What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258]

Matthew Jarvis sits down with Paul Saganey, the visionary founder of Integrated Partners. They dive into the "Complexity Curve" – the unique challenges financial advisors face when serving high-net-worth clients with multifaceted financial portfolios. Saganey's profound insights shed light on the necessity for advisors to evolve and ascend the complexity curve, equipping themselves with a comprehensive arsenal of expertise. He emphasizes the critical role of having a clear vision and a team of collaborators who collectively possess a vast array of specialized knowledge. The conversation also highlights the paramount importance of continuous learning and insatiable curiosity—the cornerstones of staying ahead in the ever-evolving financial advisory industry. Sagany's expertise underscores the value of reaching out to subject matter experts across various disciplines, ensuring that financial advisors can provide a truly holistic and tailored approach to their affluent clientele. Moving Up the Complexity Curve: Serving High-Net-Worth Clients with Guest Paul Saganey [Episode 261] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Paul Saganey: Website | LinkedIn- Optimizing the Financial Lives of Clients: Harness the Power of an Accounting Firm’s Elite Wealth Management Practice - Making Smart Decisions - Article: It's Time To Prepare For When, Not If, AI Replaces Advisors

In this recap episode, Amber is sharing the highlights from this week. Monday, Ted Jenkin joined Matt to reveal that traditional valuation methods often underestimate the true worth of successful RIA practices. He emphasized the power of leveraging the open marketplace, where multiples can soar as high as 14 to 17 times cash flow for larger firms. The key, according to Jenkin, is understanding the velocity of money and evaluating strategies that will rapidly build net worth. On Thursday, Jamie stressed the importance of starting with a clear long-term vision and exit strategy when it comes to your business. She advocates for vision mapping over traditional business plans, coupled with a SWOT analysis that considers the owner's personal strengths and weaknesses. Choosing the right legal structure, maintaining proper documentation, and avoiding the commingling of assets is crucial to protecting liability and maximizing valuations. Perhaps most importantly, Jamie emphasized the need for a well-defined succession plan, not just for the business but also for the transition of client relationships. By building a sellable business from day one, with clean financials and verifiable records, financial advisors can position themselves for maximum growth and an optimal exit strategy. Resources in today's episode: - Episode Website - Accelerating Your Growth and Understanding Practice Valuations with Guest Ted Jenkin [Episode 260] - How Your LLC Fails

In this episode, Jamie Shilanski is shedding light on business structuring and long-term planning strategies. She explains why selecting the right legal entity is crucial for maximizing tax benefits and prepping your exit strategy. Jamie also breaks down the risks of mixing personal and business assets, a no-no that can pierce your corporate veil. But keeping clean books is just the start. Jamie emphasizes the need for a rational succession plan to ensure your hard-earned equity doesn't go up in smoke. Jamie discusses the importance of properly structuring small businesses, particularly S-Corps, and highlights the risks of co-mingling personal and corporate assets and the potential consequences of piercing the corporate veil. How Your LLC Fails Resources in today's episode: - Plunder by Brendan Ballou  

In this episode, Matthew Jarvis sits down with industry veteran Ted Jenkin to demystify practice valuations for financial advisors. Ted shares the common misconceptions and the stark difference between a valuation and the actual market price a business can command. Ted also discusses his wisdom on the critical factors that shape practice valuations, including the oft-overlooked elements of culture, money management prowess, and brand equity. He also sheds light on the pivotal role of cash flow velocity and stock growth trajectories, elements that can make or break a potential sale. Whether you're a financial advisor contemplating an exit strategy or simply seeking to futureproof your practice for sustainable growth, this episode is an absolute must-listen. Accelerating Your Growth and Understanding Practice Valuations with Guest Ted Jenkin [Episode 260] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Ted Jenkin: LinkedIn | Website - Two-Year Checklist and Client Acquisition Techniques

In this recap episode, Amber shared strategies for financial advisors to conquer their insecurities and build a referral-generating powerhouse through strategic partnerships with CPAs. On Monday, Matt and Steven reveal their proven approach to breaking down the 'COI' barrier, delivering value that tax professionals can't ignore. Their secret? Embracing a mindset of generosity by offering to pay for CPAs' time – a small investment that opens doors to a flood of high-quality referrals and benefits for existing clients. But referrals are just one piece of the puzzle. Jamie discussed how to conquer the inner 'head trash' and insecurities that hold advisors back. Her weapon of choice? Building a supportive team and mastermind community to bounce ideas off and stay motivated through the highs and lows of the entrepreneurial journey. Resources in today's episode: - Episode website  - Decoding the CPA Mindset: Tips for Financial Advisors to Earn More Referrals with Guest Steven Jarvis, CPA [Episode 259] - Encore Episode: Dealing with Head Trash

Jamie Shilanski tackles the all-too-common insecurities that hold financial advisors back from reaching their full potential. With candor and wisdom, she dives into the realm of "head trash" – those nagging doubts, feelings of unworthiness, and self-sabotaging thoughts that can cripple even the most talented professionals. Jamie shares battle-tested strategies for identifying and compartmentalizing these insecurities, empowering financial advisors to take control of their inner dialogue and conquer their fears on a daily basis. From the power of surrounding oneself with positive, inspiring individuals in mastermind groups to the transformative impact of establishing a morning success routine, this episode is a must-listen for any financial advisor seeking to break free from limiting beliefs and achieve unprecedented success. Encore Episode: Dealing with Head Trash

Matthew Jarvis is joined by Steven Jarvis, CPA, from Retirement Tax Servies to lift the veil on the challenges financial advisors face when seeking referrals from CPAs – a pivotal Center of Influence (COI). This episode is a candid exploration of the risks and hurdles CPAs grapple with before referring clients to financial advisors, including the potential downsides and the pressing need to understand the true value advisors bring to the table. They also dive into the art of building relationships with CPAs, offering game-changing strategies like paying for their time to thoroughly grasp your services and ideal client profiles. They share the secrets to a consistent, intentional process for nurturing these relationships and securing a steady stream of referrals. This episode is a treasure trove of practical tips, from creating a 12-month calendar of activities to offering to pay for an hour of a CPA's time (goodbye, forgettable lunch meetings!). But the real gem lies in their emphasis on the long-term value of these COI relationships for your existing clients and the importance of clear communication between financial advisors and CPAs. Decoding the CPA Mindset: Tips for Financial Advisors to Earn More Referrals with Guest Steven Jarvis, CPA [Episode 259] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Steven Jarvis: LinkedIn | Website - Delivering Massive Value by Matthew Jarvis - What’s In It For Them by Joe Polish - Retirement Tax Services Podcast - TPR LIVE and RTS Tax Summit - Save Your Seat! - The Prospect Process Masterclass

In this recap episode, Amber shares strategies from Matt and Micah to help financial advisors laser-focus their efforts on landing more prospects. Discover why intentionality and proven systems are game-changers in the art of prospecting. She breaks down the different prospecting channels every advisor needs to master, from leveraging referrals and centers of influence to networking, seminars, and content creation. Learn which tactics top advisors use to keep their prospect pipeline overflowing. Amber also highlights the prospect onboarding process from Jamie’s Worlds to Conquer episode. Find out what critical information you need to request from prospects upfront and how to deliver massive value from your very first meeting. Resources in today's episode: - Episode website  - What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258] - Encore Episode: New Client Onboarding - What Information New Prospects and Clients Provide

Are You Struggling to Convert Promising Prospects into Loyal Clients? In this Encore Worlds to Conquer episode, Jamie Shilanski reveals the secret to converting prospects into loyal clients for financial advisors. She masterfully breaks down the art of onboarding, emphasizing the importance of gathering comprehensive financial documents from prospects to deliver accurate and valuable advice tailored to their unique situations. Discover Jamie's "no sell sell" approach, where advisors focus on providing exceptional value during the initial consultation, leaving prospects eager to continue their partnership. Learn the crucial steps to transform prospects into clients, including the key questions to ask and the vital information to obtain. Jamie's expertise will equip financial advisors with a streamlined onboarding process that not only impresses prospects but also lays the foundation for a long-lasting and fruitful client relationship. Don't miss this opportunity to elevate your practice and attract your ideal prospects with a seamless and value-driven onboarding experience. Encore Episode: New Client Onboarding - What Information New Prospects and Clients Provide

Craving a six-pack of clients? In this power-packed episode, experts Matt and Micah reveal the jaw-dropping parallels between sculpting a shredded midsection and mastering the art of prospecting for financial advisors. They’re shattering myths and demolishing excuses, proving that intentional, gut-busting work is the only path to prospecting prowess. Discover how hyper-focused tracking, strategic time investment, and an unshakable commitment can transform your prospecting game from flab to fab. Whether you're a newbie or a seasoned pro, this episode is a genuine game-changer packed with real-world wisdom from the trenches of prospecting. Stop wishing for an endless pipeline of dream clients, and start taking action today! What Do Prospecting and Six-Pack Abs Have in Common? [Episode 258] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - One-Page Plan Masterclass - Delivering Massive Value by Matthew Jarvis - What’s In It For Them by Joe Polish - Entrepreneurs on Fire with John Lee Dumas