Reese Harper and Abby Morton break down how to help young professionals just starting their financial journey. Through the case study of a young working professional they discuss practical strategies for building wealth, from establishing emergency savings to growing income potential.

The conversation offers valuable insights for both advisors working with early-career clients and young professionals seeking to establish a strong financial foundation.

Jordan explores the concept of "solving for chaos" in financial advisory services. Drawing from his experience at Dentist Advisors, Jordan discusses how identifying and addressing financial chaos through organized, intentional processes can transform client relationships and deliver meaningful value.

Jordan dives into the fourth and final component of client perceived value: price. He explores why pricing isn't usually the real problem when clients object to costs, but rather a symptom of not effectively communicating value. Through personal experiences at Elements and as a financial advisor, Jordan demonstrates how understanding and confidently solving core client problems leads to natural price justification.

This episode completes a four-part series examining the essential components of client perceived value: understanding the problem, providing the right solution, establishing trust, and justifying price.

Jordan discusses the third component of client-perceived value: people. In addition to building trust and confidence with prospects, a financial advisors objective is to generate certainty that you and your firm will apply your services to solve their problems.

Jordan also discusses the importance of positioning you and your firm in the minds of prospects compared to other financial professionals.

Jordan explores how to help prospects understand how a financial advisor’s service can solve their core job to be done, rather than just treating symptoms.

In this episode you’ll learn the importance of sequencing your service description after problem diagnosis, how to effectively position yourself in the minds of your prospects, and how to achieve service clarity through the three-ten framework.

Jordan explores the first of four components of customer perceived value: identifying and isolating the core problem⁠. Through relatable examples and personal experiences, Jordan discusses why understanding the fundamental problem, rather than just addressing symptoms, is crucial for clients to see the true value in financial services⁠.

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.