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.

Jordan Haines explores how comprehensive financial planning can sometimes distract from the core value proposition that clients truly seek. 

Drawing from his recent prospecting experiences, Jordan discusses the importance of focusing on clients' acute financial concerns rather than overwhelming them with a broad array of services.

Jordan shares how simply helping prospects understand their financial situation can create those powerful "aha" moments.

Jordan dives into why orientation might just be your new secret sauce, offering a fresh value proposition that cuts through the noise. Tune in to discover how explaining over advising can transform your practice and foster deeper client relationships.

Carl Richards and Reese Harper talk about the opportunity advisors have to simplify their services and concentrate on the core value of human interaction. 

They discuss how the traditional comprehensive financial planning model may not meet the needs of most people and how reimagining the delivery of financial advice can help advisors reach a broader market and make a greater impact. If you're interested in learning how to serve more clients by honing in on what truly matters, this episode is a must-listen.

In this episode Jordan explores whether every client truly needs a full-fledged financial plan or if advisors are simply wielding a hammer that makes every problem look like a nail. 

He shares insights into how he identified Elements’ core value proposition from interviews with top advisors who identified the Elements Scorecard as their most valuable tool. Advisors should ask themselves and their clients two critical questions: What is the most valuable thing you do, and why is it valuable? 

Tune in to discover how focusing on what clients genuinely need can transform your practice and client relationships.

Jordan Haines and Abby Morton dive into the emerging field of financial coaching as a standalone service. Abby shares a compelling story of how a simple one-hour coaching session transformed her friend's financial outlook without the need for ongoing planning or comprehensive wealth management. 

Together, they explore the differences between financial coaching and traditional financial advising, discussing how coaching focuses on immediate client needs like cash flow management, debt reduction, and financial health, without delving into investments or insurance. 

They address the industry's need to define financial coaching clearly and consider how it can be integrated into existing practices or offered as a separate service. If you're a financial advisor looking to expand your services, reach a broader audience, and provide value in new ways, this episode offers valuable insights into the potential of financial coaching.