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/

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.

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.

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.

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.

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.

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:

1. What is your motivation for this program?
2. Why would someone need this service over your core financial planning service?
3. What is the clients’ core job to be done?
4. How will you know if your program is successful for you and for the client?

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.

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.

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.