The Perfect RIA

In this episode, Matt and Micah explain how to handle client questions about fees without becoming defensive or assuming the relationship is at risk. Using a question from a longtime client, Micah walks through how he prepares, clarifies the concern, and incorporates the conversation into the meeting agenda. They discuss why consistent value delivery and a steady flow of prospects help advisors approach these conversations with confidence. Matthew and Micah also explore how a menu of services and a forward-looking planning cycle can make ongoing value more visible. The episode closes with a reminder to practice difficult conversations and welcome fee questions as an opportunity to help clients make informed decisions. What to Say When Clients Ask About Fees [Episode 369] Resources - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Get the Surge Toolkit - Learn More about our Coaching Programs

In this episode, Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain why rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice. From reviewing communication history and completed tasks to practicing with the actual reports and technology, they share what needs to happen before the client arrives. Matthew and Micah then walk through the opening minutes of a meeting: greeting clients, asking about their concerns, listening without rushing, and agreeing on an agenda. They also explore how repeating clear messages about cash flow, guardrails, and retirement goals shapes client expectations and keeps conversations focused on what matters. Exactly What to Say in Client Meetings [Episode 367] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Get the Surge Toolkit - Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Michael Joyce from Calamos Investments to discuss how advisors can stand out by delivering practical, personalized value. Michael shares how he moved beyond product pitches and entertainment to become a resource for advisors, drawing on books, business coaching, and conversations with top producers. He breaks down his book-gifting approach, pairing a handwritten note with a specific page recommendation that connects to the recipient's life or business. The conversation explores why consistent follow-up matters more than a single gesture, how wholesalers can share useful practice-building ideas, and how weekly accountability and intentional habits help turn good intentions into action. Standing Out Through Personalized Value With Michael Joyce Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Michael Joyce: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matthew welcomes back Michael Belluomini and Liam Heffernan from Carson to discuss what it takes to prepare for a practice sale or partnership. They explain the time commitment, the importance of clean financial data, and how a banker can help advisors navigate the process without losing focus on growth. The conversation also covers the emotional side of selling, questions to ask advisors who have already made the transition, and what buyers look for beyond the numbers. Michael and Liam emphasize that strong teams, documented organic growth, and cultural fit matter more than chasing headline multiples. Preparing Your Practice for a Sale With Michael Belluomini and Liam Heffernan Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Michael Belluomini: Website | LinkedIn - Liam Heffernan: Website | LinkedIn - Explore a partnership with Carson - Learn More about our Coaching Programs

In this episode, Matthew welcomes back Ted Jenkin to discuss the current landscape of financial advisory deals, the importance of professional guidance in selling practices, and effective marketing strategies for advisors. Ted shares insights on minority deals, the significance of time and money investment in marketing, and his journey to media appearances. The conversation also touches on the future of the financial advisory industry and the need for advisors to adapt to changing market conditions. The Importance of Professional Guidance in Selling Practices With Ted Jenkin Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Ted Jenkin: LinkedIn | Website - Get your practice valuation HERE - Learn More about our Coaching Programs

In this episode, Tracy Lownsberry discusses the complexities of annuities, emphasizing the importance of transparency from carriers regarding renewal rates. He differentiates between income-driven and performance-driven annuities, explaining how to educate clients on their options. Tracy shares his marketing strategies for annuity education and the significance of technical knowledge in the financial planning process. In this conversation, Tracy discusses the critical aspects of financial planning, particularly focusing on annuities and the importance of understanding client needs. He emphasizes the distinction between suitability and ethics in financial advice, the necessity of liquidity, and the importance of identifying the specific problems clients face. Tracy also introduces his training program, Annuity Giants, aimed at educating financial advisors. The discussion further explores how to address client concerns regarding annuities and the value of prioritizing time over money in the advisory process. Navigating the Annuity Landscape With Tracy Lownsberry Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Tracy Lownsberry: Website | LinkedIn - www.theannuitygiants.com - Learn More about our Coaching Programs

In this episode, the hosts discuss the importance of understanding client needs and objections in the prospecting process. They emphasize creating a welcoming environment for prospects, addressing DIY mentalities, and the significance of building credibility and integrity in client relationships. The conversation highlights the transformative potential of financial guidance and the necessity of ensuring clients feel valued and understood. In this conversation, Micah and Jarvis discuss the importance of building trust with clients through transparent practices such as offering refunds and addressing objections. They emphasize the need for financial advisors to have a clear process for delivering value and to navigate client concerns with integrity. The discussion also highlights the significance of preparation and experience in client meetings, ensuring that advisors can provide meaningful insights and support. Creating Welcoming Spaces for Clients [Episode 364] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

When mistakes happen in a financial practice, advisors often panic and accidentally compound the issue. To successfully handle errors, advisors must immediately pause, gather facts, and take full ownership without making excuses. By maintaining proactive client communication and documenting solutions, advisors protect trust and preserve client relationships. Things Will Go Wrong: Now What? [Episode 363] Resources in today's episode: Resources - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, hosts Matt and Micah discuss the critical importance of delivering value to clients in financial planning. They explore the concept of value adds, emphasizing the need for advisors to simplify processes and proactively engage with clients. The conversation covers various strategies for implementing value adds, overcoming complacency, and addressing the fears that prevent advisors from raising fees or changing their practices. The hosts provide practical examples of effective value adds, such as beneficiary reviews and buckets reports, and highlight the significance of regular communication and proactive planning in building strong client relationships. You're Choosing Not To Deliver Value [Episode 362] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, hosts Matthew Jarvis and Micah Shilanski delve into the complexities of productivity, particularly focusing on email management and setting client expectations. They discuss the inherent costs of productivity, the importance of intentional time management, and the need to differentiate between high-value and low-value tasks. The conversation emphasizes the significance of establishing clear communication policies with clients and the role of mastermind groups in enhancing productivity. The hosts encourage listeners to adopt practices that prioritize meaningful work over busywork, ultimately leading to greater success and fulfillment in their professional lives. Email Management: A Double-Edged Sword [Episode 361] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Micah and Matt discuss the critical role of setting client expectations in financial advising, particularly in the context of estate planning. They explore how unspoken expectations can lead to frustrations and resentments, emphasizing the importance of clear communication. The conversation delves into the challenges advisors face in setting expectations, the necessity of transparency, and how business decisions can impact client trust. The hosts provide actionable insights for advisors to improve their practices by establishing clear expectations and maintaining open lines of communication with clients. Don't Worry, The Estate Planning is Done [Episode 360] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs