The Perfect RIA

In this episode, Matthew welcomes back Ted Jenkin to discuss the current landscape of financial advisory deals, the importance of professional guidance in selling practices, and effective marketing strategies for advisors. Ted shares insights on minority deals, the significance of time and money investment in marketing, and his journey to media appearances. The conversation also touches on the future of the financial advisory industry and the need for advisors to adapt to changing market conditions. The Importance of Professional Guidance in Selling Practices With Ted Jenkin Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Ted Jenkin: LinkedIn | Website - Get your practice valuation HERE - Learn More about our Coaching Programs

In this episode, the hosts delve into the controversial topic of tax loss harvesting in financial advisory. They discuss the implications of this strategy, the importance of delivering real value to clients, and the influence of custodians on trading behavior. The conversation emphasizes the need for advisors to focus on controllable factors that align with client goals, while also managing client expectations regarding taxes. The hosts provide actionable insights for advisors to enhance their practices and empower their clients with knowledge about tax management. The Truth About Tax Loss Harvesting [Episode 365] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs - SurgeTK

In this episode, Tracy Lownsberry discusses the complexities of annuities, emphasizing the importance of transparency from carriers regarding renewal rates. He differentiates between income-driven and performance-driven annuities, explaining how to educate clients on their options. Tracy shares his marketing strategies for annuity education and the significance of technical knowledge in the financial planning process. In this conversation, Tracy discusses the critical aspects of financial planning, particularly focusing on annuities and the importance of understanding client needs. He emphasizes the distinction between suitability and ethics in financial advice, the necessity of liquidity, and the importance of identifying the specific problems clients face. Tracy also introduces his training program, Annuity Giants, aimed at educating financial advisors. The discussion further explores how to address client concerns regarding annuities and the value of prioritizing time over money in the advisory process. Navigating the Annuity Landscape With Tracy Lownsberry Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Tracy Lownsberry: Website | LinkedIn - www.theannuitygiants.com - Learn More about our Coaching Programs

In this episode of the TPR Podcast, Matt, Liam and Michael discuss the current state of the M&A market, emphasizing its ongoing growth and the evolving criteria for successful transactions. They explore the importance of understanding growth potential, the implications of earnouts, and the significance of cultural fit in M&A decisions. The conversation also highlights the risks associated with equity investments and the importance of being prepared for life after a merger or acquisition. Overall, the episode provides valuable insights for financial advisors considering M&A as a strategy for growth and sustainability. Understanding the Dynamics of M&A With Michael Belluomini and Liam Heffernan Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Liam Heffernan: Website | LinkedIn - Michael Belluomini: Website | LinkedIn - Download the evaluation framework Carson uses to assess RIA growth! - Learn More about our Coaching Programs  

In this episode, the hosts discuss the importance of understanding client needs and objections in the prospecting process. They emphasize creating a welcoming environment for prospects, addressing DIY mentalities, and the significance of building credibility and integrity in client relationships. The conversation highlights the transformative potential of financial guidance and the necessity of ensuring clients feel valued and understood. In this conversation, Micah and Jarvis discuss the importance of building trust with clients through transparent practices such as offering refunds and addressing objections. They emphasize the need for financial advisors to have a clear process for delivering value and to navigate client concerns with integrity. The discussion also highlights the significance of preparation and experience in client meetings, ensuring that advisors can provide meaningful insights and support. Creating Welcoming Spaces for Clients [Episode 364] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matthew Jarvis interviews Darren Whissen  from Invito Energy Partners, discussing the intricacies of alternative investments, particularly in oil and gas. They explore the importance of compliance in alternative investments, how to effectively communicate with clients about these options, and the strategic advantages that come from understanding and implementing compliance protocols. Darren shares his journey in wealth management, the concept of tax alpha, and the key considerations for advisors when incorporating oil and gas into client portfolios. The conversation emphasizes the need for education and due diligence in navigating the complexities of alternative investments. Compliance is a strength, not a burden With Darren Whissen Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Darren Whissen  Website | LinkedIn - Check Invito Programs - Learn More about our Coaching Programs - The Summit 2026 

When mistakes happen in a financial practice, advisors often panic and accidentally compound the issue. To successfully handle errors, advisors must immediately pause, gather facts, and take full ownership without making excuses. By maintaining proactive client communication and documenting solutions, advisors protect trust and preserve client relationships. Things Will Go Wrong: Now What?  [Episode 363] Resources in today's episode: Resources - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode of the TPR Podcast, Matthew Jarvis and John Poole discuss the critical factors that determine whether financial advisors should engage in business deals. They explore who should avoid deals, the importance of business growth, the risks associated with client concentration, and the common misconceptions about practice valuation. The conversation emphasizes the need for advisors to view their practices as businesses and to understand the implications of their operational decisions on valuation and marketability. The Pitfalls of Cooperative Practices With John Poole Resources in today's episode: - Matt Jarvis: Website | LinkedIn - John Poole: Website | LinkedIn - Get your practice valuation here - Learn More about our Coaching Programs   

In this episode, hosts Matt and Micah discuss the critical importance of delivering value to clients in financial planning. They explore the concept of value adds, emphasizing the need for advisors to simplify processes and proactively engage with clients. The conversation covers various strategies for implementing value adds, overcoming complacency, and addressing the fears that prevent advisors from raising fees or changing their practices. The hosts provide practical examples of effective value adds, such as beneficiary reviews and buckets reports, and highlight the significance of regular communication and proactive planning in building strong client relationships. You're Choosing Not To Deliver Value  [Episode 362] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matthew Jarvis and Becky Casstevens-Bellury, a seasoned senior client success consultant at Belay, share expert insights on optimizing VA relationships, onboarding strategies, and handling turnover seamlessly. Whether you're new to virtual assistants or managing ongoing VA relationships, this conversation is packed with practical advice to boost productivity and reduce friction. Onboarding and Turnover Strategies With Becky Casstevens-Bellury Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Becky Casstevens-Bellury Website | LinkedIn - Learn More about our Coaching Programs

In this episode, hosts Matthew Jarvis and Micah Shilanski delve into the complexities of productivity, particularly focusing on email management and setting client expectations. They discuss the inherent costs of productivity, the importance of intentional time management, and the need to differentiate between high-value and low-value tasks. The conversation emphasizes the significance of establishing clear communication policies with clients and the role of mastermind groups in enhancing productivity. The hosts encourage listeners to adopt practices that prioritize meaningful work over busywork, ultimately leading to greater success and fulfillment in their professional lives. Email Management: A Double-Edged Sword  [Episode 361] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matthew Jarvis and Shelby Nicholl discuss the intricacies of channel evaluation for financial advisors. They explore the importance of timely decision-making, the impact of health on career choices, and the critical factors of functional, financial, and personality fit when considering a change in channels. Shelby shares insights on the challenges of building an RIA versus joining an existing one, the role of technology, and the importance of risk management. The conversation emphasizes the need for delegation and leadership skills in the advisory space, providing valuable resources for advisors looking to navigate their career paths effectively. The Impact of Health on Career Decisions With Shelby Nicholl Resources: - Matt Jarvis: Website | LinkedIn - Shelby Nicholl: Website | LinkedIn - Are you RIA ready? - Learn More about our Coaching Programs - The Summit 2026 

In this episode, Micah and Matt discuss the critical role of setting client expectations in financial advising, particularly in the context of estate planning. They explore how unspoken expectations can lead to frustrations and resentments, emphasizing the importance of clear communication. The conversation delves into the challenges advisors face in setting expectations, the necessity of transparency, and how business decisions can impact client trust. The hosts provide actionable insights for advisors to improve their practices by establishing clear expectations and maintaining open lines of communication with clients. Don't Worry, The Estate Planning is Done  [Episode 360] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode of the TPR Podcast, Matthew welcomes CPA Brad Wooten to discuss his journey in launching a tax practice, the intricacies of S-Corp reasonable compensation, and the importance of taking a holistic approach to tax strategy. Brad emphasizes the need for effective communication with clients, especially during tax season, and shares insights on how financial advisors and CPAs can collaborate more effectively. The conversation also touches on the infighting within the financial advisory space regarding fee structures and the importance of understanding each other's roles. In this conversation, Brad Wooten, CPA, shares insights on the financial advisory industry, emphasizing the importance of clarity in roles and services offered. He discusses the challenges of balancing work and family life, particularly during tax season, and how he manages to maintain a healthy schedule. Brad also delves into his approach to fee structures and client relationships, explaining how he navigates fee increases and client expectations. Finally, he reflects on the impact of deadlines on productivity, particularly in the context of tax season, and how he leverages this to enhance his efficiency. Decoding Financial Advisory Roles With Brad Wooten Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Brad Wooten: Website | LinkedIn - Learn More about our Coaching Programs - The Summit 2026

In this episode of the TPR Podcast, Micah and Matt delve into the critical aspects of client onboarding and fee presentation in financial advisory. They discuss the common 'head trash' advisors face regarding their fees and the importance of understanding one's value. The conversation emphasizes the need for a solid onboarding process, building confidence in fee discussions, and the role of professional development and practice in achieving success. The hosts also highlight the significance of establishing clear rules for client interactions and the transformative power of masterminds in enhancing advisory practices. Confidence Comes From Repetitions  [Episode 359] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matthew and Peter from JPTD discuss the current landscape of financial advisory practices, focusing on the role of private equity, the impact of capital deployment on growth, and the challenges faced by advisors in an increasingly consolidated market. They explore the implications of AI on the industry, the ongoing wealth transfer between generations, and the importance of professional guidance in navigating M&A decisions. The conversation highlights the evolving nature of advisory practices and the potential for growth and success in the current environment. Capital Deployment and Growth Strategies With Peter Velardi Resources in today's episode: - Matt Jarvis: Website | LinkedIn - PeterVelardi: Website | LinkedIn - Get your practice valuation here - Learn More about our Coaching Programs  

In this episode, Micah and Matt discuss the importance of data tracking in marketing for financial advisors. They emphasize that many advisors are not truly marketing but rather guessing due to a lack of concrete data. The conversation explores the discomfort associated with accountability and the necessity of tracking metrics to ensure success. They also delve into the significance of practicing presentations and preparing for objections to enhance effectiveness in client interactions. In this conversation, Micah and Jarvis discuss the intricacies of engaging an audience during presentations, particularly in the context of financial seminars. They emphasize the importance of warming up the audience, preparing for unexpected scenarios, and the necessity of tracking performance metrics to improve future events. The dialogue highlights strategies for effective communication, addressing audience concerns, and the significance of practice in delivering impactful presentations. You're Not Marketing, You're Guessing  [Episode 358] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode of the TPR Podcast, Matthew interviews Charlie Gipple, an expert in the insurance and annuity industry. They discuss Charlie's journey from corporate executive to running his own Independent Marketing Organization (IMO), the importance of delivering value in financial services, and effective strategies for engaging clients through seminars. Charlie shares insights on navigating the complexities of annuities, the psychology of clients, and the significance of guaranteed income in retirement planning. The conversation emphasizes the need for financial advisors to understand their clients' fears and provide solutions that allow them to enjoy their retirement without the constant worry of running out of money. Navigating the Insurance Landscape With Charlie Gipple Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Charlie Gipple: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode of the TPR Podcast, hosts Matthew and Micah delve into the intricacies of the prospect process, focusing on how to effectively close meetings and discuss fees with potential clients. They emphasize the importance of transforming clients' lives through structured financial planning and overcoming the anxiety that often accompanies fee discussions. The conversation highlights the need for advisors to have a clear process, practice their delivery, and understand the value they provide to clients. By addressing common pitfalls and providing actionable insights, the hosts aim to empower financial advisors to enhance their client engagement and ultimately grow their practices. How Does a Prospect Say Yes?  [Episode 357] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matt interviews Sam Flatten, a financial planner who has developed a unique approach to financial planning by leveraging technology while maintaining a strong understanding of traditional methods. Sam shares his background in the industry, the evolution of financial planning tools, and the importance of focusing on client outcomes. He discusses how he supports advisors by providing clarity and efficiency in their planning processes, emphasizing the need for a balance between technology and personal understanding in financial planning. Revolutionizing Financial Planning with Sam Flatten Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Sam Flaten: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Micah and Matt discuss the critical relationship between fees and the value provided in financial planning. They emphasize the importance of understanding client needs and ensuring a good fit before discussing fees. The conversation highlights the significance of a structured prospect process that builds value before price, maintaining consistency in client interactions, and the necessity of following established processes to achieve successful outcomes. The hosts also stress the importance of transparency and the need for clients to understand the value they receive for the fees they pay. Fees Are Never The Issue  [Episode 356] - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, the hosts discuss the challenges faced by financial advisors in navigating IPO restrictions and compliance issues. They explore insights from the Carson Group regarding M&A trends, the importance of partnerships, and common missteps in valuation and deal structuring. The conversation highlights the significance of accurate financial representation, the impact of market conditions on business valuation, and the risks associated with middle market aggregators. The hosts emphasize the need for advisors to be prepared for potential sales and the evolution of Carson Group's business model in the advisory space. The Power of Partnership in Financial Advisory With Michael Belluomini and Liam Heffernan  Resources in today's episode: - Matt Jarvis: Website | LinkedIn- Liam Heffernan: Website | LinkedIn- Michael Belluomini: Website | LinkedIn- Download the evaluation framework Carson uses to assess RIA growth!- Learn More about our Coaching Programs  

In this episode, Micah and Jarvis discuss the critical relationship between perceived value and fees in financial advising. They explore the concept of 'head trash'—the negative thoughts that can undermine an advisor's confidence in their value proposition. The conversation emphasizes the importance of conviction in one's value, strategies to enhance client relationships, and the necessity of maintaining a positive mindset. They also highlight the significance of a morning success ritual and the impact of surrounding oneself with the right influences. The episode concludes with a call to action for advisors to focus on delivering value rather than getting caught up in fee discussions. Head Trash: Overcoming Mental Barriers in Advising  [Episode 355] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matthew Daugherty shares his journey in financial planning, highlighting the impact of masterminds on his growth. He discusses the evolution of his practice, the importance of collaboration, and the shift in client dynamics as he moved from taking on any client to focusing on those who align with his firm's values. The conversation emphasizes accountability, personal growth, and the transformative power of coaching and peer support. In this conversation, Jarvis and Matthew discuss the transformative power of masterminds, the importance of accountability, and the commitment to personal and professional growth. They explore the challenges and successes of building a strong team, the role of coaching in achieving goals, and the significance of fostering relationships within mastermind groups. Matthew shares insights on launching a podcast, hiring a coach, and developing a training program for his team, emphasizing the value of investing in growth and learning. Building a Collaborative Financial Firm With Matthew Daugherty  Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Matthew Daugherty: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matt and Micah discuss the critical importance of understanding and communicating value in the financial advisory industry. They explore the common issue of advisors undervaluing their services and the integrity required in pricing. Through real-life examples and personal anecdotes, they emphasize the need for advisors to establish clear fee structures and maintain consistency in their pricing strategies. The conversation also highlights the significance of aligning team members with the firm's value proposition and the dangers of competing solely on price. Why One Percent Is For Discount Advisors?  [Episode 354] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode of the TPR podcast, Matthew Jarvis and Ted Jenkin discuss the evolving landscape of financial advisory, focusing on M&A deals, the importance of hard work, and effective marketing strategies. They emphasize the need for advisors to adapt to market changes, leverage creative marketing, and understand the value of their clients' businesses. The conversation also highlights the significance of building strong relationships with clients and the role of advisors in guiding business owners through the sale process. Unlocking M&A Secrets with Ted Jenkin Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Ted Jenkin: LinkedIn | Website - Get your practice valuation here - Learn More about our Coaching Programs   

In this episode, Micah and Jarvis delve into the intricacies of real estate investment, emphasizing the importance of effective communication in financial advising. They discuss the necessity of aligning client goals with financial strategies, the significance of maintaining adequate cash reserves, and the role of guided discovery in client conversations. The hosts also explore the evaluation of real estate opportunities, planning for future exits, and understanding tax implications. Throughout the discussion, they highlight the value of role-playing to prepare for client interactions and ensure successful outcomes. Back By Popular Demand  [Episode 353] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matthew Jarvis, Derek Notman, and H. Adam Holt discuss the themes of fatherhood, entrepreneurship, and the importance of intentional presence in parenting. They share insights from their new book, 'The REBL Dad Book,' and explore the challenges fathers face in balancing their careers and family life. The conversation highlights the significance of creating a supportive community for dads to share their experiences and learn from one another. In this conversation, the hosts explore the challenges of modern parenting, the importance of finding balance between work and family, and the journey of writing a book aimed at helping dads. They discuss the significance of community, sharing experiences, and actionable tips for improving relationships with children. The conversation emphasizes the need for vulnerability and connection in parenting, as well as practical steps that dads can take to enhance their family life. The REBL Dad Book: Insights and Inspirations With Derek Notman and H. Adam Holt Resources in today's episode: - Matt Jarvis: Website | LinkedIn - H. Adam Holt - Website | LinkedIn - Derek Notman - Website | LinkedIn - Buy the Book! - Learn More about our Coaching Program  

In this episode of the TPR podcast, co-hosts Micah Shilanski and Matthew Jarvis break down the common pitfalls financial advisors face when managing and converting prospective clients. They tackle the "head trash" that leads advisors to constantly alter their sales processes for either highly wealthy or non-ideal prospects, showing how deviating from a standard process heavily diminishes the value delivered. The duo highlights the critical importance of a structured prospect pipeline, defining ideal clients through their Three Ps (Personable, Productive, Profitable) framework. They share how adding strategic friction such as introducing a fee for the initial consultation can weed out uncommitted prospects, boost show rates, and maximize "at-bats" for actual growth. Ultimately, they argue that true organic growth requires rigorous tracking of real performance metrics over emotional guesswork. Process Over Guesswork: The Path to Master Prospecting [Episode 352] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matthew Jarvis hosts Michael Belluomini and Liam Heffernan from the Carson Group to discuss their recent acquisitions, the intricacies of deal approvals, and the importance of cultural fit in acquisitions. They delve into the structure of acquisition payments, the significance of maintaining a full pipeline, and the financial discipline required in the M&A landscape. The conversation also covers the importance of growth metrics in valuation and the tax implications for advisors considering a partnership with larger firms. Unlocking Value Through Strategic Acquisitions With Michael Belluomini And Liam Heffernan Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Liam Heffernan: Website | LinkedIn - Michael Belluomini: Website | LinkedIn - Download the evaluation framework Carson uses to assess RIA growth! - Learn More about our Coaching Programs

In the latest episode of The Perfect RIA, hosts Micah Shilanski and Matthew Jarvis share some hard-hitting truths about what really drives success in the financial advisory world. Forget the fantasy of overnight miracles and magical quick fixes. This episode is a no-nonsense dive into the unglamorous—but absolutely essential—reality of building a thriving practice. Spoiler alert: There's no silver bullet waiting to transform your business overnight. Those shiny logo packages, sparkling new websites, and expensive consultants? They're not your golden ticket. The episode challenges financial advisors to stop looking for shortcuts and start investing in what truly matters. It's about refining your processes with surgical precision, mastering the art of communication, and developing a level of accountability so extreme it might make your past self blush. Success isn't about looking good—it's about doing the work that most people are too afraid to tackle. Encore Episode: Yes, There is One Silver Bullet Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matthew Jarvis and Scott DiGiammarino discuss the evolving landscape of mergers and acquisitions (M&A) in the financial advisory space. They explore current trends, the importance of understanding deal dynamics, and the implications of earnouts and capital needs. The conversation also delves into succession planning for the next generation, the risks of delaying a sale, and the impact of AI on the industry. Scott emphasizes the importance of strategic partnerships and provides insights on when advisors should consider evaluating their practice's value in the current market. Understanding Deal Dynamics in Financial Advisory with Scott DiGiammarino Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Scott DiGiammarino - Website | LinkedIn - Get your practice valuation here - Learn More about our Coaching Programs   

In this episode, Micah and Matthew discuss the importance of checklists and processes in achieving professionalism and success in the financial advisory field. They explore how mental checklists can enhance client experience, the significance of diligence in daily tasks, and the distinction between checklists and processes. The conversation emphasizes the need for effective organization to ensure a seamless client experience and the importance of inspecting tasks to maintain high standards. The Power of Mental Checklists [Episode 351] Resources in today's episode: - Micah Shilanski: Website | LinkedIn- Matt Jarvis: Website | LinkedIn- Learn More about our Coaching Programs