Matthew Jarvis is the owner of Jarvis Financial, an RIA based out of Seattle that manages $240-million for 170 households. Matthew is incredibly focused on increasing the efficiency and profitability of his firm by systematizing his business processes, thereby delivering even more value to clients.

Listen in as Matthew shares the secret behind more than doubling his AUM over the last four years, including why he made the decision to refer clients who are not a good fit for his firm to other advisors and how he ensures the transition is as smooth as possible. We also discuss how systems have played a big part in the firm’s growth, allowing him to deliver more value to clients while raising his fees accordingly.

For show notes and more visit: https://www.kitces.com/247

Depending on the advice you’re after, you hire a personal trainer, or a lawyer, or a therapist … or a financial “advicer.” That’s the term Michael Kitces’ coined to clarify the difference between fiduciaries and commission-driven advisors.

Michael is Reese’s guest on this episode of the Elementality podcast. XY Planning Network co-founder and iconic thought-leader, Michael explains why the financial services ecosystem is changing as we move from being product-centric to being advice-centric.

Taylor Schulte is the founder of Define Financial, which manages over $120 million in assets and specializes in retirement & tax planning for people over age 50.

He's been named been recognized as a “Top 40 Advisor Under 40” by InvestmentNews and named “The #2 Independent Advisor in the U.S.” by Investopedia.

Taylor hosts Stay Wealthy Retirement, a Forbes Top 10 Retirement podcast.

And in 2020, Taylor co-founded Advisors Growing as a Community, or the AGC. The online community has more than 150 members and generates more than $225,000 in annual recurring revenue.

In this episode, we talk about how Taylor found his initial clients, the short-term and long-term marketing strategies he’s put into place, how he literally structured his client-facing website, how he leverages press mentions, and why an abundance mindset has helped him stand out in a competitive field.

Visit Taylor Schulte's website

Visit the Define Financial website

Learn more about The AGC

Follow Taylor Schulte on Twitter

Join #Tweet100

Full transcript and show notes

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→ #78: Marie Poulin

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"You should raise your prices" is advice you'll frequently hear on this podcast and elsewhere. But it's not that easy to implement.

In this episode, Ron Baker and Alastair McDermott discuss why pricing by the hour is a bad option, and why value pricing is better for the provider and for the client. They cover steps you can  take to do value based pricing, and talk about the importance - and difficulties - of the value conversation.

They also discuss the recurring subscription model, which Ron calls "Value Pricing 2.0"!

“The value conversation is difficult because we've never been taught it, it's not part of the culture of how professionals work. We've always slid an engagement letter across the table with our hourly rate and hope the customer signs it.” -- Ron Baker

🗒️ Show Notes 🗒️

Access all the links mentioned in this episode in the show notes here: 

👉👉 https://therecognizedauthority.com/value-based-pricing/👈👈

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✉️ Subscribe to the email list at TheRecognizedAuthority.com

🎙️  Record a question or voice message for the show at TheRecognizedAuthority.com/question

⭐ Like what you heard? Please help share the podcast by leaving a rating & review

🤗 Connect with Alastair and The Recognized Authority:

➡️ LinkedIn ➡️ Twitter ➡️ YouTube 

Carl Richards of Behavior Gap joins me to talk about why it makes sense for him to sell his new book for $10,000.

Talking Points

• The paradox of working in public every day
• The terror of going from 0 to 1
• Using permission-less projects to get going
• The importance of noticing “tailwind”
• Turning flaws into features
• Using impostor syndrome as a compass
• Reacting to negative feedback about pricing
• How to decide whether to start a podcast

Carl’s Bio

Carl Richards is a Certified Financial Planner™ and creator of the Sketch Guy column, appearing weekly in The New York Times since 2010.

Carl has also been featured on Marketplace Money, Oprah.com, and Forbes.com. In addition, Carl has become a frequent keynote speaker at financial planning conferences and visual learning events around the world.

Through his simple sketches, Carl makes complex financial concepts easy to understand. His sketches also serve as the foundation for his two books, The One-Page Financial Plan: A Simple Way to Be Smart About Your Money and The Behavior Gap: Simple Ways to Stop Doing Dumb Things with Money (Portfolio/Penguin).

His sketches have appeared in a solo show at the Kimball Art Center in Park City, Utah as well as other showings at Parsons School of Design in New York City, The Schulz Museum in Santa Rosa, California, and an exhibit at the Mansion House in London. 

His commissioned work is on display in businesses and educational institutions across the globe.

Find Carl online here:

• https://behaviorgap.com
• https://behaviorgap.com/radio/
• https://www.linkedin.com/in/thinkingcarl
• https://twitter.com/behaviorgap

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Before you go!

The next time someone asks you for your hourly rate, I want you to stop what you're doing and head on over to valuepricingbootcamp.com to sign up for my free value pricing email course.

Hope to see you there!

As a fiduciary advisor, you put client needs first as you help them gain confidence in their plan. But how do they know you care about their progress?

On this episode of the Elementality podcast, Reese and Chad explain why you need to take all client financial data seriously as you track net worth growth. Too many advisors don’t have a process to monitor progress. To build closer relationships you need to be able to acknowledge the milestones clients reach as they work towards their goals.

My guest today, Stephanie Bogan, is here to talk about the key trends that will drive growth in the advisor profession over the next several years. We all know that the pandemic has disrupted the ways advice is marketed and delivered, placing a lot more emphasis on technology and competitive differentiation. Stephanie is here to explore those trends and offer steps for advisors seeking to achieve breakthrough growth.

Hard work and persistence are incredibly important, but not as important as having that underlying belief that you are in control of your own destiny. So when you’re delivering massive value to your clients, what mindset do you have? In this episode, Micah and Matthew will be discussing the importance of believing that you truly are the best in the business - because if you don’t believe it, nobody else will either.

You can find show notes and more information by clicking here: https://bit.ly/3xAE6XV 

Bill Bachrach is the Chairman and CEO of AdvisorRoadMap, a platform that provides training and mentorship to financial advisors to help them better attract and communicate with their ideal clients. Bill is also the creator of the values-based financial planning framework that puts a client’s values and goals at the center of the financial planning conversation, and the creator of the new famous question: “what’s important about money to you?”

Listen in as we dive into how Bill’s famous question gives advisors a powerful way to start meaningful conversations with clients and gives prospects the opportunity to communicate the value that they’re looking for from a financial planning relationship. We also discuss in depth how Bill’s framework helps advisors build more trust and relevance with their clients by teaching them how to listen more, say less, ask better questions, and answer questions more effectively and confidently.

For show notes and more visit: https://www.kitces.com/241

As an advisor, you have superior quantitative skills. Your understanding of finances is advanced well beyond your clients. Unfortunately, that can often result in you overwhelming your clients with data and numbers. To communicate financial planning principles to your clients, it may be time to take a different approach. 

On this episode of the Elementality podcast, Reese and Chad explain how a little creativity and a few simple design tips can help you improve your communication skills