Labs joins Matt to talk about how through their software, they work to bring better outcomes and experiences to clients and why it's important to talk to clients in a way that they understand. Listen in as Matt and Justin discuss that people don't change the way they speak just because they retire and how little changes can result in a big long-term effect. https://bit.ly/3TffOOQ

It can be hard to make the jump to start delegating, and since we need to be honest here, it doesn't always go as planned. At first glance, delegating a task for booking travel seems simple. But what if you end up in the middle seat of the last row? On today's episode, Orion Matthews joins Matt and Micah to talk about their experiences with delegation and why you need a process and checklist to make sure tasks are done the right way. Listen in as the guys discuss why you need to make sure to look at your process to make sure that everything is documented correctly, and that if two or more people can perform a task, then it should be delegated. For more information and resources: https://theperfectria.com/podcast/175/

Key takeaways from this week's episodes. Having systems in place that deliver massive value to your new, and current clients, and creating processes where none exist can separate the best advisor from the second best. Listen in as Amber recaps this week's highlights and action items creating an onboarding process that works as well as how finding your passion and educating others can help you create a hyper specialized practice. https://bit.ly/3Coueow

Jamie discusses the onboarding process for what happens once you get hired by a client, focusing on creating a solid foundation, what to do during that first year to deliver massive value, and how this work during surge. She also shares that you need to trust in your processes, your system, and trust in your team and why creating a financial plan is similar to building a house. https://bit.ly/3RQnkOL

Do you feel that you should create a new and unique system with each and every client and truly believe that doing so provides value? What if, instead, you created a process for your new and existing clients - from empowering your team to assist and setting standards for the 'right' way to answer a client call, to constantly setting expectations with your clients on what it is that you're doing for them? Listen in as Matthew and Micah share why having processes in place when bringing in a new client allows you and your team to truly provide the most value to your clients. They also share why you need to remember that everything you do is fresh and new to a client and how little things can add up to make a big difference. You can find show notes and more information by clicking here: https://theperfectria.com/podcast/174

What you need to know about onboarding. https://bit.ly/3Veoiac

What we expect prospects to give us prior to the initial conversation with them, how we prepare for the initial meeting, and more. https://bit.ly/3edEwzN

If you are an investor wanting to avoid the larger wirehouses, you are probably in the market for an independent financial planner or advisor who doesn't work at one of the larger firms. Generally, an independent planner or advisor will either be a registered investment advisor (RIA) or someone who works for an independent broker-dealer. In this episode, Matt is joined by Brad Wales, Founder of Transition to RIA, and although they are both large advocates for RIAs, they will be sharing their top reasons as to why you may want to stay with a broker-dealer. You can find show notes and more information by clicking here: https://bit.ly/3BVcn8p

Your prospect just said 'yes'—now what? Don't panic! Micah and Matthew have tips, strategies, and answers for you. One of the key ways that they recommend navigating a new client relationship is to lay the groundwork early and communicate the processes you have in place. Today, they share the different elements of creating and implementing a process, as well as real-life insight from how they make it work in their own practices. You can find show notes and more information by clicking here: https://bit.ly/3SA3d8H

Key takeaways from this week's episodes. https://bit.ly/3y8PYn5

Beginning a month-long series all about onboarding brand new clients. https://bit.ly/3E9Sg9k

Building a practice that can run successfully without you being there for extended periods of time can be hard work, but it is entirely worth it. Taking time off and detaching from work is important for focus and stress management, and can even be beneficial for long-term health. But do you think your practice could run without you for an entire month? Taylor Schulte, Founder of Define Financial, joins the show to share his experience with going completely offline for an entire month, including how he prepared his practice and the things he did in the lead-up. You can find show notes and more information by clicking here: https://bit.ly/3xAqdvy

Every advisor knows that they need to be meeting with clients regularly, but most of them don't know what to say in a client meeting. If you are still having trouble knowing what to say and how to add value to your meetings, this is the episode for you. Matthew and Micah jump in to share some of the origins of the value-add, how they struggled in client meetings at first, and what helped them find more confidence in their meeting times with clients and prospects. You can find show notes and more information by clicking here: https://bit.ly/3LIA20m

Helping your team to help you. https://bit.ly/3SgTJPx

What young advisors need to know in order to grow their practices. https://bit.ly/3BMVMnb

Having a clear target market can earn you true validation as a financial advisor. As many successful advisors know, having a specific niche that you focus on allows you to establish a reputation within your niche and enhances your client-acquisition efforts. In this episode, Don Hilario, Founder of Hilpan Moxie Wealth Management, will be joining the show to share how he found his niche serving Big Tech, how he structures his day to maximize productivity, and his advice for any advisors searching for a way to be more intentional with their workdays. You can find show notes and more information by clicking here: https://bit.ly/3S2Ku5h

Is it possible to delegate all initial client emails, tasks, and communications—and expect your team to run it like you would? Matthew and Micah sit down to address the difficulties in delegation and share insight into how they help their own team members run triage on client requests. If you're hoping to carve out more time for yourself and empower your team in a way that allows your business to grow, this episode is for you. You can find show notes and more information by clicking here: https://bit.ly/3db2Di4

Action items from this week's episodes. https://bit.ly/3RPNUbq

The right way to terminate someone you know shouldn't be on your staff. https://bit.ly/3f1iP6k

If you have expertise and knowledge to share beyond what you share with your clients as an advisor, writing a book has probably crossed your mind—and rightly so. A high-quality, engaging book can establish you as an industry expert and give you a chance to speak to a broader audience. However, you're busy running a successful practice and the idea of putting in the work to create a book is probably daunting. So, where do you begin? In this episode, Josh Raab, Founder of Raab & Co, will join Matthew to discuss the process of publishing a book. You can find show notes and more information by clicking here: https://bit.ly/3qhXQhM

There's a classic honeymoon period where you hire someone and think they're going to solve all your problems. But what happens when that's over and you realize all your problems aren't solved? Matthew and Micah sit down to tackle the problem of employing people and discuss what needs to happen in order to have an effective and harmonious team. You can find show notes and more information by clicking here: https://bit.ly/3Bor0C4

Recapping the pros and cons of working with family. https://bit.ly/3eDPdeM

Settling the debate over whether it's a good idea to hire family members. https://bit.ly/3QBnZCN

Many advisors reach a point in their careers when they wonder if the firm where they're working is the best place for them to serve their clients and find their desired work-life balance. However, actually taking the next step and exploring this next phase can feel overwhelming. Where do you even begin? In this episode, Louis Diamond, President of Diamond Consultants, will be joining Matthew to discuss how to approach this next step in your life strategically so that there are no missteps made along the way. You can find show notes and more information by clicking here: https://bit.ly/3R5CRuv

Don't hire your family members—just don't do it. Matthew and Micah jump on today to discuss the dilemma of hiring family members and why it's a bad idea 99% of the time. They both share from their own experience working with family, offering examples of how it can go really wrong. If you are considering hiring family, friends, or someone you would hesitate to fire for any reason other than performance, this is the perfect episode for you. You can find show notes and more information by clicking here: https://bit.ly/3KwrR6W

Action items for making sure your practice doesn't burn down when you're away. https://bit.ly/3KFzIio

Tips for finding, screening, and hiring candidates. https://bit.ly/3cLcJ95