Kitces and Carl - Real Talk for Real Financial Advisors

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A no-holds barred conversation for Real Financial Advisors with industry nerd Michael Kitces and client communication expert Carl Richards. One draws with a Sharpie, the other nerds out with spreadsheets, and both provide you with unique perspectives so that you can more effectively communicate with…

Michael Kitces, MSFS, MTAX, CFP and Carl Richards, CFP


    • May 15, 2025 LATEST EPISODE
    • every other week NEW EPISODES
    • 32m AVG DURATION
    • 164 EPISODES

    Ivy Insights

    The Kitces and Carl - Real Talk for Real Financial Advisors podcast is a must-listen for anyone serious about being a financial planner. Michael and Carl provide invaluable perspectives and advice that are both truthful and genuine. They do not sound scripted, which adds to the authenticity of their discussions. The information they share is top-notch and each episode provides value.

    One of the best aspects of this podcast is the insightful perspectives and advice offered by Michael and Carl. They are two of the best thought leaders in the industry, with distinct approaches that harmonize into pure gold. The knowledge they share can be implemented immediately into your practice, benefiting not only yourself but also your team and clients. It is clear that they have a deep understanding of the financial advice industry and are passionate about helping others succeed.

    One small drawback of the podcast is that in some episodes, the audio quality could be improved. This may not be an issue for everyone, but it can be distracting for some listeners. However, this minor flaw does not overshadow the valuable content shared by Michael and Carl.

    In conclusion, The Kitces and Carl - Real Talk for Real Financial Advisors podcast is an outstanding resource for financial planners. Michael and Carl's perspectives are insightful, truthful, and genuine. Despite a potential audio quality issue in some episodes, the information provided is top-notch and each episode offers value that can be implemented immediately into your practice. If you are serious about being a financial planner, this podcast should not be missed.



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    Latest episodes from Kitces and Carl - Real Talk for Real Financial Advisors

    Is Complexity In Financial Planning Necessary To Prove (Young) Advisor Credibility? Kitces & Carl Ep 164

    Play Episode Listen Later May 15, 2025 30:35


    In our 164th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to strike the right balance between technical accuracy and clear, client-friendly communication. For full show notes, see kitces.com and thesocietyofadvice.com.

    Overcoming Objections When Clients Reject The Recommendation By Asking What You Missed: Kitces & Carl Ep 163

    Play Episode Listen Later May 1, 2025 32:48


    In our 163rd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to handle when clients not only ignore advice but actively push back against it. For full show notes, see kitces.com and thesocietyofadvice.com.

    Avoiding Staff Management Duties You Don't Want By Paying A Virtual Assistant For Only What You Need: Kitces & Carl Ep 162

    Play Episode Listen Later Apr 17, 2025 33:09


    In our 162nd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how a virtual assistant can support management responsibilities—and how to identify what tasks are worth delegating in the first place. For full show notes, see kitces.com and thesocietyofadvice.com.

    How Valuable Is Getting Feedback About Your Original Business Ideas (That Others May Not Get Anyway)?: Kitces & Carl Ep 161

    Play Episode Listen Later Apr 3, 2025 39:38


    In our 161st episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how they navigate others' opinions on their projects—and the strategies they use to invite feedback in the first place. For full show notes, see kitces.com and thesocietyofadvice.com.

    Calming Clients With Anxiety About Trump Tariffs And Trade Wars: Kitces & Carl Ep 160

    Play Episode Listen Later Mar 20, 2025 44:27


    In our 160th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what advisors can do to keep clients from panicking—and making poor financial decisions—during market volatility. For full show notes, see kitces.com and thesocietyofadvice.com.

    When You Promised Early Clients Special Fees Or Minimums You Can No Longer Honor: Kitces & Carl Ep 159

    Play Episode Listen Later Mar 6, 2025 30:25


    In our 159th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what to do when your original fees no longer make financial sense—but you promised to honor them for some clients. For full show notes, see kitces.com and thesocietyofadvice.com.

    Should Prospects Be Allowed To Move Forward If They Don't Want To Think It Over First?: Kitces & Carl Ep 158

    Play Episode Listen Later Feb 20, 2025 34:52


    In our 158th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the reasoning behind not allowing clients—even excited ones—to sign up the day of their first meeting. For full show notes, see kitces.com and thesocietyofadvice.com.

    Reducing The Fears Of Prospective Clients By Communicating Clear Expectations Before The First Meeting: Kitces & Carl Ep 157

    Play Episode Listen Later Feb 6, 2025 31:31


    In our 157th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss tactics for reducing the worry that can arise for people when meeting with a financial advisor for the first time. For full show notes, see kitces.com and thesocietyofadvice.com.

    How Are You Getting Value Out Of ChatGPT As A Financial Advisor?: Kitces & Carl Ep 156

    Play Episode Listen Later Jan 23, 2025 30:12


    In our 156th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how they're using ChatGPT in their own work and share their thoughts on the future of AI in financial advising. For full show notes, see kitces.com and thesocietyofadvice.com.

    How Do You Know When You Are Adding Value Versus Just Trying To Justify Your Fees?: Kitces & Carl Ep 155

    Play Episode Listen Later Jan 9, 2025 37:08


    In our 155th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss a common pitfall among advisors, and what you should consider to make sure you're actually adding value—not just wasting time. For full show notes, see kitces.com and thesocietyofadvice.com.

    The Limits Where Technology Can't Scale Financial Planning Advice: Kitces & Carl Ep 154

    Play Episode Listen Later Dec 26, 2024 32:49


    In our 154th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss technology and AI's role in the future of financial advice. For full show notes, see kitces.com and thesocietyofadvice.com.

    Evaluating The Tradeoffs That Come With Retaining 'Legacy' Clients: Kitces & Carl Ep 153

    Play Episode Listen Later Dec 12, 2024 36:12


    In our 153rd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what to do when legacy clients start to hurt profitability down the line. For full show notes, see kitces.com and thesocietyofadvice.com.

    Advisory Fee Confidence And Building The Happy-Client Stoke File: Kitces & Carl Ep 152

    Play Episode Listen Later Nov 28, 2024 30:59


    In our 152nd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss surprising data from recent research on the different ways advisors charge fees. For full show notes, see kitces.com and thesocietyofadvice.com.

    What's Holding You Back From Delegating What You Need To Let Go Of?: Kitces & Carl Ep 151

    Play Episode Listen Later Nov 14, 2024 35:01


    In our 151st episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what often stands in the way of delegating tasks—and what you can do to avoid common sticking points. For full show notes, see kitces.com and thesocietyofadvice.com.

    When The Early Years' Scarcity As A Financial Advisor Prevents You From Growing To The Next Level: Kitces & Carl Ep 150

    Play Episode Listen Later Oct 31, 2024 28:45


    In our 150th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how the scarcity mentality many new advisors experience when just starting out can negatively affect their career down the road—and how to avoid this common trap. For full show notes, see kitces.com and thesocietyofadvice.com.

    Do You Really Need A Business Partner… Or A Study Group?: Kitces & Carl Ep 149

    Play Episode Listen Later Oct 11, 2024 31:36


    In our 149th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss why having friends in the trenches with you as you launch your own firm might be more valuable than having a business partner. For full show notes, see kitces.com and thesocietyofadvice.com.

    Making It Easier To Get Started By NOT Building In Public And Focusing On Version 0 Instead: Kitces & Carl Ep 148

    Play Episode Listen Later Oct 3, 2024 34:37


    In our 148th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the mindset shift that can help when you're scared to take the next step toward your goals. For full show notes, see kitces.com and thesocietyofadvice.com.

    Preparing An Advisory Firm For The Risk Of A Market (And Revenue) Decline: Kitces & Carl Ep 147

    Play Episode Listen Later Sep 19, 2024 33:48


    In our 147th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what advisors can do to prepare for the next market downturn. For full show notes, see kitces.com and thesocietyofadvice.com.

    Re-Educating Clients (Scalably) After They ‘Read Something On The Internet': Kitces & Carl Ep 146

    Play Episode Listen Later Sep 5, 2024 29:40


    In our 146th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to handle when clients try to educate themselves about finance online—but come away with misinformation. For full show notes, see kitces.com and thesocietyofadvice.com.

    Explaining The Full Value Of (Life) Planning By Unlocking The Emotional Job To Be Done: Kitces & Carl Ep 145

    Play Episode Listen Later Aug 22, 2024 32:12


    In our 145th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how advisors can communicate their planning style in their marketing before investing time in client meetings that may or may not lead to long-term engagement. For full show notes, see kitces.com and thesocietyofadvice.com.

    The Success Trap Of Boutique Practices And Building With Intentionality: Kitces & Carl Ep 144

    Play Episode Listen Later Aug 8, 2024 28:32


    In our 144th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how fast growth can get in the way of working "lifestyle" hours—and what to do about it. For full show notes, see kitces.com and thesocietyofadvice.com.

    Taking Over Clients From An Advisor With A Different Personality And Communication Style: Kitces & Carl Ep 143

    Play Episode Listen Later Jul 25, 2024 36:08


    In our 143rd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards explore how next-gen advisors can navigate transitioning clients accustomed to a quantitative approach to financial planning. For full show notes, see kitces.com and thesocietyofadvice.com.

    Carl's 13 Magical Questions Of Conversational Goodness With (New) Clients: Kitces & Carl Ep 142

    Play Episode Listen Later Jul 11, 2024 45:43


    In our 142nd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss impactful questions to ask clients in order to create deeper conversations and deeper connections. For full show notes, see kitces.com and thesocietyofadvice.com.

    Creating The Space To Have More Meaningful Money Conversations With Clients: Kitces & Carl Ep 141

    Play Episode Listen Later Jun 27, 2024 38:39


    In our 141st episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the powerful questions to ask clients in order to create impactful conversations about money. For full show notes, see kitces.com and thesocietyofadvice.com.

    Are You Worrying About Scale Before You Even Have A Scale Problem?: Kitces & Carl Ep 140

    Play Episode Listen Later Jun 13, 2024 28:45


    In our 140th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what's likely behind the common problem of advisors prematurely worrying about scale. For full show notes, see kitces.com and thesocietyofadvice.com.

    When Have You Done 'Enough' For Clients (And How Do You Know)?: Kitces & Carl Ep 139

    Play Episode Listen Later May 30, 2024 30:08


    In our 139th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to know when you offer "enough" value to clients that it's no longer necessary to keep doing and learning more. For full show notes, see kitces.com and thesocietyofadvice.com.

    Crafting Your Own Stop-Doing List To Create Capacity For What Really Matters: Kitces & Carl Ep 138

    Play Episode Listen Later May 16, 2024 38:00


    In our 138th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to optimize your time by identifying what you consistently do—and would love to stop doing. For full show notes, see kitces.com and thesocietyofadvice.com.

    When Does Your Career Transition From Saying Yes To Opportunities & Focusing More On No?: Kitces & Carl Ep 137

    Play Episode Listen Later May 2, 2024 38:30


    In our 137th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to know when it's time to start saying no. For full show notes, see kitces.com and thesocietyofadvice.com.

    Should Internal Succession Plans Provide A G2 Discount For Lack Of Affordability?: Kitces & Carl Ep 136

    Play Episode Listen Later Apr 18, 2024 35:28


    In our 136th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what to consider for succession plans as more advisors approach the age of retirement. For full show notes, see kitces.com and thesocietyofadvice.com.

    Do Experienced Financial Planners Have a Professional Obligation To Create Job Opportunities For The Next Generation?: Kitces & Carl Ep 135

    Play Episode Listen Later Apr 4, 2024 30:35


    In our 135th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss whether or not professional advisors should be expected to create career opportunities for up-and-coming advisors. For full show notes, see kitces.com and thesocietyofadvice.com.

    Helping Clients Who Can't Ever Get To Enough: Kitces & Carl Ep 134

    Play Episode Listen Later Mar 21, 2024 26:16


    In our 134th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what to do once a client achieves their financial goals—and doesn't seem to realize it. For full show notes, see kitces.com and thesocietyofadvice.com.

    Life-Changing Self Actualization—But How Do We Market It?: Kitces & Carl Ep 133

    Play Episode Listen Later Mar 7, 2024 33:57


    In our 133rd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss money, meaning, and what it's all for. For full show notes, see kitces.com and thesocietyofadvice.com.

    What Drives Real Advisor Marketing Success? Vanity Metrics Vs Engaged Prospects: Kitces & Carl Ep 132

    Play Episode Listen Later Feb 22, 2024 28:08


    In our 132nd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the best way for advisors to get the word out about their services. For full show notes, see kitces.com and thesocietyofadvice.com.

    What's The Real Purpose Of (New Year's) Goals And Finding The Next Best Action To Move Forward?: Kitces & Carl Ep 131

    Play Episode Listen Later Feb 8, 2024 37:23


    In our 131st episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss setting goals—and the "why" behind doing so. For full show notes, see kitces.com and thesocietyofadvice.com.

    Helping Everyone You Can Vs Getting Paid What You're Really Worth: Kitces & Carl Ep 130

    Play Episode Listen Later Jan 25, 2024 31:09


    In our 130th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the advisor mindset that leads to more happiness. For full show notes, see kitces.com and thesocietyofadvice.com.

    How Autonomy, Experience, and Team Drive Advisor Well-being: Kitces & Carl Ep 129

    Play Episode Listen Later Jan 11, 2024 33:12


    In our 129th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the results of their recent study on advisor well-being. For full show notes, see kitces.com and thesocietyofadvice.com.

    Noticing What You Spend Money On That's Actually An Investment: Kitces & Carl Ep 128

    Play Episode Listen Later Dec 28, 2023 33:19


    In our 128th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss a key difference in perspective when it comes to spending money. For full show notes, see kitces.com and thesocietyofadvice.com.

    Creating Value Through Presence And The 50 Fires Podcast: Kitces & Carl Ep 127

    Play Episode Listen Later Dec 14, 2023 34:43


    In our 127th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss Carl's exciting new project. For full show notes, see kitces.com and thesocietyofadvice.com.

    Best Ways To Boost Advisor Productivity: New Tech Efficiencies Vs Old Fee Increases: Kitces & Carl Ep 126

    Play Episode Listen Later Nov 30, 2023 33:43


    In our 126th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss whether it makes more sense to focus on increasing productivity or to simply increase your fees. For full show notes, see kitces.com and thesocietyofadvice.com.

    Scale Your Business, Leverage Yourself, Or Just Grow?: Kitces & Carl Ep 125

    Play Episode Listen Later Nov 16, 2023 36:12


    In our 125th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what it really means to scale.  For full show notes, see kitces.com and thesocietyofadvice.com.

    When Clients Evolve Out Of Your Niche Specialization Should You Stay Or Go (Or Not)?: Kitces & Carl Ep 124

    Play Episode Listen Later Nov 2, 2023 32:59


    In our 124th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to handle when clients no longer fit your specialization. For full show notes, see kitces.com and thesocietyofadvice.com.

    Does Every Prospective Client Fit A Niche Or Do Advisor Specializations Leave More Underserved?: Kitces & Carl Ep 123

    Play Episode Listen Later Oct 19, 2023 26:54


    In our 123rd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss whether all advisors choosing a niche results in some potential clients being left out of receiving financial advice. For full show notes, see kitces.com and thesocietyofadvice.com.

    Helping Clients Make Decisions That DON'T Make (Financial) Sense: Kitces & Carl Ep 122

    Play Episode Listen Later Oct 5, 2023 33:04


    In our 122nd episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to guide client decisions that aren't about wealth maximization. For full show notes, see kitces.com and thesocietyofadvice.com.

    Can You Just Do Good Work And Get Noticed As An Advisor Or Do You Have To Self-Promote?: Kitces & Carl Ep 121

    Play Episode Listen Later Sep 21, 2023 40:06


    In our 121st episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss whether self-promotion is essential for advisors. For full show notes, see kitces.com and thesocietyofadvice.com.

    Is It Really Harder To Scale A Small RIA Today, Or Are Firms Just Navigating The Growth Treadmill?: Kitces & Carl Ep 120

    Play Episode Listen Later Sep 7, 2023 27:19


    In our 120th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss the recurring myth that small RIAs are doomed due to scaling challenges. For full show notes, see kitces.com and thesocietyofadvice.com.

    Navigating Succession Plans When Founders Are Having Second-Thoughts On Retirement: Kitces & Carl Ep 119

    Play Episode Listen Later Aug 24, 2023 30:36


    In our 119th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to get an older advisor (who isn't as engaged in growing the business anymore) to let go and retire. For full show notes, see kitces.com and thesocietyofadvice.com.

    (Re-)Building Your Financial Advisor Identity When You Dial Back Working With Clients: Kitces & Carl Ep 118

    Play Episode Listen Later Aug 10, 2023 27:40


    In our 118th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss whether you hang onto being a financial advisor even when you're no longer taking clients.  For full show notes, see kitces.com and thesocietyofadvice.com.

    Sustaining A Profitable Advisory Business That Allows You To Explore New Endeavors: Kitces & Carl Ep 117

    Play Episode Listen Later Jul 27, 2023 32:35


    In our 117th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what it looks like when you're done growing the business. For full show notes, see kitces.com and thesocietyofadvice.com.

    Getting Training As (Or For) An Associate Advisor To Talk More In Client Meetings: Kitces & Carl Ep 116

    Play Episode Listen Later Jul 13, 2023 33:09


    In our 116th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to feel (or help other advisors feel) more confident talking to clients. For full show notes, see kitces.com and thesocietyofadvice.com.

    Setting The Right Minimum Fee Per Client And The Revenue Model Generator: Kitces & Carl Ep 115

    Play Episode Listen Later Jun 29, 2023 31:50


    In our 115th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss how to set pricing in order to run a viable practice.  For full show notes, see kitces.com and thesocietyofadvice.com.

    When Clients Are Tempted By The Siren-Song Of (A Competitor's) Investment Results: Kitces & Carl Ep 114

    Play Episode Listen Later Jun 15, 2023 36:19


    For many financial advisors, keeping an open line of communication with clients is a key component of building trust, understanding the client's values, and developing a meaningful plan to help them reach their financial goals. In our 114th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss ways for financial advisors to talk to clients tempted by promises of higher returns from other financial professionals, how they can ensure that all clients stay focused on the goals their financial plans were created to help them achieve, and why it's so important to remind clients of their actual value.    For full show notes, see kitces.com and thesocietyofadvice.com.

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