Financial Advisor Success Ep 457: Making Financial Planning Less Scary For New Clients By Focusing First On What Brings Them Joy with Larry Sprung
Sep 30, 2025
Larry Sprung, founder of Mitlin Financial, champions a joy-centered approach to financial planning. He begins client meetings by posing thought-provoking questions about joy, fostering trust and empathy. Larry's method moves past traditional metrics, creating meaningful connections with clients, making them feel valued. He discusses his firm's growth to $200M in assets while scaling intentionally. Additionally, he reflects on pivotal career moments, advocating for new advisors to consider the RIA model for greater alignment and success in their practices.
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Lead With Joy In Discovery Meetings
- Begin prospect meetings by asking what brings them joy rather than requesting financial documents.
- Use open-ended joy questions to disarm clients and focus the conversation on values first.
Prepare Prospects For A Nonjudgmental Fit Meeting
- Prepare prospects by telling them the first meeting is a fit meeting and no documents are needed.
- Prompt with simple openers like “what did you do today that brought you joy?” to get authentic answers and stories.
'Joy' Reveals Deeper Motivations
- The word “joy” triggers visceral, vivid responses that reveal values and motivations.
- Framing goals as moments of joy makes them attainable and easier to act on.
