Jordan discusses key insights from the book "Demand Side Sales 101" by Bob Moesta, which challenges three common sales myths and introduces a fresh perspective on selling financial advice. The book emphasizes that sales aren't random but rather caused by specific struggling moments in clients' lives, and that people buy for their own reasons rather than being convinced by salespeople. Jordan illustrates how understanding these principles can transform how financial advisors approach and connect with potential clients.

In this episode, Jordan interviews Brandon Galici who shares his unique approach to using Smart Asset for lead generation, focusing on clients with assets under $100,000 to maximize potential opportunities. He discusses his systematic follow-up strategy, which includes a seven-day email sequence and automated marketing campaigns, creating multiple touchpoints with potential clients before personal contact. Through a detailed case study, Brandon demonstrates how this approach helped transform a client's initial investment inquiry into a comprehensive financial planning relationship, addressing deeper financial needs beyond the presenting problem.

Jordan challenges the assumption that human advisors must always be the first point of contact, and discuss how AI and tech tools could provide a less scary entry point for people hesitant to discuss their finances⁠.

Jordan explores the relationship between theory and experience through the lens of a quote he shared on LinkedIn recently. He makes a case for why both elements are essential - theory provides the framework for learning from experience, while testing theories through action leads to true wisdom. Drawing from his reading of "Demand-Side Sales 101" and the Jobs to be Done framework, Jordan encourages listeners to approach theories with curiosity and be willing to test new ideas, regardless of their source.

Jordan shares a sneak peek of an exciting new show called The Elements of Money, where CEO Reese Harper and Abby Morton simplify real-world financial questions using the Elements framework.  Listen in as they discuss the ins and outs of building an emergency fund, distinguishing between short-term savings accounts and long-term investments, and how to figure out exactly how much liquid cash you need.  Whether you’re new to Elements or a long-time user, this client-focused demo reveals how the methodology “acts in the wild” and helps everyday people gain clarity around their finances.  

In this insightful discussion, Abby Morton, who works alongside Jordan Haines to create financial coaching programs for employers, shares her expertise on client engagement. They tackle the crucial need for advisors to identify and articulate clients' financial pain points. By understanding these anxieties, advisors can build trust and inspire action. The conversation highlights strategies for sustaining interest in financial wellness initiatives and emphasizes the importance of effective communication in ensuring clients feel empowered and informed.

Jordan Haines explores how comprehensive financial planning can sometimes distract from the core value proposition that clients truly seek.  Drawing from his recent prospecting experiences, Jordan discusses the importance of focusing on clients' acute financial concerns rather than overwhelming them with a broad array of services.

Delve into the transformative power of financial orientation as a tool for clarity and connection. Discover how helping clients truly understand their financial situations can trigger enlightening 'aha' moments. Learn why simplifying your approach by focusing on explanation rather than just advice can reshape your practice. Explore strategies that not only ease financial pressures but also build stronger relationships with clients.

Carl Richards and Reese Harper talk about the opportunity advisors have to simplify their services and concentrate on the core value of human interaction.  They discuss how the traditional comprehensive financial planning model may not meet the needs of most people and how reimagining the delivery of financial advice can help advisors reach a broader market and make a greater impact. If you're interested in learning how to serve more clients by honing in on what truly matters, this episode is a must-listen.

In this episode Jordan explores whether every client truly needs a full-fledged financial plan or if advisors are simply wielding a hammer that makes every problem look like a nail.  He shares insights into how he identified Elements’ core value proposition from interviews with top advisors who identified the Elements Scorecard as their most valuable tool. Advisors should ask themselves and their clients two critical questions: What is the most valuable thing you do, and why is it valuable?  Tune in to discover how focusing on what clients genuinely need can transform your practice and client relationships.