Michael Kitces, MSFS, MTAX, CFP and Carl Richards, CFP

Kitces and Carl - Real Talk for Real Financial Advisors

Business EN ↓ 194 episodes

A no-holds barred conversation for Real Financial Advisors with industry nerd Michael Kitces and client communication expert Carl Richards. One draws with a Sharpie, the other nerds out with spreadsheets, and both provide you with unique perspectives so that you can more effectively communicate with and serve your clients, run a more fulfilling practice, and maintain a healthier lifestyle.

Author

Michael Kitces, MSFS, MTAX, CFP and Carl Richards, CFP

Episodes

Is It Ever Appropriate To Engage Clients With Fear Of Adverse Outcomes To Persuade Them To Action?: Kitces & Carl Ep 194 09.07.2026 38:51

In the 194th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss the ongoing debate surrounding fear-based marketing tactics. For full show notes, see kitces.com and thesocietyofadvice.com .

When Clients Would Rather Feel More Financially Successful Than Take Action To BE More Successful: Kitces & Carl Ep 193 25.06.2026 32:56

In the 193rd episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss the challenge of motivating clients to take difficult but necessary action toward their goals. For full show notes, see kitces.com and thesocietyofadvice.com .

Balancing Between The Art Of Serving Clients Creatively And Optimizing For Business Outcomes: Kitces & Carl Ep 192 11.06.2026 32:22

In the 192nd episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how advisors can stay creative without losing sight of the business side of things. For full show notes, see kitces.com and thesocietyofadvice.com .

Challenges In Engaging The 'Disengaged' Spouse Of A Client Couple: Kitces & Carl Ep 191 28.05.2026 35:06

In the 191st episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how to navigate working with couples when one partner is checked out. For full show notes, see kitces.com and thesocietyofadvice.com .

The Advisor Talent Shortage: Will AI Solve... Or Exacerbate It?: Kitces & Carl Ep 190 14.05.2026 31:37

In the 190th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how artificial intelligence could reshape the industry—and why one possible outcome may not be as appealing as it seems. For full show notes, see kitces.com and thesocietyofadvice.com .

Navigating Change Fatigue With And While Serving Clients: Kitces & Carl Ep 189 30.04.2026 43:35

In the 189th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how to support and guide clients when things feel uncertain. For full show notes, see kitces.com and thesocietyofadvice.com .

The Remarkable Liquidity Of Financial Advisory Firms When Planning Your Own Advisor Retirement: Kitces & Carl Ep 188 16.04.2026 38:32

In the 188th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss what steps advisors can begin taking today to position themselves for a successful sale in the future. For full show notes, see kitces.com and thesocietyofadvice.com .

Mitigating Risk From (Litigious) Clients When Your Advisor Team Grows Beyond You: Kitces & Carl Ep 187 02.04.2026 34:49

In the 187th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss the safeguards firms can put in place to protect themselves from legal risk, especially as they grow. For full show notes, see kitces.com and thesocietyofadvice.com .

Communicating The Value Of Financial Planning That Clients Don't Come For In The First Place: Kitces & Carl Ep 186 19.03.2026 34:09

In the 186th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss effective ways to convey the real value of financial planning so it genuinely resonates with clients. For full show notes, see kitces.com and thesocietyofadvice.com .

The Financial Planning Value Disconnect When Clients Don't Appreciate The Long-Term Benefits: Kitces & Carl Ep 185 05.03.2026 39:25

In the 185th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss what clients truly value in their relationships with financial advisors. For full show notes, see kitces.com and thesocietyofadvice.com .

The (Unexpected) Ways AI Is Changing Content Marketing For Financial Advisors: Kitces & Carl Ep 184 19.02.2026 28:37

In the 184th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how artificial intelligence has made content marketing simultaneously more accessible and more challenging than ever. For full show notes, see kitces.com and thesocietyofadvice.com .

Should Advisors Provide Opinionated Advice Or Coach Clients To Choose Their Own Path?: Kitces & Carl Ep 183 05.02.2026 36:14

In the 183rd episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss whether it's more effective to give clients clear, step-by-step guidance or empower them to become the heroes of their own stories. For full show notes, see kitces.com and thesocietyofadvice.com .

Why Advisor Succession Plans Fail: Retirement Age Is Peak Advisor Happiness: Kitces & Carl Ep 182 22.01.2026 35:31

In the 182nd episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss the happiest time in an advisor's career—and how that may be fueling the industry's succession planning gap. For full show notes, see kitces.com and thesocietyofadvice.com .

Helping Clients With AI Bubble Fears To Stay The Course: Kitces & Carl Ep 181 08.01.2026 42:28

In the 181st episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how to thoughtfully address client fears and uncertainties about the rapidly evolving AI landscape. For full show notes, see kitces.com and thesocietyofadvice.com .

Aligning Your Capital With What's Important To You By Focusing On Where You PAY Attention: Kitces & Carl Ep 180 25.12.2025 33:48

In the 180th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss the four sources of capital—and how the way you use them reveals your true priorities versus your stated ones. For full show notes, see kitces.com and thesocietyofadvice.com .

Holding Back From Hiring Associate Advisors Out Of Fear They're Just Going To Move On: Kitces & Carl Ep 179 11.12.2025 33:20

In the 179th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss the common angst advisors feel about the idea of their associate advisors eventually leaving to build teams of their own. For full show notes, see kitces.com and thesocietyofadvice.com .

Helping Retired Clients To Actually Start Spending (And Enjoying) Their Money: Kitces & Carl Ep 178 27.11.2025 31:15

In the 178th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss why many retirees struggle to spend the money they spent a lifetime saving—and how advisors can help. For full show notes, see kitces.com and thesocietyofadvice.com .

Ways To Say 'No' To Avoid Making Yourself Too Busy: Kitces & Carl Ep 177 13.11.2025 38:31

In the 177th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss why learning to say "no" can be game-changing—and how to do it without all the guilt. For full show notes, see kitces.com and thesocietyofadvice.com .

Ways To Say 'Yes' Sustainably To Prospects In Need Who Don't Fit Your Minimums: Kitces & Carl Ep 176 30.10.2025 34:32

In the 176th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how to support clients who need financial guidance but can't afford traditional advisory fees. For full show notes, see kitces.com and thesocietyofadvice.com .

Visual Sketches As Conversation Starters To Help Clients Make Better Financial Decisions: Kitces & Carl Ep 175 16.10.2025 47:21

In the 175th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how sketches can spark more meaningful money conversations . For full show notes, see kitces.com and thesocietyofadvice.com .

What Jobs Have You Given Money (That Shape How You Give Advice)?: Kitces & Carl Ep 174 02.10.2025 30:29

In the 174th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss what they'd say if they could talk directly to money—and what money might say back. For full show notes, see kitces.com and thesocietyofadvice.com .

When Prospects Say No Because They're Not Ready To Break Up With Their Current Advisor: Kitces & Carl Ep 173 18.09.2025 29:00

In the 173rd episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how to handle receiving the "soft no" after meeting with a client who seems like a great fit. For full show notes, see kitces.com and thesocietyofadvice.com .

Scaling Financial Planning Client Affluence vs. Technology Efficiencies: Kitces & Carl Ep 172 04.09.2025 32:06

In the 172nd episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss what research reveals as the key driver of productivity among financial advisors. For full show notes, see kitces.com and thesocietyofadvice.com .

When Advising Clients Loses Its Spark: Burned Out, Or Bored-Out?: Kitces & Carl Ep 171 21.08.2025 30:18

In the 171st episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss advisor burnout—and the hidden culprit that could be fueling it. For full show notes, see kitces.com and thesocietyofadvice.com .

Helping Clients Navigate AI Career Challenges By Building Financial Planning Resiliency: Kitces & Carl Ep 170 07.08.2025 33:03

In the 170th episode of Kitces and Carl , Michael Kitces and client communication expert Carl Richards discuss how financial advisors can help clients navigate career uncertainty caused by AI disruption by focusing on actionable items, offering flexibility vs long-term growth, and being more proactive in planning strategies. For full show notes, see kitces.com and thesocietyofadvice.com .