The Perfect RIA

As an advisor, you get the opportunity to transform someone's life in just one hour. But the key is to make sure you're spending that hour as wisely as possible. So today, Matthew and Micah dive into what to do in prospect meetings and how to improve the value you add during those meetings.

Listen in as the guys discuss some of the common issues that pop up in prospect meetings, as well as how you can avoid key mistakes. You'll get tips on listening better, understanding your clients' needs, and delivering value from the start. They also share from their own experiences with prospects to help you get a better understanding of how to block out distractions and get to the core issues your client needs to address. Throwback: Show Me The Beef! [Episode 250] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn | Twitter - Estate Planning Masterclass - Junior Advisor Masterclass

In this episode, Amber discusses the key takeaways from a recent podcast episode with a special guest, David Gow. David and Matt explored the role of a financial advisor and the importance of building trust with clients. David emphasizes the power of asking the right questions and understanding each client's unique needs. Amber also shares insights from Jamie on Surge scheduling and the importance of being intentional with client meetings. She highlights the need for recovery and setting boundaries to avoid fatigue.

Resources in today's episode: - Episode Website - Client Relationships And Connections With Guest David Gow [Episode 249] - How Surge Fails - Join us for TPR LIVE on September 25th! - Looking for more virtual training? Sign up for our Junior Advisor Masterclass

In this episode, Jamie shares how Surge can go off the rails. She emphasizes how advisors must deliver massive value to clients, be intentional with time, and run a profitable practice. The concept of Surge, which is time blocking on steroids, is introduced as a way to meet with clients and prospects when it makes the most sense in their lives. Still, with this, Jamie points out the importance of creating inflexible surge rules and conducting after-action reports to evaluate and improve surge performance.

How Surge Fails Resources in today's episode: - The Tipping Point by Malcolm Gladwell - Jordan B Peterson Podcast - Worlds to Conquer - When I Surge, You Surge, We Surge

In this episode, David Gow, a financial planner from Scotland, joins Matthew Jarvis to share his client meeting process. Matt and David discuss the similarities in financial planning processes across different countries and the importance of building trust with clients. David shares his experience of self-reflection and how it led to a deeper understanding of his clients' needs and highlights the value of asking powerful questions and ending client meetings with an empathetic question.

Client Relationships And Connections With Guest David Gow [Episode 249] Resources in today's episode:

- The Complexity Curve with Guest Paul Saganey - Two Most Important Parts of a Surge Meeting

In this recap episode, Amber discusses the importance of intentional communication with clients and the value of simplifying complex topics. She then explores the topic of Roth conversions and taxes, emphasizing the need for annual conversations with clients. Amber then transitions to the implementation of Surge meetings, the benefits they provide for clients and advisors, and when is the best time to schedule them throughout the year.

Resources in today's episode: - Episode Website - Throwback: Roth Conversions [Episode 248] - The Perfect Surge Dates

In this episode, Jamie discusses the concept and implementation of Surge, as well as when is the most appropriate time for Surge meetings. Surge is a time-blocking strategy that allows advisors to optimize their schedules and deliver value to clients. Jamie shares the origins of Surge and how it has evolved over the years within their office. She's also sharing a detailed surge schedule that includes specific months for surge periods based on when it works best for the client and allows them to be at their best.

The Perfect Surge Dates

Sometimes we can get caught up in our own heads in a way that keeps us from focusing enough on the end client delivery. So today, Matthew and Micah share how they have gotten caught up on their own ideas and discuss how this often happens when it comes to Roth conversions—and what to do about it. Listen in to hear how they navigate this issue, what kinds of communication methods help, and what you can do to ensure clients are better prepared to take advantage of Roth conversions.

When clients sit down and hear you recite everything you know about this topic, there will certainly be less understanding than if you knew how to communicate the idea succinctly and purposefully to them. Don't miss the guys' tips on how to do this more effectively and how to help clients make the most educated and informed decisions. You'll also learn why less is often more, how to not overcomplicate things, and where many advisors screw things up. Throwback: Roth Conversions [Episode 248] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn | Twitter - Retirement Tax Services - Estate Planning Masterclass

In this episode, we're recapping this week's discussion on sales and communication in the financial advisory industry and how effective communication is not about forcing someone to buy something but rather about understanding and helping clients achieve their goals. We also review the importance of building a proper prospect process and avoiding common pitfalls in prospect meetings.

Resources in today's episode: - Episode website - Communication, Not Sales [Episode 247] - When Prospecting Goes Wrong - Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.

In this episode, Jamie discusses what happens when prospect meetings go wrong and provides insights on avoiding these situations. She emphasizes the importance of having a properly built prospect process and using a CRM as a brain trust for the organization. Jamie explains the concepts of blueprints, processes, and tasks and highlights the need for clear and consistent documentation. She also discusses the consequences of breaking the process and provides strategies for avoiding unwanted clients.

When Prospecting Goes Wrong Resources in today's episode: - Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.

Summary: In this episode, Micah and Matt discuss the importance of effective communication with clients and prospects in your financial planning practice. They debunk the negative connotations associated with sales and emphasize the need for good, practiced communication skills. They highlight the role of role-playing in improving communication and stress the importance of having a consistent process. Communication, Not Sales [Episode 247] Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Micah Shilanski: Website | LinkedIn - Ready to get training from Matt and Micah in person? Join us on September 25th in Arizona for The Perfect RIA LIVE.