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...
Mar 14, 2024•26 min
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 | L...
Mar 11, 2024•30 min•Ep. 247
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 fina...
Mar 08, 2024•9 min
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 a...
Mar 07, 2024•37 min
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...
Mar 04, 2024•28 min•Ep. 246
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 - Master...
Mar 01, 2024•9 min
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...
Feb 29, 2024•30 min
Matt and Micah are sharing a sneak peek of an upcoming masterclass focused on perfecting the prospect process. The duo reflects on their past experiences, including awkward encounters and struggles to convey value to prospects. The key takeaway: it all boils down to creating a sense of value in the prospect's mind. Discover the crucial elements of a successful first in-office appointment, where every detail, from communication beforehand to the receptionist's warm greeting, plays a vital role. L...
Feb 26, 2024•21 min•Ep. 245
In this recap episode, we’re sharing why Monday’s guest, Aaron Walker, believes entrepreneurs need to break out of isolation, seek support from others, and how joining a mastermind group transformed his life. We’ll also recap the challenges of nepotism in the workforce and the importance of working for someone else before joining a family business. Resources in today's episode: - Episode Website - The Power of Masterminds with Guest Aaron Walker - Should I Let My Kids Work For Me?...
Feb 23, 2024•9 min
In this episode, Jamie discusses the concept of nepo babies and the importance of teaching children the value of hard work, honesty, and kindness. She shares personal stories and experiences from her own family, highlighting the challenges and benefits of being raised in a family business. Jamie emphasizes the need for children to work for other companies first to gain valuable experience and avoid the perception of entitlement. Should I Let My Kids Work For Me? Resources in today's episode: - F...
Feb 22, 2024•36 min
In this episode, Aaron Walker joins Matt to discuss the importance of mastermind groups and their transformative power on entrepreneurs' lives. Aaron shares the value and need for vulnerability, transparency, and trust within these groups and the benefits of diverse perspectives and experiences. He also highlights the impact of unhealed wounds and the misguided thoughts around self-preservation that can hinder personal growth. Aaron provides insights into the structure and format of a mastermind...
Feb 19, 2024•27 min•Ep. 244
In this episode, Amber recaps Matt and Micah’s conversation about being prepared for emergencies and disasters in both personal and professional life and the illusion of knowing what to do in a crisis. It’s important to prepare for emergencies in your practice, such as employee turnover or loss of clients. In addition, she recaps Jamie’s tips for preparedness, the importance of having a disaster recovery plan, and why you need to be cautious about taking advice from people without knowledge or e...
Feb 16, 2024•9 min
In this episode, Jamie shares a story about a boating incident and highlights the importance of preparedness, clear communication, and the dangers of unsolicited advice. She emphasizes the need for disaster recovery drills and simulations in both personal and professional settings. Jamie also encourages people to be critical of those who offer advice without understanding the full context of a situation. And most importantly, by practicing and debriefing after actions, individuals and teams can ...
Feb 15, 2024•39 min
In this episode, Matt and Micah discuss the importance of being prepared for emergencies in both personal and professional settings. Through an experience of witnessing a boat capsizing, they highlight the illusion that people will automatically know what to do in a crisis. They emphasize the need to be your own first responder, to not rely solely on others for help, and the dangers of thinking nothing could ever happen to you - instead, be ready with a plan! Resources in today's episode: - No O...
Feb 12, 2024•32 min•Ep. 243
In today’s episode, we’re recapping this week’s highlights. We’re revisiting the prospect process with Monday’s guest, John Barron, and the importance of educating prospects and highlighting an advisor's unique value to avoid commoditization. In addition, we’re recapping employee compensation and how both employees and employers can navigate through that process, as well as the recommendation for employees to focus on becoming indispensable. Resources in today's episode: - Episode Website - Crea...
Feb 09, 2024•9 min
In this episode, Jamie dives into employee compensation and the hurdles they encounter while negotiating salaries. She emphasizes the significance of making yourself indispensable within an organization, suggesting that employees concentrate on enhancing their areas of improvement. The discussion extends to the advantages of working in a traditional office setting and how family dynamics can influence one's productivity at work. Jamie's advice to employees centers around the timing of negotiatio...
Feb 08, 2024•50 min
In this episode, Matthew Jarvis and special guest John Barron discuss the importance of creating an educated and informed decision-making process for prospective clients. John emphasizes the need to differentiate yourself from competitors and educate clients about the unique value you provide. By guiding clients through a safe and pressure-free process, Financial Advisors can build trust and help clients make decisions that align with their values and goals. Creating a Prospect Process that Work...
Feb 05, 2024•30 min•Ep. 242
In this episode, we’re recapping the importance of managing alerts and notifications to improve productivity and mental well-being, as well as exploring strategies for managing calendars and transitioning to vacation. We’re also covering the dos and don'ts of firing and handling resignations, and the importance of clear communication and setting expectations. Resources in today's episode: - Episode Website - Only Fools Get Alerts [Episode 241] - How to Fire Someone...
Feb 02, 2024•11 min
In this episode, Jamie Shilanski discusses the challenges of firing employees and handling resignations in a professional and respectful manner. Jamie shares her personal do's and don'ts for firing employees, emphasizing the importance of clear expectations, accountability, and avoiding drama. She also provides insights on the process of transitioning out employees who resign, including the importance of setting a positive tone and communicating the plan to team members and stakeholders. How to ...
Feb 01, 2024•49 min
In this episode, Micah and Matt discuss the destructive nature of alerts and notifications on your productivity and mental well-being. They emphasize the importance of separating acceptable notifications from overwhelming ones and creating a team communication policy. They also share strategies for managing calendars and travel and using tools like scheduled summaries to transition between work and personal modes. They highlight the need for accountability in addressing the addictive nature of d...
Jan 29, 2024•35 min•Ep. 241
In this recap episode, we’re highlighting the backdoor Roth contribution strategy, the importance of correct reporting on tax returns, and the need for a proactive advisor in managing client accounts. We’ll also explore the dynamics of middle-class success and those who embrace failure as a learning tool and prioritize nodal networking. Lastly, we’re getting into the real deal behind confirmation bias and understanding System One and Two thinking to help you become a better financial advisor. Re...
Jan 26, 2024•11 min
In this podcast episode, Jamie Shilanski is digging into the the power of confirmation bias and its role in becoming a better financial advisor. Using astrological signs, Jamie illustrates how confirmation bias influences our beliefs about ourselves. She draws on Angela Duckworth's research, explaining the interplay between system one (instantaneous, subconscious) and system two (slower, intentional) thinking. She explores how this concept extends to marketing and buying decisions, revealing tha...
Jan 25, 2024•31 min
In this episode, Matt is joined by Lewis Schiff from Birthing of Giants. Lewis, a natural entrepreneur, questioned the disparity in outcomes among middle-class individuals. His research, culminating in the book "The Middle-Class Millionaire," explored why only one in ten managed to break into the top echelons of wealth. The crux of his coaching philosophy lies in understanding the distinctive approach of the self-made wealthy, the true drivers of economic change. These individuals, Lewis emphasi...
Jan 24, 2024•26 min
In this podcast episode, Matt is joined by Steven Jarvis from Retirement Tax Services (RTS) to discuss a commonly misunderstood tax strategy and how you can add value to your clients through tax planning. Through talking about a critical tax strategy involving backdoor Roth contributions, they stress the importance of correctly reporting on tax returns and highlight common mistakes, such as errors in the 8606 form and issues when clients change tax preparers. The conversation explores pitfalls i...
Jan 22, 2024•29 min•Ep. 240
In this episode, we’re recapping the critical aspects of maximizing profitability with insights on making your practice not only sustainable but truly profitable. Discover the often overlooked importance of estate planning and how it contributes to the longevity of your success. Dive into the intricacies of hiring and team building, understanding the pivotal role a strong team plays in your business growth. Resources in today’s episode: - Episode Website - What Does Profitability Really Look Lik...
Jan 19, 2024•13 min
In this episode, Jamie discusses the intensity surrounding the work her office does nature of work and how her team has fully embraced it. She emphasizes the critical importance of having a team that is highly motivated and passionate. Jamie also provides invaluable insights on effectively managing non-team players and the challenges of hiring and onboarding new team members. She firmly stresses the need to empower non-team players and establish a comprehensive onboarding process to ensure the t...
Jan 18, 2024•32 min
In this episode, Matt is joined by Yohance Harrison to discuss the profound importance of estate planning, driven by Yohance's personal experience assisting a client on her deathbed in 2020. Yohance shares how over 50% of Americans pass away without an estate plan and stresses the need for critical documents like wills and powers of attorney. Yohance also talks about how he leverages client interactions to generate referrals. By discussing beneficiaries and powers of attorney, he opens opportuni...
Jan 17, 2024•29 min
In this episode, Micah and Matt discuss the importance of profitability in financial advisory practices and why it's needed to ensure financial stability and the ability to weather economic downturns. They share insights on hiring and team management, highlighting the importance of hiring strategically and setting benchmarks for growth. They’re also cautioning against wasteful spending and why you need to invest in activities that have proven to be successful and involve things you’re willing to...
Jan 15, 2024•34 min•Ep. 239
In this episode, we’re recapping this week’s episodes. We’ll cover identifying prospects, setting yourself apart from other advisors, tracking prospect nos, using a virtual assistant for marketing, and helping younger people set goals. Prospect Process - Why Prospects Say No [Episode 238] Virtual Assistants: Maximizing Marketing Momentum with Guest Amy Appleton Empowering Futures: Goal-Setting Strategies for Young Adults Cracking the Code on Prospects, Marketing VAs, and Goal Setting for Kids...
Jan 12, 2024•13 min
In this episode, Jamie Shilanski discusses the importance of goal setting for young people and how to help them establish and work towards their goals. Jamie provides a step-by-step process for goal setting and offers tips on accountability. She also encourages listeners to seek guidance and support from others in the goal-setting process. Empowering Futures: Goal-Setting Strategies for Young Adults...
Jan 11, 2024•33 min
