The Perfect RIA

Amber takes you behind the scenes to recap the strategies for financial advisors to attract and retain high-net-worth clients, as well as mastering the art of marketing. First, Paul Saganey joined Matt to unveil the intricate "complexity curve" that separates elite advisors from the rest. Discover why building a team of experts is the ultimate key to exceeding the lofty expectations of affluent clients. Jamie unleashed a torrent of marketing tactics that will help your firm's visibility and authority. From mastering the art of website SEO to crafting captivating content that resonates with your target audience. Resources in today's episode: - Episode Website - Moving Up the Complexity Curve: Serving High-Net-Worth Clients with Guest Paul Saganey [Episode 261] - Marketing. What Works For Financial Advisors?

Jamie unveils the secrets to crafting a winning marketing strategy that drives real results. Forget one-size-fits-all approaches – the key to success lies in committing to a plan that aligns with your unique strengths and preferences. Jamie breaks down the most effective marketing channels for financial advisors, from mastering the art of website optimization and SEO wizardry to leveraging the power of social media, email campaigns, webinars, and podcasting. She also shares invaluable insights on leveraging referrals, direct mail, and local marketing tactics to supercharge your growth. Marketing. What Works For Financial Advisors? Resources in today's episode: - Raving Fans by Ross Blanchard and Sheldon Bowles

Matthew Jarvis sits down with Paul Saganey, the visionary founder of Integrated Partners. They dive into the "Complexity Curve" – the unique challenges financial advisors face when serving high-net-worth clients with multifaceted financial portfolios. Saganey's profound insights shed light on the necessity for advisors to evolve and ascend the complexity curve, equipping themselves with a comprehensive arsenal of expertise. He emphasizes the critical role of having a clear vision and a team of collaborators who collectively possess a vast array of specialized knowledge. The conversation also highlights the paramount importance of continuous learning and insatiable curiosity—the cornerstones of staying ahead in the ever-evolving financial advisory industry. Sagany's expertise underscores the value of reaching out to subject matter experts across various disciplines, ensuring that financial advisors can provide a truly holistic and tailored approach to their affluent clientele. Moving Up the Complexity Curve: Serving High-Net-Worth Clients with Guest Paul Saganey [Episode 261] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Paul Saganey: Website | LinkedIn- Optimizing the Financial Lives of Clients: Harness the Power of an Accounting Firm's Elite Wealth Management Practice - Making Smart Decisions - Article: It's Time To Prepare For When, Not If, AI Replaces Advisors

In this recap episode, Amber is sharing the highlights from this week. Monday, Ted Jenkin joined Matt to reveal that traditional valuation methods often underestimate the true worth of successful RIA practices. He emphasized the power of leveraging the open marketplace, where multiples can soar as high as 14 to 17 times cash flow for larger firms. The key, according to Jenkin, is understanding the velocity of money and evaluating strategies that will rapidly build net worth. On Thursday, Jamie stressed the importance of starting with a clear long-term vision and exit strategy when it comes to your business. She advocates for vision mapping over traditional business plans, coupled with a SWOT analysis that considers the owner's personal strengths and weaknesses. Choosing the right legal structure, maintaining proper documentation, and avoiding the commingling of assets is crucial to protecting liability and maximizing valuations. Perhaps most importantly, Jamie emphasized the need for a well-defined succession plan, not just for the business but also for the transition of client relationships. By building a sellable business from day one, with clean financials and verifiable records, financial advisors can position themselves for maximum growth and an optimal exit strategy. Resources in today's episode: - Episode Website - Accelerating Your Growth and Understanding Practice Valuations with Guest Ted Jenkin [Episode 260] - How Your LLC Fails

In this episode, Jamie Shilanski is shedding light on business structuring and long-term planning strategies. She explains why selecting the right legal entity is crucial for maximizing tax benefits and prepping your exit strategy. Jamie also breaks down the risks of mixing personal and business assets, a no-no that can pierce your corporate veil. But keeping clean books is just the start. Jamie emphasizes the need for a rational succession plan to ensure your hard-earned equity doesn't go up in smoke. Jamie discusses the importance of properly structuring small businesses, particularly S-Corps, and highlights the risks of co-mingling personal and corporate assets and the potential consequences of piercing the corporate veil. How Your LLC Fails Resources in today's episode: - Plunder by Brendan Ballou

In this episode, Matthew Jarvis sits down with industry veteran Ted Jenkin to demystify practice valuations for financial advisors. Ted shares the common misconceptions and the stark difference between a valuation and the actual market price a business can command. Ted also discusses his wisdom on the critical factors that shape practice valuations, including the oft-overlooked elements of culture, money management prowess, and brand equity. He also sheds light on the pivotal role of cash flow velocity and stock growth trajectories, elements that can make or break a potential sale. Whether you're a financial advisor contemplating an exit strategy or simply seeking to futureproof your practice for sustainable growth, this episode is an absolute must-listen. Accelerating Your Growth and Understanding Practice Valuations with Guest Ted Jenkin [Episode 260] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Ted Jenkin: LinkedIn | Website - Two-Year Checklist and Client Acquisition Techniques

In this recap episode, Amber shared strategies for financial advisors to conquer their insecurities and build a referral-generating powerhouse through strategic partnerships with CPAs. On Monday, Matt and Steven reveal their proven approach to breaking down the 'COI' barrier, delivering value that tax professionals can't ignore. Their secret? Embracing a mindset of generosity by offering to pay for CPAs' time – a small investment that opens doors to a flood of high-quality referrals and benefits for existing clients. But referrals are just one piece of the puzzle. Jamie discussed how to conquer the inner 'head trash' and insecurities that hold advisors back. Her weapon of choice? Building a supportive team and mastermind community to bounce ideas off and stay motivated through the highs and lows of the entrepreneurial journey. Resources in today's episode: - Episode website - Decoding the CPA Mindset: Tips for Financial Advisors to Earn More Referrals with Guest Steven Jarvis, CPA [Episode 259] - Encore Episode: Dealing with Head Trash

Jamie Shilanski tackles the all-too-common insecurities that hold financial advisors back from reaching their full potential. With candor and wisdom, she dives into the realm of "head trash" – those nagging doubts, feelings of unworthiness, and self-sabotaging thoughts that can cripple even the most talented professionals. Jamie shares battle-tested strategies for identifying and compartmentalizing these insecurities, empowering financial advisors to take control of their inner dialogue and conquer their fears on a daily basis. From the power of surrounding oneself with positive, inspiring individuals in mastermind groups to the transformative impact of establishing a morning success routine, this episode is a must-listen for any financial advisor seeking to break free from limiting beliefs and achieve unprecedented success. Encore Episode: Dealing with Head Trash

Matthew Jarvis is joined by Steven Jarvis, CPA, from Retirement Tax Servies to lift the veil on the challenges financial advisors face when seeking referrals from CPAs – a pivotal Center of Influence (COI). This episode is a candid exploration of the risks and hurdles CPAs grapple with before referring clients to financial advisors, including the potential downsides and the pressing need to understand the true value advisors bring to the table. They also dive into the art of building relationships with CPAs, offering game-changing strategies like paying for their time to thoroughly grasp your services and ideal client profiles. They share the secrets to a consistent, intentional process for nurturing these relationships and securing a steady stream of referrals. This episode is a treasure trove of practical tips, from creating a 12-month calendar of activities to offering to pay for an hour of a CPA's time (goodbye, forgettable lunch meetings!). But the real gem lies in their emphasis on the long-term value of these COI relationships for your existing clients and the importance of clear communication between financial advisors and CPAs. Decoding the CPA Mindset: Tips for Financial Advisors to Earn More Referrals with Guest Steven Jarvis, CPA [Episode 259] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Steven Jarvis: LinkedIn | Website - Delivering Massive Value by Matthew Jarvis - What's In It For Them by Joe Polish - Retirement Tax Services Podcast - TPR LIVE and RTS Tax Summit - Save Your Seat! - The Prospect Process Masterclass

In this recap episode, Amber shares strategies from Matt and Micah to help financial advisors laser-focus their efforts on landing more prospects. Discover why intentionality and proven systems are game-changers in the art of prospecting. She breaks down the different prospecting channels every advisor needs to master, from leveraging referrals and centers of influence to networking, seminars, and content creation. Learn which tactics top advisors use to keep their prospect pipeline overflowing. Amber also highlights the prospect onboarding process from Jamie's Worlds to Conquer episode. Find out what critical information you need to request from prospects upfront and how to deliver massive value from your very first meeting. Resources in today's episode: - Episode website - What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258] - Encore Episode: New Client Onboarding - What Information New Prospects and Clients Provide

Are You Struggling to Convert Promising Prospects into Loyal Clients? In this Encore Worlds to Conquer episode, Jamie Shilanski reveals the secret to converting prospects into loyal clients for financial advisors. She masterfully breaks down the art of onboarding, emphasizing the importance of gathering comprehensive financial documents from prospects to deliver accurate and valuable advice tailored to their unique situations. Discover Jamie's "no sell sell" approach, where advisors focus on providing exceptional value during the initial consultation, leaving prospects eager to continue their partnership. Learn the crucial steps to transform prospects into clients, including the key questions to ask and the vital information to obtain. Jamie's expertise will equip financial advisors with a streamlined onboarding process that not only impresses prospects but also lays the foundation for a long-lasting and fruitful client relationship. Don't miss this opportunity to elevate your practice and attract your ideal prospects with a seamless and value-driven onboarding experience. Encore Episode: New Client Onboarding - What Information New Prospects and Clients Provide

Craving a six-pack of clients? In this power-packed episode, experts Matt and Micah reveal the jaw-dropping parallels between sculpting a shredded midsection and mastering the art of prospecting for financial advisors. They're shattering myths and demolishing excuses, proving that intentional, gut-busting work is the only path to prospecting prowess. Discover how hyper-focused tracking, strategic time investment, and an unshakable commitment can transform your prospecting game from flab to fab. Whether you're a newbie or a seasoned pro, this episode is a genuine game-changer packed with real-world wisdom from the trenches of prospecting. Stop wishing for an endless pipeline of dream clients, and start taking action today! What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - One-Page Plan Masterclass - Delivering Massive Value by Matthew Jarvis - What's In It For Them by Joe Polish - Entrepreneurs on Fire with John Lee Dumas

In this recap episode, Amber shares insights to help financial advisors in their hiring strategy and streamline their client onboarding process to set the stage for a rewarding advisory relationship. On Monday's episode, Matt and Claire Myers Vitale dove into compensation and team-building strategies tailored for financial advisors. They emphasized the importance of understanding the true value you provide to clients and aligning your team's goals and incentives with that value proposition. Their discussion also focused on optimal timing for hiring, crafting an attractive compensation package, and differentiating your firm with unique benefits that resonate with top talent during the recruiting process. Thursday's encore "Worlds to Conquer" episode featured Jamie walking listeners through the critical client onboarding phase. She stressed the importance of setting clear expectations from the outset and consistently delivering value that exceeds those expectations. She also provided insights on setting standards for client interactions that foster trust and reinforce your firm's commitment to exceptional service. Whether you're a seasoned financial advisor or just starting out, this information-packed episode offers actionable strategies to elevate your client onboarding experience, build a high-performing team, and cement your firm's reputation for delivering unparalleled value. Resources in today's episode: - Episode Website - Recruitment and Creating a Strong Value Proposition with Guest Claire Myers Vitale - Encore Episode: Client Onboarding - Creating A Solid Foundation

In this Encore episode of Worlds to Conquer, Jamie Shilanski unveils the game-changing strategies that will revolutionize how you set expectations and deliver massive value during the critical client onboarding phase. She shared her firm's dynamic approach to crafting unforgettable first impressions that lay the foundation for long-lasting, trust-based relationships. Jamie's blueprint covers all bases, from estate planning and cash flow management to insurance – a comprehensive roadmap for building an unshakable financial house that withstands any storm. With candid insights and actionable tips, this episode is a masterclass in setting boundaries, managing expectations, and delivering value that resonates deeply with clients. Jamie's wisdom will improve your onboarding process whether you're a seasoned pro or just starting. Listen in to gain a competitive edge and craft onboarding experiences that leave a lasting impression! Encore Episode: Client Onboarding - Creating A Solid Foundation

In this episode, Matthew Jarvis and Claire Myers Vitale, the hiring guru from Claire Myers Consultation, unveil the secrets to assembling a high-performing team. They dive into the art of hiring and share invaluable strategies to attract top talent and create a powerhouse advisory firm. Hiring the right people is a game-changer, but it's easier said than done. Claire and Matthew break down the hiring process, emphasizing the importance of aligning compensation structures with your practice's unique needs. They also explore the immense value an executive assistant can bring to your team. In today's competitive job market, having a strong value proposition is crucial for attracting top financial advisors. Claire and Matthew discuss how to craft an irresistible offer, from competitive compensation and benefits to unique perks like flexible schedules, work-from-home options, and even sabbaticals or community service days. Credentials are important, but culture fit is king. Claire shares tips on evaluating candidates for their ability to mesh with your firm's values and work style. Whether you're building a team from scratch or expanding your existing roster, this episode is packed with actionable insights to help you assemble a dream team who will drive your practice to new heights. - Recruitment and Creating a Strong Value Proposition with Guest Claire Myers Vitale [Episode 257] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Claire Myers Vitale: LinkedIn | Website - Wealth Management Recruiting Info - 2023 Compensation Study - Junior Advisor Masterclass

In this Follow-up Friday episode, Amber recaps the week's insights into client experience, communication, and process optimization for financial advisors. The episode dives into client communication strategies. Micah's script for explaining the path to success underscores the significance of credibility and leveraging client references to build trust. He and Matt tackled the challenge of handling unfamiliar client questions, emphasizing the importance of validating inquiries and confidently delivering helpful responses. Another key takeaway is the value of experiencing processes from the client's perspective. Jamie advocated for advisors to immerse themselves in these experiences to enhance the overall user journey. She also stressed the importance of training teams to uphold service excellence and emphasize continuous learning from industry peers. By embracing these principles—from effective communication scripts to firsthand client experiences—advisors can transform their practice, fostering stronger client relationships and elevating service standards. Resources in today's episode: - Episode Website - Bad Ways to Answer Clients [Episode 256] - The Power of Rolling Up Your Sleeves: Why Doing the Work Yourself Matters

In this Worlds to Conquer episode, Jamie discusses the pivotal role of client experience in financial advising. She underscores the necessity of building from the ground up and encourages advisors to immerse themselves in the client's journey to truly understand their needs and perspectives. Exploring parallels with other industries like construction, she discusses how understanding a client's journey, whether opening accounts or building a house, can elevate advisors' ability to provide tailored guidance. Jamie's advice is clear: walk in the client's shoes. By undergoing processes as clients themselves, advisors can gain invaluable insights, fostering empathy and refining problem-solving skills crucial for exceptional service. Continuous improvement, she emphasizes, is key to delivering an unparalleled client experience. The Power of Rolling Up Your Sleeves: Why Doing the Work Yourself Matters

In this episode of The Perfect RIA, Micah and Matt dive deep into the art of effective client communication for financial advisors. They stress the critical role of intentional communication in delivering tangible value to clients and helping them reach their financial aspirations. Handling tough questions is a key topic, where they underscore the necessity of maintaining client trust through prompt follow-ups and confidence, even when the answer isn't immediately clear. Micah and Matt emphasize the power of advisors knowing their niche and tapping into resources for accurate, reliable information. They reveal how implementing streamlined systems can ensure consistent, impactful client interactions. Moreover, this episode explores practical strategies for handling client questions and concerns. Micah and Matt stress the importance of preparation and thorough research to deliver impactful answers. They share insightful stories, like navigating complex tax scenarios, and emphasize the crucial role of understanding cash flow in retirement planning. This episode is a must-listen if you're a financial advisor looking to transform your client interactions. Share it with your colleagues to elevate everyone's practice to new heights. Tune in for actionable insights that can redefine the way you communicate and serve your clients. Bad Ways to Answer Clients [Episode 256] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Estate Planning Masterclass

Join Amber in this episode of The Perfect RIA as she recaps the week's essential insights for financial advisors. Discover the significance of prioritizing client goals over investments and delegating investment decisions. Streamline your investment review process and communicate effectively with clients. Learn how intentional and focused marketing efforts can elevate your business planning and the secrets to success by planning your business and marketing calendars in advance. Tune in now for actionable strategies to transform your practice! Resources in today's episode: - Episode Website - How Investments Work With Your Clients [Episode 255] - When Marketing Works

Join Jamie in this episode of The Perfect RIA, where she dives deep into the dynamic world of marketing for financial advisors. Discover why keeping the momentum in marketing and content creation is crucial for business planning success. Learn how setting clear objectives and active listening can amplify your marketing efforts. Gain insights into using client vocabulary to connect effectively and capture their questions for content creation. Tune in for expert tips on maintaining consistency in marketing and building a robust content reserve. Elevate your practice with strategic marketing strategies today! When Marketing Works

Dive into the latest episode of The Perfect RIA podcast, where hosts Matthew Jarvis and Micah Shilanski uncover the crucial role of comprehensive planning for financial advisors. Step away from the typical investment-centered mindset and learn why prioritizing cash flow, risk management, taxes, and income should take the lead. Discover how effective communication can shift the focus from investments to holistic financial wellness. In this engaging discussion, Jarvis and Shilanski shed light on the pitfalls of fixating solely on investment details and the power of messaging in shaping client perceptions. Explore strategies to align investments with clients' unique goals and values, steering clear of the 'playing office' syndrome. It's time to take action and implement client-centered strategies that truly make a difference. Tune in now to elevate your practice and serve your clients better! How Investments Work With Your Clients [Episode 255] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - One-Page Plan Masterclass

In this Follow-Up Friday episode, Amber is recapping this week's highlights and action items, focusing on optimizing client meetings, communication, and value-driven planning. Matt and Michael stressed the significance of a structured client onboarding process, detailing its pivotal role in ensuring success for both advisors and clients while also outlining key steps and meeting protocols. Jamie explored tax planning strategies and advocated for collaborative efforts with CPAs to offer holistic financial advice. She emphasizes the importance of obtaining client authorization letters and shares practical tips for maximizing the value derived from 1099s. Throughout the discussion, effective communication emerges as a cornerstone, underscoring its role in delivering tailored solutions and nurturing enduring client relationships. Resources in today's episode: - Episode Website - Masterclass Sneak Peek Part 2: Prospect Process and Client Onboarding [Episode 254] - Creating Value Adds from the Tax Return

In this episode, Jamie shares invaluable insights for navigating the complexities of tax season while delivering unparalleled value to clients. Advocating for the strategic utilization of surge periods, she emphasizes the importance of dedicated time blocks for meeting clients and ensuring their needs are met comprehensively, alongside prioritizing client information security through secure portals and encryption protocols. Listeners will discover the power of collaboration with CPAs, fostering holistic financial advice and optimizing tax strategies through a clear differentiation between tax advice and planning. Jamie offers practical tips for implementing value-added services, including a comprehensive 1099 checklist, setting clear client deadlines, and utilizing structured homework sheets, all while emphasizing the importance of spot-checking information accuracy and crafting compelling net worth reports to resonate deeply with clients. Creating Value Adds from the Tax Return

In this Masterclass sneak peek episode, Matt and Micah unveil their masterful approach to client onboarding, offering a glimpse into their proven strategies. They underscore the significance of structured processes and transparent communication in fostering client trust and satisfaction. Micah delineates his method, which involves distinct meetings tailored to estate planning, risk management, retirement income, investments, and taxes, ensuring comprehensive coverage of client needs. Meanwhile, Matt prioritizes swiftly integrating clients into the standard client rotation while tackling essential financial planning aspects. Throughout their discussion, the duo highlights the paramount importance of effective communication and delivering tangible value to clients at every step of the onboarding journey. Remember to email [email protected] so you don't miss this, or any, masterclass release Masterclass Sneak Peek Part 2: Prospect Process and Client Onboarding [Episode 254] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn - Don't miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed.

In this recap episode, Amber shares the discussion between Matt and Kelly Clements on the correlation between a healthy marriage and a thriving business, the concept of the ambition gap, and how entrepreneurs can integrate their spouse into their business. She's also recapping Jamie's episode on the importance of radical candor and accountability in client relationships. Resources in today's episode: - Episode Website - Nurturing Relationships as an Entrepreneur with Guest Kelly Clements [Episode 253] - How Are You Accountable When You Make a Client Mistake? - Join us for TPR LIVE on September 25th!

In this episode, Jamie discusses the importance of surge in her financial advisory practice and how it helps them deliver deep-focus work. The conversation then shifts to the benefits of having a hybrid office, the value of hiring military wives and dependents, and the positive impact they have on their team. Jamie then shares the importance of accountability and radical candor in their office culture, especially when mistakes are made. She emphasizes the need for transparency and accountability for mistakes to maintain client trust and satisfaction. How Are You Accountable When You Make a Client Mistake? Resources in today's episode: - Surge Masterclass - Radical Candor by Kim Scott

In this episode, Matthew is joined by author and coach, Kelly Clements about the challenges faced by entrepreneurs in maintaining a healthy work-life balance and nurturing their relationships. Kelly shares her personal experiences as an entrepreneur and partner, highlighting the importance of play and shared activities in strengthening relationships. She emphasizes the need for entrepreneurs to view their family as their greatest asset and to avoid treating their spouse as an employee. Kelly also discusses the concept of the unhealthy alpha and provides insights on how to identify and shift away from unhealthy alpha traits, as well as the term breadcrumbs to the muse and how they can enhance relationships. Nurturing Relationships as an Entrepreneur with Guest Kelly Clements [Episode 253] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Kelly Clements: Website | LinkedIn - Grow Your Business Without Growing Apart: Book | Course - Steven Kotler Flow

In this recap episode, Amber discusses the importance of advisors viewing themselves as business owners and looking at their practice from a business perspective. She explores the topic of outgrowing clients and the challenges of segmenting clients based on service levels and fees. The conversation then shifts to the value that advisors provide and the client's choice to pay for that value. Finally, she explores the topic of receiving and delivering criticism, emphasizing the importance of constructive feedback and open communication. Resources in today's episode: - Episode Website - Upgrade, Graduate, or Just Keep Playing Office [Episode 252] - How To Take A Hit

In this episode, Jamie Shilanski discusses how to receive criticism, especially when it is delivered publicly. She emphasizes the importance of resilience and choosing when to respond and when to let criticism go. Jamie also explores the impact of online public reviews and the vulnerability that comes with success. She shares personal experiences with criticism, which led to this episode, and offers strategies for delivering and receiving constructive feedback. How To Take A Hit Resources in today's episode: - The Perfect RIA Podcast on Apple

In this episode, Matt and Micah discuss the importance of taking action in your financial planning practice. They emphasize the need for advisors to think like business owners and make decisions that align with their core beliefs and values. They run through the challenges of segmenting clients and the potential pitfalls of doing so. Listen in as they provide practical advice on how to analyze your client list and identify red, yellow, and green clients and offering opportunities for clients to upgrade. Upgrade, Graduate, or Just Keep Playing Office [Episode 252] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn | Twitter- Join us in September for TPR LIVE!

In this episode, Amber recaps this week's highlights. She reminds us why critical thinking and pushback are important in the financial industry and why advisors need to question traditional practices and ensure that they deliver value to clients. There's a balance between providing certainty and acknowledging the market's uncertainty. Amber also recaps why you need to filter the advice you receive—whether you need to walk away from information or check your ego so you can improve your personal growth. Resources in today's episode: - Episode Website - Economic Commentary - You Can't Say That!

In this episode of Worlds to Conquer, Jamie discusses the importance of candid conversations and not being easily offended. She emphasizes the value of seeking knowledge and experience from those who have walked the path before. Jamie shares the story of how The Perfect RIA podcast started and why you need to find others who have the same growth mindset as you, as well as be open to improvement and constructive criticism. You Can't Say That! Resources in today's episode: - Delivering Massive Value

In this episode, Matt and Micah discuss the importance of critical thinking in financial planning and the necessity of being open to challenging discussions within your practice. They advocate for assessing whether your current strategies truly deliver substantial value to your clients and that trying to predict the markets is akin to predicting the lottery; instead, advisors need to focus on long-term economic trends and how they impact clients' goals. Listen in as they highlight the importance of balancing knowledge and translating that into actionable advice Economic Commentary Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn | Twitter - A Random Walk Down Wall Street - Stocks for the Long Run

In this week's recap episode of The Perfect RIA, Amber Kuhn shares the crucial aspect of delivering massive value in prospect meetings and the importance of shifting the focus from the Advisor to the prospect's goals and concerns. Amber emphasizes the need to truly listen to prospects, understanding their unique situations, and tailoring solutions accordingly. Furthermore, Amber explores the pivotal role of documentation in the financial advisory industry. Proper documentation not only ensures compliance but also serves as a valuable tool for both advisors and clients to track progress, revisit agreements, and mitigate misunderstandings. She shares insights on how meticulous documentation can help advisors avoid mistakes and uphold professionalism in their practice. Resources in today's episode: - Episode Website - Throwback: Show Me The Beef! [Episode 250] - Not Documented, Not Done

In this episode, Jamie Shilanski dives deep into the critical role of documentation in the success of any business. Drawing from the experience of Shilanski Associates, Jamie showcases the transformative power of comprehensive CRM systems like Infinity and outlines the SOAP method for effective note-taking. By implementing effective documentation practices and leveraging advanced CRM systems, businesses can enhance efficiency, mitigate risks, and elevate client service standards. Not Documented, Not Done

As an advisor, you get the opportunity to transform someone's life in just one hour. But the key is to make sure you're spending that hour as wisely as possible. So today, Matthew and Micah dive into what to do in prospect meetings and how to improve the value you add during those meetings. Listen in as the guys discuss some of the common issues that pop up in prospect meetings, as well as how you can avoid key mistakes. You'll get tips on listening better, understanding your clients' needs, and delivering value from the start. They also share from their own experiences with prospects to help you get a better understanding of how to block out distractions and get to the core issues your client needs to address. Throwback: Show Me The Beef! [Episode 250] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn | Twitter - Estate Planning Masterclass - Junior Advisor Masterclass

In this episode, Amber discusses the key takeaways from a recent podcast episode with a special guest, David Gow. David and Matt explored the role of a financial advisor and the importance of building trust with clients. David emphasizes the power of asking the right questions and understanding each client's unique needs. Amber also shares insights from Jamie on Surge scheduling and the importance of being intentional with client meetings. She highlights the need for recovery and setting boundaries to avoid fatigue. Resources in today's episode: - Episode Website - Client Relationships And Connections With Guest David Gow [Episode 249] - How Surge Fails - Join us for TPR LIVE on September 25th! - Looking for more virtual training? Sign up for our Junior Advisor Masterclass

In this episode, Jamie shares how Surge can go off the rails. She emphasizes how advisors must deliver massive value to clients, be intentional with time, and run a profitable practice. The concept of Surge, which is time blocking on steroids, is introduced as a way to meet with clients and prospects when it makes the most sense in their lives. Still, with this, Jamie points out the importance of creating inflexible surge rules and conducting after-action reports to evaluate and improve surge performance. How Surge Fails Resources in today's episode: - The Tipping Point by Malcolm Gladwell - Jordan B Peterson Podcast - Worlds to Conquer - When I Surge, You Surge, We Surge

In this episode, David Gow, a financial planner from Scotland, joins Matthew Jarvis to share his client meeting process. Matt and David discuss the similarities in financial planning processes across different countries and the importance of building trust with clients. David shares his experience of self-reflection and how it led to a deeper understanding of his clients' needs and highlights the value of asking powerful questions and ending client meetings with an empathetic question. Client Relationships And Connections With Guest David Gow [Episode 249] Resources in today's episode: - The Complexity Curve with Guest Paul Saganey - Two Most Important Parts of a Surge Meeting

In this recap episode, Amber discusses the importance of intentional communication with clients and the value of simplifying complex topics. She then explores the topic of Roth conversions and taxes, emphasizing the need for annual conversations with clients. Amber then transitions to the implementation of Surge meetings, the benefits they provide for clients and advisors, and when is the best time to schedule them throughout the year. Resources in today's episode: - Episode Website - Throwback: Roth Conversions [Episode 248] - The Perfect Surge Dates

In this episode, Jamie discusses the concept and implementation of Surge, as well as when is the most appropriate time for Surge meetings. Surge is a time-blocking strategy that allows advisors to optimize their schedules and deliver value to clients. Jamie shares the origins of Surge and how it has evolved over the years within their office. She's also sharing a detailed surge schedule that includes specific months for surge periods based on when it works best for the client and allows them to be at their best. The Perfect Surge Dates

Sometimes we can get caught up in our own heads in a way that keeps us from focusing enough on the end client delivery. So today, Matthew and Micah share how they have gotten caught up on their own ideas and discuss how this often happens when it comes to Roth conversions—and what to do about it. Listen in to hear how they navigate this issue, what kinds of communication methods help, and what you can do to ensure clients are better prepared to take advantage of Roth conversions. When clients sit down and hear you recite everything you know about this topic, there will certainly be less understanding than if you knew how to communicate the idea succinctly and purposefully to them. Don't miss the guys' tips on how to do this more effectively and how to help clients make the most educated and informed decisions. You'll also learn why less is often more, how to not overcomplicate things, and where many advisors screw things up. Throwback: Roth Conversions [Episode 248] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn | Twitter - Retirement Tax Services - Estate Planning Masterclass

In this episode, we're recapping this week's discussion on sales and communication in the financial advisory industry and how effective communication is not about forcing someone to buy something but rather about understanding and helping clients achieve their goals. We also review the importance of building a proper prospect process and avoiding common pitfalls in prospect meetings. Resources in today's episode: - Episode website - Communication, Not Sales [Episode 247] - When Prospecting Goes Wrong - Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.

In this episode, Jamie discusses what happens when prospect meetings go wrong and provides insights on avoiding these situations. She emphasizes the importance of having a properly built prospect process and using a CRM as a brain trust for the organization. Jamie explains the concepts of blueprints, processes, and tasks and highlights the need for clear and consistent documentation. She also discusses the consequences of breaking the process and provides strategies for avoiding unwanted clients. When Prospecting Goes Wrong Resources in today's episode: - Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.

Summary: In this episode, Micah and Matt discuss the importance of effective communication with clients and prospects in your financial planning practice. They debunk the negative connotations associated with sales and emphasize the need for good, practiced communication skills. They highlight the role of role-playing in improving communication and stress the importance of having a consistent process. Communication, Not Sales [Episode 247] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn - Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.

In this episode, Amber first reviews the key takeaways from Monday's episode where Jonathan Reynolds shared his key tips to helping your team members stay long-term . She discusses the importance of recruiting and retaining A players by showing them a clear plan and path for their career growth. She also highlights the significance of supporting team members and giving back to the community. Additionally, she explores the strategy of charging for prospect meetings and the value it brings to financial advisors. Resources in today's episode: - Episode Website - Hiring And Retaining Top Talent with Guest Jonathan Reynolds [Episode 246] - Charging For Prospect Meetings

In this episode, Jamie discusses the importance of charging for initial prospect consultations. She shares the background of Shilanski and Associates, and explains how they began charging for prospect meetings. Jamie emphasizes the value that financial advisors provide and challenges the mindset that their services should be given away for free. She outlines the process of charging for consultations and highlights the focus on delivering value to prospects. Jamie also addresses common concerns and misconceptions about charging for initial meetings and emphasizes the importance of consistency and integrity in pricing. Charging For Prospect Meetings Resources in today's episode: - Shilanski and Associates Initial Consultation Agreement - Jarvis Financial Sleep On It Process

Jonathan Reynolds, CEO of Titus Talent, joins Matt to discuss the importance of not only finding employees, but how to keep them long term. Jonathan shares why as a business owner, you need to provide employees with a clear career path and show them what's next in their professional development. Jonathan suggests that hiring and retaining A-players is best achieved by aligning their career trajectory with the company's future plans. He also highlights the significance of generosity in attracting and retaining talent, and the positive impact it can have on company culture and relationships. Hiring And Retaining Top Talent with Guest Jonathan Reynolds [Episode 246] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Jonathan Reynolds: Website | LinkedIn - Titus Talent Strategies - Right Seats, Right People by Jonathan Reynolds - Generosity Guide

In this episode, we're recapping the importance of improving prospect processes and setting the stage for the first meeting. Advisors need to create a positive environment and approach prospects with confidence, and that first meeting with the prospect is crucial, so how do you make it successful? We're also sharing how to identify good-fit prospects and the importance of marketing and consistency. Resources in today's episode: - Episode Website - Setting the Stage For Prospect Meetings - Masterclass Sneak Peek! [Episode 245] - Prospecting That Works for Advisors - Don't miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed.

Looking for prospecting help? Jamie's ready to share guidance on marketing and how to identify the right fit for your services. Discover the importance of consistency in marketing and the need to persist in strategies that work. Learn about goal planning, setting realistic targets, and the significance of discipline in achieving success as Jamie shares practical tips to ensure your marketing efforts stand the test of time. Prospecting That Works for Advisors Resources in today's episode: - Niche Slapping Time - Don't miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed.