The Perfect RIA Stop Defending Your Head Trash! [Episode 343]
Jan 12, 2026
Matt and Micah tackle the concept of 'head trash' impacting financial advisors, particularly regarding income and effectiveness. They introduce the 'money thermostat,' explaining how it can trigger self-imposed barriers. The duo highlights the importance of distinguishing between real limits and excuses, while also discussing the balance between income and personal values. Additionally, they focus on overcoming procrastination and fear of prospecting as major growth obstacles, offering actionable steps for advisors to enhance their client value.
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The Money Thermostat Trap
- Many advisors hit a "money thermostat" and get uncomfortable after reaching an income threshold.
- That discomfort often triggers defensive rationalizations rather than honest assessment.
Defending Income With Moral Arguments
- Matthew Jarvis recounts seeing LinkedIn posts defending lower earnings as moral superiority.
- He admits he once used similar defensive narratives while feeling isolated at higher income.
Test Limitations By Asking Who Else Can Do It
- Ask: can more than one person do this task to test if it's a real limitation.
- If multiple people can, treat it as a learnable skill and choose whether to pursue it.
