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 build...
May 23, 2024•35 min
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 uni...
May 20, 2024•31 min•Ep. 257
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 deli...
May 17, 2024•7 min
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 tailore...
May 16, 2024•30 min
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...
May 13, 2024•29 min•Ep. 256
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 a...
May 10, 2024•7 min
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 ...
May 09, 2024•31 min
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 t...
May 06, 2024•29 min•Ep. 255
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 ...
May 03, 2024•8 min
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 ...
May 02, 2024•30 min
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, ...
Apr 29, 2024•22 min•Ep. 254
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 [Episod...
Apr 26, 2024•7 min
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...
Apr 25, 2024•28 min
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 als...
Apr 22, 2024•22 min•Ep. 253
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 const...
Apr 19, 2024•9 min
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 tod...
Apr 18, 2024•35 min
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 ...
Apr 15, 2024•28 min•Ep. 252
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 g...
Apr 12, 2024•7 min
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 Val...
Apr 11, 2024•26 min
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...
Apr 08, 2024•26 min•Ep. 251
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 c...
Apr 05, 2024•9 min
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,...
Apr 04, 2024•37 min
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...
Apr 01, 2024•34 min•Ep. 250
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 boundar...
Mar 29, 2024•8 min
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 pe...
Mar 28, 2024•39 min
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 Re...
Mar 25, 2024•26 min•Ep. 249
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:...
Mar 22, 2024•8 min
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 ...
Mar 21, 2024•31 min
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 si...
Mar 18, 2024•36 min•Ep. 248
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 ...
Mar 15, 2024•8 min
