The Perfect RIA

In this episode, Matt and Micah explain how to handle client questions about fees without becoming defensive or assuming the relationship is at risk. Using a question from a longtime client, Micah walks through how he prepares, clarifies the concern, and incorporates the conversation into the meeting agenda. They discuss why consistent value delivery and a steady flow of prospects help advisors ap...

In this episode, Matthew Jarvis welcomes Scott DiGiammarino of JPTD Partners to discuss what advisors can overlook when selling their practices directly to a buyer. Scott shares an example of an owner who accepted a deal he believes left substantial value on the table, then explains why a headline multiple tells only part of the story. They explore ongoing compensation, earnout terms, staff arrang...

In this episode, Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain why rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice. From reviewing communication history and completed tasks to practicing with the actual reports and technology, they share what needs...

In this episode, Matthew Jarvis welcomes Max Holvik of The Advisor's CFO to explore how financial advisors can better understand and manage the business behind their practice. Max explains how fractional CFO support helps growing firms connect their financials to future goals, build useful dashboards, and prepare for acquisitions or an eventual exit. They discuss why revenue alone does not reveal...

In this episode, Matthew Jarvis welcomes Michael Joyce from Calamos Investments to discuss how advisors can stand out by delivering practical, personalized value. Michael shares how he moved beyond product pitches and entertainment to become a resource for advisors, drawing on books, business coaching, and conversations with top producers. He breaks down his book-gifting approach, pairing a handwr...

Summary In this episode, Matthew Jarvis and Micah Shilanski challenge the belief that delivering more value to clients requires spending more time in the office. They explore how fear of rejection keeps advisors busy with planning software and generic advice instead of doing the work that makes a difference. Through surge meetings and personalized value adds, including beneficiary reviews, they ex...

In this episode, Matthew welcomes back Michael Belluomini and Liam Heffernan from Carson to discuss what it takes to prepare for a practice sale or partnership. They explain the time commitment, the importance of clean financial data, and how a banker can help advisors navigate the process without losing focus on growth. The conversation also covers the emotional side of selling, questions to ask...

In this episode of the TPR podcast, Matthew Jarvis and Brian Smith discuss critical aspects of financial planning, focusing on life expectancy, longevity, and the importance of value-added strategies for advisors. They explore how to educate clients on longevity, navigate old insurance products, and identify strong insurance solutions. The conversation emphasizes the integration of guaranteed inco...

In this episode, Matthew welcomes back Ted Jenkin to discuss the current landscape of financial advisory deals, the importance of professional guidance in selling practices, and effective marketing strategies for advisors. Ted shares insights on minority deals, the significance of time and money investment in marketing, and his journey to media appearances. The conversation also touches on the fut...

In this episode, the hosts delve into the controversial topic of tax loss harvesting in financial advisory. They discuss the implications of this strategy, the importance of delivering real value to clients, and the influence of custodians on trading behavior. The conversation emphasizes the need for advisors to focus on controllable factors that align with client goals, while also managing client...

In this episode, Tracy Lownsberry discusses the complexities of annuities, emphasizing the importance of transparency from carriers regarding renewal rates. He differentiates between income-driven and performance-driven annuities, explaining how to educate clients on their options. Tracy shares his marketing strategies for annuity education and the significance of technical knowledge in the financ...

In this episode of the TPR Podcast, Matt, Liam and Michael discuss the current state of the M&A market, emphasizing its ongoing growth and the evolving criteria for successful transactions. They explore the importance of understanding growth potential, the implications of earnouts, and the significance of cultural fit in M&A decisions. The conversation also highlights the risks associated with equ...

In this episode, the hosts discuss the importance of understanding client needs and objections in the prospecting process. They emphasize creating a welcoming environment for prospects, addressing DIY mentalities, and the significance of building credibility and integrity in client relationships. The conversation highlights the transformative potential of financial guidance and the necessity of en...

In this episode, Matthew Jarvis interviews Darren Whissen  from Invito Energy Partners, discussing the intricacies of alternative investments, particularly in oil and gas. They explore the importance of compliance in alternative investments, how to effectively communicate with clients about these options, and the strategic advantages that come from understanding and implementing compliance protoco...

When mistakes happen in a financial practice, advisors often panic and accidentally compound the issue. To successfully handle errors, advisors must immediately pause, gather facts, and take full ownership without making excuses. By maintaining proactive client communication and documenting solutions, advisors protect trust and preserve client relationships. Things Will Go Wrong: Now What?  [Episo...

In this episode of the TPR Podcast, Matthew Jarvis and John Poole discuss the critical factors that determine whether financial advisors should engage in business deals. They explore who should avoid deals, the importance of business growth, the risks associated with client concentration, and the common misconceptions about practice valuation. The conversation emphasizes the need for advisors to v...

In this episode, hosts Matt and Micah discuss the critical importance of delivering value to clients in financial planning. They explore the concept of value adds, emphasizing the need for advisors to simplify processes and proactively engage with clients. The conversation covers various strategies for implementing value adds, overcoming complacency, and addressing the fears that prevent advisors...

In this episode, Matthew Jarvis and Becky Casstevens-Bellury, a seasoned senior client success consultant at Belay, share expert insights on optimizing VA relationships, onboarding strategies, and handling turnover seamlessly. Whether you're new to virtual assistants or managing ongoing VA relationships, this conversation is packed with practical advice to boost productivity and reduce friction. O...

In this episode, hosts Matthew Jarvis and Micah Shilanski delve into the complexities of productivity, particularly focusing on email management and setting client expectations. They discuss the inherent costs of productivity, the importance of intentional time management, and the need to differentiate between high-value and low-value tasks. The conversation emphasizes the significance of establis...

In this episode, Matthew Jarvis and Shelby Nicholl discuss the intricacies of channel evaluation for financial advisors. They explore the importance of timely decision-making, the impact of health on career choices, and the critical factors of functional, financial, and personality fit when considering a change in channels. Shelby shares insights on the challenges of building an RIA versus joining...

In this episode, Micah and Matt discuss the critical role of setting client expectations in financial advising, particularly in the context of estate planning. They explore how unspoken expectations can lead to frustrations and resentments, emphasizing the importance of clear communication. The conversation delves into the challenges advisors face in setting expectations, the necessity of transpar...

In this episode of the TPR Podcast, Matthew welcomes CPA Brad Wooten to discuss his journey in launching a tax practice, the intricacies of S-Corp reasonable compensation, and the importance of taking a holistic approach to tax strategy. Brad emphasizes the need for effective communication with clients, especially during tax season, and shares insights on how financial advisors and CPAs can collab...

In this episode of the TPR Podcast, Micah and Matt delve into the critical aspects of client onboarding and fee presentation in financial advisory. They discuss the common 'head trash' advisors face regarding their fees and the importance of understanding one's value. The conversation emphasizes the need for a solid onboarding process, building confidence in fee discussions, and the role of profes...

In this episode, Matthew and Peter from JPTD discuss the current landscape of financial advisory practices, focusing on the role of private equity, the impact of capital deployment on growth, and the challenges faced by advisors in an increasingly consolidated market. They explore the implications of AI on the industry, the ongoing wealth transfer between generations, and the importance of profess...

In this episode, Micah and Matt discuss the importance of data tracking in marketing for financial advisors. They emphasize that many advisors are not truly marketing but rather guessing due to a lack of concrete data. The conversation explores the discomfort associated with accountability and the necessity of tracking metrics to ensure success. They also delve into the significance of practicing...