Jordan welcomes Abby Morton to the show to introduce a soon to be release feature—Elements AI Assessments! You’ll get Jordan’s raw reaction to this feature as he and Abby explore the importance of data confidence, focused instead of comprehensive assessments, and the value of conversational client deliverables. If you want to attend our webinar introducing this new feature use the link below: https://getelements.com/resources/webinar/elements-just-got-smarter-ai-assessments-unveiled/...
Jul 03, 2025•27 min•Ep. 222
Jordan talks about a trend in the industry being implemented across advisory firms: Value Adds. He dives into why value adds may not actually add value to client relationships and steps advisors can take to ensure value adds actually add value.
Jun 26, 2025•11 min•Ep. 221
Jordan explores a unique, 12-month new client onboarding process with Thomas Meek, Director of Operations and Financial Planning at PandoWealth, an RIA that works exclusively with Chick-Fil-A franchise owners and corporate employees. During this conversation we discuss a three meeting onboarding process, a detailed description of a 12-month onboarding engagement, and why PandoWealth does a full relationship refresh every 5 years with their clients.
Jun 19, 2025•29 min•Ep. 220
Jordan discusses a transformative shift in his sales approach, focusing on the power of the "desired future state" question in prospect conversations. He shares how asking prospects to envision their success three years into the future helps uncover both intangible long-term goals and specific tangible needs, allowing for more meaningful and client-centered financial planning discussions.
Jun 12, 2025•9 min•Ep. 219
Jordan welcomes Abby Morton to the program to talk about how to sell an employee financial wellness program to employers. In this episode you’ll learn the data behind the opportunity for employer-sponsored financial wellness programs as well as… What motivates employers to purchase a financial wellness service What motivates employees to engage with a wellness program And what motivates advisors to build this service in the first place Sign up for the webinar on June 10 using this link....
Jun 05, 2025•46 min•Ep. 218
Building something that is relevant and valuable to clients take a period of inconsistency that can oftentimes feels chaotic. Today, Jordan advocates for inconsistency in a “pre-scale” phase of developing effective services for clients—an effect.
May 29, 2025•8 min•Ep. 217
Jordan describes how to get started building a stand-alone coaching service for clients that may not be a good fit for traditional financial planning services. Jordan explores why these questions must be answered before you build anything: What is your motivation for this program? Why would someone need this service over your core financial planning service? What is the clients’ core job to be done? How will you know if your program is successful for you and for the client?...
May 22, 2025•14 min•Ep. 216
Carl Richards shares his innovative approach to getting client referrals, moving away from traditional uncomfortable methods to a more authentic strategy that focuses on genuine conversations over coffee. Through real examples and success stories, Carl demonstrates how asking clients for business development advice can lead to unexpected opportunities and valuable relationships.
May 15, 2025•23 min•Ep. 215
Jordan explores "The Four Conversations" by Blair Enns, focusing on the qualifying and value conversations in the sales process. He talks about transforming sales from presentations to meaningful dialogues, examining how to qualify prospects and understand what truly constitutes value for clients.
May 08, 2025•16 min•Ep. 214
Jordan explores the power of prototyping in financial planning, drawing inspiration from James Dyson's journey of creating the perfect vacuum cleaner. Jordan breaks down his prototyping process to help financial advisors become more comfortable with testing and iterating new ideas before scaling them.
May 01, 2025•18 min•Ep. 213
Jordan explains how advisors can implement a quarterly service calendar to proactively monitor client financial health through address 4 key questions about retirement readiness, asset mix, income usage, and risk management. advisors can create an efficient system of verifying, analyzing, and reporting on their clients' financial progress.
Apr 24, 2025•11 min•Ep. 212
Jordan explains how financial advisors can implement a monthly service calendar to proactively monitor and communicate with clients about their financial health. The episode breaks down a three-step process - verify, assess, and report - that advisors can use to efficiently review and provide feedback on specific financial elements like savings rate and liquidity, typically taking no more than 4-5 hours per month for a client base of 100-150 people.
Apr 17, 2025•20 min•Ep. 211
Jordan explores why financial professionals need to intentionally position themselves to avoid being mentally categorized alongside other financial specialists. Learn how to differentiate yourself through clear contrasts and category ownership, transforming from a commodity into a true decision-making partner who delivers cohesive, designed experiences for clients.
Apr 10, 2025•15 min•Ep. 210
Reese Harper and Abby Morton break down how to help young professionals just starting their financial journey. Through the case study of a young working professional they discuss practical strategies for building wealth, from establishing emergency savings to growing income potential. The conversation offers valuable insights for both advisors working with early-career clients and young professionals seeking to establish a strong financial foundation.
Apr 03, 2025•16 min•Ep. 209
Jordan explores the concept of "solving for chaos" in financial advisory services. Drawing from his experience at Dentist Advisors, Jordan discusses how identifying and addressing financial chaos through organized, intentional processes can transform client relationships and deliver meaningful value.
Mar 27, 2025•11 min•Ep. 208
Jordan dives into the fourth and final component of client perceived value: price. He explores why pricing isn't usually the real problem when clients object to costs, but rather a symptom of not effectively communicating value. Through personal experiences at Elements and as a financial advisor, Jordan demonstrates how understanding and confidently solving core client problems leads to natural price justification. This episode completes a four-part series examining the essential components of c...
Mar 20, 2025•10 min•Ep. 207
Jordan discusses the third component of client-perceived value: people. In addition to building trust and confidence with prospects, a financial advisors objective is to generate certainty that you and your firm will apply your services to solve their problems. Jordan also discusses the importance of positioning you and your firm in the minds of prospects compared to other financial professionals.
Mar 13, 2025•8 min•Ep. 206
Jordan explores how to help prospects understand how a financial advisor’s service can solve their core job to be done, rather than just treating symptoms. In this episode you’ll learn the importance of sequencing your service description after problem diagnosis, how to effectively position yourself in the minds of your prospects, and how to achieve service clarity through the three-ten framework.
Mar 06, 2025•17 min
Jordan explores the first of four components of customer perceived value: identifying and isolating the core problem. Through relatable examples and personal experiences, Jordan discusses why understanding the fundamental problem, rather than just addressing symptoms, is crucial for clients to see the true value in financial services.
Feb 27, 2025•13 min•Ep. 204
In this episode, Jordan discusses the importance of orienting prospects to their financial situation. Specifically, he walks through the three questions he seeks to answer for prospects that help guide the conversation and address the things that prospects most commonly think about as it relates to their finances.
Feb 20, 2025•15 min•Ep. 203
In this episode Jordan reorients advisors to consider data gathering as an inherently valuable process for prospects. He dives into 4 tips to make a first-time data gathering less intimidating and more approachable for clients. These tips include: Encouraging prospects to be less precise in the information they add Sending a short video explaining the process The “trojan horse” of data gathering Requiring less from people.
Feb 13, 2025•17 min•Ep. 202
Jordan shares insights from his recent presentation at a dental conference where he introduced a unique approach to financial consulting inspired by Patrick Lencioni's book "Getting Naked". Rather than leading with firm credentials and services, Jordan demonstrates how starting with clarity about clients' current financial health and actively listening to their concerns creates more meaningful connections. The episode highlights how this consultative approach, combined with practical tools for a...
Feb 06, 2025•11 min•Ep. 201
Jordan discusses the crucial balance between offering enough features to meet client needs while avoiding the trap of overcomplicating services, using an insightful analysis of the relationship between added features and perceived client value.
Jan 30, 2025•8 min•Ep. 200
Jordan discusses key insights from the book "Demand Side Sales 101" by Bob Moesta, which challenges three common sales myths and introduces a fresh perspective on selling financial advice. The book emphasizes that sales aren't random but rather caused by specific struggling moments in clients' lives, and that people buy for their own reasons rather than being convinced by salespeople. Jordan illustrates how understanding these principles can transform how financial advisors approach and connect ...
Jan 23, 2025•17 min•Ep. 199
In this episode, Jordan interviews Brandon Galici who shares his unique approach to using Smart Asset for lead generation, focusing on clients with assets under $100,000 to maximize potential opportunities. He discusses his systematic follow-up strategy, which includes a seven-day email sequence and automated marketing campaigns, creating multiple touchpoints with potential clients before personal contact. Through a detailed case study, Brandon demonstrates how this approach helped transform a c...
Jan 17, 2025•19 min•Ep. 198
Jordan challenges the assumption that human advisors must always be the first point of contact, and discuss how AI and tech tools could provide a less scary entry point for people hesitant to discuss their finances.
Jan 09, 2025•9 min•Ep. 197
Jordan explores the relationship between theory and experience through the lens of a quote he shared on LinkedIn recently. He makes a case for why both elements are essential - theory provides the framework for learning from experience, while testing theories through action leads to true wisdom. Drawing from his reading of "Demand-Side Sales 101" and the Jobs to be Done framework, Jordan encourages listeners to approach theories with curiosity and be willing to test new ideas, regardless of thei...
Jan 02, 2025•10 min•Ep. 196
Jordan shares a sneak peek of an exciting new show called The Elements of Money, where CEO Reese Harper and Abby Morton simplify real-world financial questions using the Elements framework. Listen in as they discuss the ins and outs of building an emergency fund, distinguishing between short-term savings accounts and long-term investments, and how to figure out exactly how much liquid cash you need. Whether you’re new to Elements or a long-time user, this client-focused demo reveals how the meth...
Dec 19, 2024•13 min•Ep. 195
Jordan continues his conversation with Abby Morton about developing a financial coaching offering that effectively engages participants—especially in an employer-sponsored context. They delve into the challenges of capturing and sustaining employee interest, even when initial enthusiasm is high. Jordan and Abby explore a framework that includes uncovering and articulating the true pain points clients experience. By helping clients name and understand their financial anxieties, advisors can foste...
Dec 12, 2024•34 min•Ep. 194
Jordan Haines explores how comprehensive financial planning can sometimes distract from the core value proposition that clients truly seek. Drawing from his recent prospecting experiences, Jordan discusses the importance of focusing on clients' acute financial concerns rather than overwhelming them with a broad array of services.
Dec 05, 2024•8 min•Ep. 193
