What to Say When Clients Ask About Fees [Episode 368]

In this episode, Matthew Jarvis welcomes Greg Witz of Witz Education to explore why well-intended conversations can turn into frustration, conflict, or withdrawal. Greg introduces a communication framework built around parent, adult, and child ego states, explaining how recognizing these patterns can help advisors respond more intentionally. Through examples from work and family life, they discuss the limits of telling people what to do and the value of asking sincere questions that create understanding. Greg also shares how to approach feedback with a clear objective, take responsibility for your communication, and use a four-second pause before reacting. The conversation offers practical ways to improve interactions with clients, team members, and the people closest to you. Better Conversations Through Self-Awareness With Greg Witz Resources in today's episode: Resources - Matt Jarvis: Website | LinkedIn - Greg Witz: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matt and Micah explain how to handle client questions about fees without becoming defensive or assuming the relationship is at risk. Using a question from a longtime client, Micah walks through how he prepares, clarifies the concern, and incorporates the conversation into the meeting agenda. They discuss why consistent value delivery and a steady flow of prospects help advisors approach these conversations with confidence. Matthew and Micah also explore how a menu of services and a forward-looking planning cycle can make ongoing value more visible. The episode closes with a reminder to practice difficult conversations and welcome fee questions as an opportunity to help clients make informed decisions. What to Say When Clients Ask About Fees [Episode 369] Resources - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Get the Surge Toolkit - Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Scott DiGiammarino of JPTD Partners to discuss what advisors can overlook when selling their practices directly to a buyer. Scott shares an example of an owner who accepted a deal he believes left substantial value on the table, then explains why a headline multiple tells only part of the story. They explore ongoing compensation, earnout terms, staff arrangements, and the operational details that shape life after a sale. The conversation covers building a wish list, identifying deal breakers, and understanding the differences between aggregators and integrators. Matthew and Scott also discuss how preparation, buyer fit, and experienced representation can help advisors evaluate their options and pursue a transaction that supports their business and personal goals. The Hidden Cost of Selling Your Practice Alone With Scott DiGiammarino Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Scott DiGiammarino: Website | LinkedIn - Get your practice valuation - Learn More about our Coaching Programs  

In this episode, Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain why rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice. From reviewing communication history and completed tasks to practicing with the actual reports and technology, they share what needs to happen before the client arrives. Matthew and Micah then walk through the opening minutes of a meeting: greeting clients, asking about their concerns, listening without rushing, and agreeing on an agenda. They also explore how repeating clear messages about cash flow, guardrails, and retirement goals shapes client expectations and keeps conversations focused on what matters. Exactly What to Say in Client Meetings [Episode 367] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Get the Surge Toolkit - Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Max Holvik of The Advisor's CFO to explore how financial advisors can better understand and manage the business behind their practice. Max explains how fractional CFO support helps growing firms connect their financials to future goals, build useful dashboards, and prepare for acquisitions or an eventual exit. They discuss why revenue alone does not reveal client profitability and how tracking service activity and team time can expose hidden costs. The conversation also covers internal controls, staffing capacity, and the challenges of serving clients who no longer fit the firm's strategy. Max shares why better data and an objective sounding board can help owners make clearer decisions about growth, pricing, and service. Understanding Client Profitability With Max Holvik Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Max Holvik: Website | LinkedIn - Learn More about our Coaching Programs  

In this episode, Matthew Jarvis welcomes Michael Joyce from Calamos Investments to discuss how advisors can stand out by delivering practical, personalized value. Michael shares how he moved beyond product pitches and entertainment to become a resource for advisors, drawing on books, business coaching, and conversations with top producers. He breaks down his book-gifting approach, pairing a handwritten note with a specific page recommendation that connects to the recipient's life or business. The conversation explores why consistent follow-up matters more than a single gesture, how wholesalers can share useful practice-building ideas, and how weekly accountability and intentional habits help turn good intentions into action. Standing Out Through Personalized Value With Michael Joyce Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Michael Joyce: Website | LinkedIn - Learn More about our Coaching Programs

Summary In this episode, Matthew Jarvis and Micah Shilanski challenge the belief that delivering more value to clients requires spending more time in the office. They explore how fear of rejection keeps advisors busy with planning software and generic advice instead of doing the work that makes a difference. Through surge meetings and personalized value adds, including beneficiary reviews, they explain how repeatable systems help advisors deliver financial planning at scale. The conversation introduces a three-part test for practice decisions: benefit the client, support the team, and improve life for the advisor. Matthew and Micah also share how focused planning seasons create clearer expectations, more consistent service, and greater confidence when stepping away from the office. Stop Playing Office and Start Delivering Value [Episode 366] Resources - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Get the Surge Toolkit - Learn More about our Coaching Programs

In this episode, Matthew welcomes back Michael Belluomini and Liam Heffernan from Carson to discuss what it takes to prepare for a practice sale or partnership. They explain the time commitment, the importance of clean financial data, and how a banker can help advisors navigate the process without losing focus on growth. The conversation also covers the emotional side of selling, questions to ask advisors who have already made the transition, and what buyers look for beyond the numbers. Michael and Liam emphasize that strong teams, documented organic growth, and cultural fit matter more than chasing headline multiples. Preparing Your Practice for a Sale With Michael Belluomini and Liam Heffernan Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Michael Belluomini: Website | LinkedIn - Liam Heffernan: Website | LinkedIn - Explore a partnership with Carson - Learn More about our Coaching Programs

In this episode of the TPR podcast, Matthew Jarvis and Brian Smith discuss critical aspects of financial planning, focusing on life expectancy, longevity, and the importance of value-added strategies for advisors. They explore how to educate clients on longevity, navigate old insurance products, and identify strong insurance solutions. The conversation emphasizes the integration of guaranteed income with AUM strategies to enhance client financial security. Understanding Life Expectancy and Longevity With Brian  Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Brian Smith: Website | LinkedIn - Learn More about our Coaching Programs  

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