Matthew Jarvis and Micah Shilanski unpack the complexities of estate planning, emphasizing it’s more than a mere checkbox. They urge financial advisors to actively guide clients through this ongoing process. The duo shares insights on managing expectations, particularly with intricate trust arrangements. Personal storytelling is highlighted as a tool for building client connections. They advocate for focused meetings on estate planning, stressing that clarity and compassion are key to navigating this sensitive topic effectively.

In this week's Follow Up Friday, Amber Kuhn recaps a powerful conversation between Matthew Jarvis and financial advisor Tony Hixon, author of "Retirement Stepping Stones." The episode dives into the human side of financial advising, sparked by a personal tragedy that transformed Tony's approach to retirement planning. This devastating experience led Tony to revolutionize his approach to retirement planning where he discovered a critical gap. While financial readiness is essential, it's just one piece of the retirement puzzle. Resources in today's episode: - Episode Website - The Hidden Crisis in Retirement: Finding Purpose After the Paycheck with Guest Tony Hixon [Episode 293] 

In this episode of The Perfect RIA, Matthew Jarvis welcomes Tony Hixon for a deeply personal conversation about the often-overlooked emotional dimensions of retirement planning. Sharing the heart-wrenching story of his mother's struggle with mental health after retiring, Tony reveals how this experience transformed his approach to financial advising. He discovered that while managing money is crucial, helping clients discover their post-retirement purpose and legacy is equally vital for their wellbeing. Drawing from his experiences and insights, Tony has developed comprehensive resources including his groundbreaking book, "Retirement Stepping Stones," which offers both advisors and clients practical strategies for navigating the psychological aspects of retirement. Perhaps most importantly, Tony emphasizes a profound truth about effective advising: before guiding clients through their journey of self-discovery, financial advisors must first commit to their own personal growth and development. The Hidden Crisis in Retirement: Finding Purpose After the Paycheck with Guest Tony Hixon [Episode 293]  Resources in today's episode: - Matt Jarvis:  LinkedIn | Website - Tony Hixon: LinkedIn - Retirement Stepping Stones: Find Meaning, Live with Purpose, and Leave a Legacy - The Purpose Driven Retirement Coaching Guide™ Online Course For Financial Advisors *Use code: PerfectRIA for 15% off **This course is approved for 2 hours of CE credit - Being Above Or Below The Line With Guest Adam Silberstein

In this week’s recap, Amber Kuhn highlights the discussion about turning your January business aspirations into tangible growth. On Monday, Matt and Micah emphasized that successful financial advisory practices need more than just revenue goals – they need sustainable double-digit client growth to maintain and increase practice valuations. The heart of their message centered on the sometimes uncomfortable but crucial practice of "financial undressing" – laying bare your practice's real numbers rather than the ones you might be telling yourself.  And when it comes to prospecting, Matt and Micah drew a clear distinction between leads and prospects, emphasizing the importance of having a well-defined process from initial contact through onboarding. They stressed that top-performing offices review their pipeline weekly, tracking everything from contact rates to close ratios, even if it means confronting rejection head-on. Resources in today's episode: - Episode Website - So, How Will You Get All Those New Clients? [Episode 292]

In this episode, Matt and Micah tackle the age-old question: how can advisors transform their practices from good to extraordinary? They reveal why shooting for double-digit client growth isn't just ambitious – it's necessary for a thriving practice in today's competitive landscape. But it's not all about the numbers (though they're pretty important). The episode unpacks the critical role of financial addressing – think of it as your practice's GPS, helping you navigate through potential gaps and opportunities. Matt and Micah emphasize the value of having someone who'll challenge your figures and push back on your assumptions because, let's face it, sometimes we all need a reality check. The conversation takes a practical turn as they dissect the prospecting process, showing how tracking metrics can transform your client acquisition strategy. They stress that your prospect process shouldn't be a well-kept secret – it should be as clear as day to your entire team. So, How Will You Get All Those New Clients? [Episode 292] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week’s recap, Amber Kuhn highlights the often-overlooked foundation of successful financial advising: genuine client relationships. While industry expertise matters, Matt and Micah shared Monday that empathy trumps technical knowledge when it comes to client retention. Tracking net client flow in 2024 isn't just about celebrating new additions – it's about understanding why clients leave and addressing the root causes. They tackled the delicate balance between "graduating" ill-fitting clients and confronting uncomfortable truths about advisor shortcomings and shared their approach to client questions. Rather than viewing inquiries as challenges to defend against, they reframe them as opportunities for deeper understanding. Resources in today's episode: - Episode Website - What Was Your NET Client Flow In 2024? [Episode 291]

In the latest episode of The Perfect RIA, Matt and Micah discuss what truly makes or breaks client relationships in financial advising - and surprise, it's not your fancy financial jargon or market predictions. They reveal why empathy is the key to transforming good advisors into trusted lifetime partners for their clients. This is a wake-up call for advisors who might be too focused on spreadsheets while missing the human element; client retention metrics go hand-in-hand with mastering the art of emotional intelligence. Success isn't just about crunching numbers - it's about asking the right questions and actually listening to the answers. What Was Your NET Client Flow In 2024? [Episode 291] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Estate Planning Masterclass

In this week’s recap, Amber Kuhn highlights the significance of setting intentions for the new year. On Monday, Matt and Micah tackled the delicate balance between the new year's ambitions and business entitlement. While January presents a fresh start for financial advisors, they warned against the dangerous mindset of entitlement that can creep in after achieving success. They emphasized that no advisor is automatically entitled to premium fees or flexible schedules – these perks are earned through intentional business building and consistent value delivery. Resources in today's episode: - Episode Website - What You Are Entitled To In 2025 [Episode 290]

In this episode, Matt and Micah kick off 2025 with an episode that's less about champagne toasts and more about making your financial advisory practice pop like a cork. They dive into the art of intention-setting, reminding listeners that success in the financial world isn't served on a silver platter – it's earned through good old-fashioned elbow grease. In this candid conversation, they tackle the elephant in the room: the entitlement mindset that's become the silent practice-killer for many advisors. They share their battle-tested wisdom on building sustainable businesses that stand the test of time, emphasizing that client relationships are more than just numbers on a spreadsheet – they're the heartbeat of a thriving practice. What You Are Entitled To In 2025 [Episode 290] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week’s recap, Amber Kuhn is highlighting the significance of relationship building in client meetings revealing that financial advising is far more about emotional intelligence than technical prowess. In this week’s episode she shares how Matt and Micah unpacked the critical soft skills that transform client interactions from transactional to transformative. The key insight? Technical expertise can actually hinder initial client connections if not balanced with genuine relationship building. The overarching message is clear: successful financial advising is about connection, empathy, and genuine care. Resources in today's episode: - Episode Website - Don’t Worry, I Can Skip The Soft Stuff [Episode 289]