Afleveringen
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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 -
Zijn er afleveringen die ontbreken?
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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
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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.
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In this episode, Amber first reviews the key takeaways from Monday’s episode where Jonathan Reynolds shared his key tips to helping your team members stay long-term . She discusses the importance of recruiting and retaining A players by showing them a clear plan and path for their career growth. She also highlights the significance of supporting team members and giving back to the community. Additionally, she explores the strategy of charging for prospect meetings and the value it brings to financial advisors.
Resources in today's episode:
- Episode Website
- Hiring And Retaining Top Talent with Guest Jonathan Reynolds [Episode 246]
- Charging For Prospect Meetings -
In this episode, Jamie discusses the importance of charging for initial prospect consultations. She shares the background of Shilanski and Associates, and explains how they began charging for prospect meetings. Jamie emphasizes the value that financial advisors provide and challenges the mindset that their services should be given away for free. She outlines the process of charging for consultations and highlights the focus on delivering value to prospects. Jamie also addresses common concerns and misconceptions about charging for initial meetings and emphasizes the importance of consistency and integrity in pricing.
Charging For Prospect Meetings
Resources in today's episode:
- Shilanski and Associates Initial Consultation Agreement
- Jarvis Financial Sleep On It Process -
Jonathan Reynolds, CEO of Titus Talent, joins Matt to discuss the importance of not only finding employees, but how to keep them long term. Jonathan shares why as a business owner, you need to provide employees with a clear career path and show them what's next in their professional development. Jonathan suggests that hiring and retaining A-players is best achieved by aligning their career trajectory with the company's future plans. He also highlights the significance of generosity in attracting and retaining talent, and the positive impact it can have on company culture and relationships.
Hiring And Retaining Top Talent with Guest Jonathan Reynolds [Episode 246]Resources in today's episode:
- Matt Jarvis: Website | LinkedIn
- Jonathan Reynolds: Website | LinkedIn
- Titus Talent Strategies
- Right Seats, Right People by Jonathan Reynolds
- Generosity Guide -
In this episode, we’re recapping the importance of improving prospect processes and setting the stage for the first meeting. Advisors need to create a positive environment and approach prospects with confidence, and that first meeting with the prospect is crucial, so how do you make it successful? We’re also sharing how to identify good-fit prospects and the importance of marketing and consistency.
Resources in today's episode:
- Episode Website
- Setting the Stage For Prospect Meetings - Masterclass Sneak Peek! [Episode 245]
- Prospecting That Works for Advisors
- Don’t miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed. -
Looking for prospecting help? Jamie’s ready to share guidance on marketing and how to identify the right fit for your services. Discover the importance of consistency in marketing and the need to persist in strategies that work. Learn about goal planning, setting realistic targets, and the significance of discipline in achieving success as Jamie shares practical tips to ensure your marketing efforts stand the test of time.
Prospecting That Works for Advisors
Resources in today's episode:
- Niche Slapping Time
- Don’t miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed. -
Matt and Micah are sharing a sneak peek of an upcoming masterclass focused on perfecting the prospect process. The duo reflects on their past experiences, including awkward encounters and struggles to convey value to prospects. The key takeaway: it all boils down to creating a sense of value in the prospect's mind.
Discover the crucial elements of a successful first in-office appointment, where every detail, from communication beforehand to the receptionist's warm greeting, plays a vital role. Learn the importance of a positive environment and stacking everything in your favor, even the seemingly small details, to create a favorable impression.Setting the Stage For Prospect Meetings - Masterclass Sneak Peek! [Episode 245]
Resources in today's episode:
- Matt Jarvis: Website | LinkedIn
- Micah Shilanski: Website | LinkedIn
- Ritz Carlton Training
- Don’t miss out on our upcoming Prospect Process Masterclass. Contact [email protected] to stay informed. -
In this recap episode, we’re sharing why Monday’s guest, Aaron Walker, believes entrepreneurs need to break out of isolation, seek support from others, and how joining a mastermind group transformed his life. We’ll also recap the challenges of nepotism in the workforce and the importance of working for someone else before joining a family business.
Resources in today's episode:
- Episode Website
- The Power of Masterminds with Guest Aaron Walker
- Should I Let My Kids Work For Me? -
In this episode, Jamie discusses the concept of nepo babies and the importance of teaching children the value of hard work, honesty, and kindness. She shares personal stories and experiences from her own family, highlighting the challenges and benefits of being raised in a family business. Jamie emphasizes the need for children to work for other companies first to gain valuable experience and avoid the perception of entitlement.
Should I Let My Kids Work For Me?
Resources in today's episode:
- Family Offices: An Interview with Floyd Shilanski -
In this episode, Aaron Walker joins Matt to discuss the importance of mastermind groups and their transformative power on entrepreneurs' lives. Aaron shares the value and need for vulnerability, transparency, and trust within these groups and the benefits of diverse perspectives and experiences. He also highlights the impact of unhealed wounds and the misguided thoughts around self-preservation that can hinder personal growth. Aaron provides insights into the structure and format of a mastermind group and encourages listeners to consider joining one to enhance their personal and professional lives.
The Power of Masterminds with Guest Aaron Walker
Resources in today's episode:
- Matt Jarvis: Website | LinkedIn
- Aaron Walker: LinkedIn | Website
- View from the Top Book by Aaron Walker
- View from the Top Iron Sharpens Iron Mastermind - Learn More!
- What Works Wednesday with Aaron Walker -
In this episode, Amber recaps Matt and Micah’s conversation about being prepared for emergencies and disasters in both personal and professional life and the illusion of knowing what to do in a crisis. It’s important to prepare for emergencies in your practice, such as employee turnover or loss of clients. In addition, she recaps Jamie’s tips for preparedness, the importance of having a disaster recovery plan, and why you need to be cautious about taking advice from people without knowledge or experience in a given situation.
Resources in today's episode:
- Episode Website
- No One Will Fix It For You
- Sinking Ships - Laat meer zien