The Perfect RIA Encore episode - How To Communicate Your Value To Clients [Episode 172]
May 2, 2025
Explore the challenges of effectively communicating value to clients in the financial advisory space. Discover the blend of technical expertise and emotional intelligence needed for impactful meetings. Learn how systematization can enhance both client service and operational efficiency. Hear anecdotes on simplifying complex legal information during estate planning and the importance of personalized communication. Lastly, delve into the gradual implementation of value-added services to foster client satisfaction and advisor confidence.
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Episode notes
Meeting Frequency Is Not The Problem
- Many advisors meet clients regularly but don't know what to say in those meetings.
- Not having a repeatable value-delivery system creates scrambling, inconsistency, and overtalking.
The Badge Of Overwork
- Matthew describes spending 5–30 hours building plans and treating long hours as a badge of honor.
- That workload stemmed from lacking a system to deliver repeatable value to clients.
Stop Chasing Designations For Value
- Don't rely on more technical credentials to solve client communication problems.
- Build the core competency of delivering massive, repeatable value instead of chasing designations.