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.

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:

1. Encouraging prospects to be less precise in the information they add
2. Sending a short video explaining the process
3. The “trojan horse” of data gathering
4. Requiring less from people.

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 assessing financial health, helped dentists better understand their current financial situation, even those who already had financial advisors.

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.

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 with potential clients.

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 client's initial investment inquiry into a comprehensive financial planning relationship, addressing deeper financial needs beyond the presenting problem.

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.

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 their source.

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 methodology “acts in the wild” and helps everyday people gain clarity around their finances.

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 foster trust, encourage action, and bring meaningful value at scale. Tune in to learn how focusing on the underlying financial “pain” can enhance your coaching approach and drive better engagement.