The Perfect RIA

In this episode of the Perfect RA Podcast, host Matt Jarvis speaks with his brother, Steven Jarvis, CPA, about the intricacies of auditing in mergers and acquisitions (M&A) deals. They discuss the importance of accurate financial reporting, the nuances of EBITDA, and the potential red flags that can arise during the due diligence process. Steven emphasizes the need for financial advisors to maintain clean books and be transparent about their financials, as this can significantly impact the valuation of their practice during a sale. The conversation also touches on the buyer's perspective, the consequences of misleading information, and best practices for running a business effectively. Unlocking Value in M&A Transactions With Steven Jarvis [Episode 314] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Steven Jarvis: Website | LinkedIn  - THE SUMMIT

One of our core tenets and values at TPR is reality, not theory. Matthew and Micah discuss how we get from a theoretical environment to a real environment especially when it comes to meetings with clients where we aim to deliver massive value.  You will hear about the importance of the words you use in meetings as well as what you should be doing to avoid miscommunication with clients. Matthew and Micah also share tips on how to set expectations in ways that are clear and making way for success. They share detailed examples and insight into how to smooth out discussions and give clients confidence in their retirement. Encore Episode: You Said What In A Client Meeting?!  Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this episode, Micah and Jarvis discuss the concept of niching in the financial advisory space, exploring its importance, the distinction between advertising and marketing, and the journey of finding and developing a niche. They emphasize the need for advisors to understand their clients deeply, build trust, and take actionable steps towards establishing their niche. The conversation highlights the long-term commitment required for successful niching and the importance of integrity in client relationships. Not Everyone Needs a Niche [Episode 313] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn  

Client segmentation is the process by which you divide your clients up based on common characteristics (such as demographics or behaviors) so that you can serve those clients more effectively. However, client segmentation doesn't always work in the advisory industry. In fact, it highlights another issue altogether: a failure to define your niche. So, in this episode, Micah and Matthew will be sharing the problems that develop when you start segmenting clients and what you can do to provide massive value instead. Listen in as the guys describe how to be more intentional with your practice and how to set realistic expectations with your clients. You will learn how to revolutionize your practice through effective communication, the importance of considering how much time a client actually takes out of your working hours, and how to respectfully “retire” clients. Encore episode - Client Segmentation Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this episode of the TPR Podcast, Matthew Jarvis and Peter Velardi discuss the evolving landscape of financial advisory practices, particularly the impact of private equity on the industry. They explore the shift from traditional independent practices to a more consolidated model, emphasizing the importance of understanding the true value of financial practices and the necessity of risk management. The conversation highlights the current market dynamics, the need for advisors to adapt to changing conditions, and the importance of seeking professional guidance in navigating these complexities. Navigating the New Era of Financial Advisory With Peter Velardi Resources in today's episode: - Matt Jarvis: Website | LinkedIn- Peter Velardi: Website | LinkedIn - Get your practice valuation here

In this episode, Matt interviews Dustin Frost, co-founder of Attentus and creator of the Ride Loud app. They discuss Dustin's journey from a young entrepreneur to running a successful tech company, his productivity strategies, and how he balances work and life. Dustin shares insights on building a strong team, accountability, and the importance of being present with family and friends. The conversation emphasizes the significance of discipline, passion, and effective client relationships in achieving success. Work-Life Balance with Guest Dustin Frost [Episode 312] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Dustin Frost: Website | LinkedIn 

What happens when a prospect says, “I have time tomorrow at 2 pm”? In today's episode, Matthew and Micah compare this situation to being put into a Jiu-Jitsu chokehold and discuss how to navigate this situation in a calm way. You will hear tips on how to lay a solid foundation for your process of success and how to explain it to your clients in a way that demonstrates its value to them. Listen in as the guys break down how making exceptions for a client is actually going to take away from the value you provide. They also discuss the importance of setting very clear expectations (and how to be firm with them), how not to waver when it comes to your process, and more. Encore episode - Prospect Process - Must Schedule Right Now: Available or Desperate? Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this episode of TPR Podcast, we're joined by legendary entrepreneur, content creator, and author Pat Flynn. Known for pioneering transparency in online business through his blog Smart Passive Income, Pat shares his journey from architecture to content empire, covering everything from personal finance blogging to Pokémon YouTube channels. Lean Learning and Building True Fans with Pat Flynn [Episode 311] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Pat Flynn - Linkedin | Website

In this Encore Episode Matt and Micah talk about how often you use financial phrases, terminology, or jargon that mean nothing to your clients or prospects? This is something that many advisors do not focus on enough. Verbally simplifying and breaking down what you're doing to your clients (or prospects) will allow them to recognize how much value you are adding to their life. So, today Matthew and Micah will be sharing the background story as to why they started The Perfect RIA and the reasons they came together to help you through your financial advisory journey. Listen in to learn the importance of having a niche in who you serve, how to build a practice that is sustainable, and how to add even more value to your clients. Regardless of whether you are just starting out on your financial advisory journey or you are a seasoned advisor looking to up your game in the industry, this is the episode for you. Encore Episode: What Is The Perfect RIA? Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this episode of the TPR Podcast, Matthew Jarvis and Jessica Polito delve into the complexities of mergers and acquisitions (M&A) in the financial advisory space. They discuss the current trends in M&A, the importance of understanding deal terms, and the emotional journey of selling a business. The conversation highlights the significance of context in business valuation, the challenges of succession planning, and the need for advisors to be proactive in their approach to potential buyers. Listeners are encouraged to maintain transparency and best practices in their business operations, regardless of their plans to sell. Navigating The M&A Landscape With Jessica Polito [Episode 310] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Jessica Polito - LinkedIn | Website

In this encore episode you'll learn the answerto the question, How are you defining the success that you want to match or surpass? So many advisors have a dream of reaching a specific level in their career, but they never pinpoint the steps they need to take to get there. Without defining goals, planning accurately, cultivating motivation, and reflecting often, you will be on a constant uphill battle with no endpoint in sight. So, in this episode, Matthew will share how to double your success in the four areas of practice success. Listen in as he explains how to calculate your effectiveness, as well as how to improve upon it. You will learn the benefit of writing down your goals and mapping them out on your calendar, how to become a master of tax planning, and why you should record—and watch—your client meetings so that you can improve them moving forward. Encore episode - Double Your Practice - Matt Jarvis: Website | LinkedIn - Buy Matt's Book 

In this conversation, Jarvis and Micah discuss the importance of taking real vacations as advisors, emphasizing the need for clear communication with clients and team members. They outline five common mistakes advisors make when planning time off, including not setting expectations, failing to communicate effectively, and neglecting to have an emergency plan. The discussion also highlights the value of having a structured approach to client meetings and the necessity of creating a checklist for time away from the office. Ultimately, they stress the importance of balancing work and personal life to enhance overall effectiveness and satisfaction. The Art of Taking Time Off [Episode 309] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

There are many things that advisors subconsciously do in client meetings that make a large impact on how those meetings go. Everything from how you enunciate to how you position your body are either adding to or detracting from the client experience, which is ultimately the determining factor in whether they hire you. So, in this episode, Micah and Matthew will be discussing several things you should and shouldn't do in client meetings. Listen in as they share how to ensure you are performing at the same energy level throughout every meeting you are conducting, as well as the importance of explaining every action you make to your clients so that they know you are completely present. You will learn how to become a rockstar level advisor, why what you wear matters in meetings, and how to set proper expectations. Encore episode - You Drank a Soda in a Client Meeting?!?  Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

Matthew Jarvis and John Poole discuss the critical importance of financial advisors understanding their business numbers and the implications for practice valuation and sales. They explore common misconceptions among advisors regarding their knowledge of financial metrics, the impact of market growth on practice valuation, and the challenges faced by generational transitions in the industry. The conversation highlights the need for advisors to be well-informed about their business details to avoid pitfalls during practice sales and to ensure successful equity events. The Numbers Behind Financial Success Resources in today's episode: - Matt Jarvis: Website | LinkedIn - John Poole: LinkedIn - Get your practice valuation here

In this episode of the TPR podcast, Matthew, James Cahn, and Dean Smith discuss the intricacies of mergers and acquisitions in the advisory industry, emphasizing the importance of talent acquisition, cultural fit, and organic growth. They explore the challenges faced by smaller firms in competing with larger entities, the significance of compliance and cybersecurity, and the necessity of succession planning for long-term success. The conversation highlights the evolving landscape of financial advising and the critical factors that advisors must consider to thrive in a competitive market. The Critical Role of Talent in Advisory Firms [Episode 308] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - James Cahn: Website | LinkedIn - Dean Smith: LinkedIn

In this encore episode Matthew and Micah are excited to talk about how to communicate with clients when their accounts go down in value. Rather than giving clients a 72-page document on probabilities of success, there are some key ways to prepare them and set expectations reasonably to make these conversations clearer. Matthew and Micah discuss ways that you can educate clients properly and set them up successfully for whatever moves the market makes. They discuss the discomfort clients feel when seeing investments go down and share how they ensure that clients are properly informed of their options and how to stay calm in moments of “loss.” Encore episode - How Did I Lose $50,000 This Month!?! 

In this episode, Jarvis and Micah discuss the dynamics of their podcast, emphasizing the importance of consistency and preparation in achieving success. They explore the hard truths behind success, the necessity of practice, and the value of networking. The conversation also highlights the significance of continuous learning, measuring success through key metrics, and living intentionally to balance work and family life. The episode concludes with actionable items for growth and accountability. The Hard Truths of Success [Episode 307] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn  

In this throwback episode, Matthew and Micah revisit one of their most impactful conversations about adding real value during client meetings. Every advisor knows they need to meet with clients regularly but what do you actually say in those meetings to make them count? If you've ever struggled with that question, this episode is for you. The guys go back to the origins of the value-add, share their early struggles, and talk about what helped them build confidence and purpose into every client interaction. Encore episode  - How To Communicate Your Value To Clients [Episode 172] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this episode, Matthew Jarvis hosts Brian Smith and Will Wade from Foundational Income Associates to discuss the complexities and importance of annuities in financial advising. They explore the different groups of advisors regarding their approach to annuities, introduce a five-step process for selecting and managing annuities, and emphasize the importance of streamlined licensing and paperwork. The conversation also highlights the ongoing support provided to advisors and the common challenges they face in the annuity process. Annuities Made Simple: Saving Time and Serving Clients Better [Episdoe 306] Resources in today's episode: - Matt Jarvis: LinkedIn | Website - Brian Smith - LinkedIn | Website - William Wade - LinkedIn | Website - theperfectria.com/fia

In this week's Follow Up Friday, Amber Kuhn highlights what makes you invaluable to your clients and why you might be underestimating your own worth. On Monday, Matt and Micah kicked off the week by sharing real-world client experiences that showcase advisor value in action. Their first piece of wisdom? Start keeping a "value journal" of moments when clients recognize your impact. Those testimonials become psychological lifelines during those inevitable days when you question your contributions. Micah shared a powerful dinner conversation where a client confessed they couldn't have survived life's darkest moments without him a reminder that what feels like everyday work to you can be profoundly transformative for clients. The conversation flowed into cashflow planning as a cornerstone value-add. As the guys emphasized, cash flow is the heartbeat of retirement, influencing every decision, and value-adds aren't just services they're the building blocks of client relationships that can last decades. Resources in today's episode: - Episode Website - Value Beyond The Meeting [Episode 305]

In this episode, Matt and Micah discuss the art of delivering massive value to clients that extends far beyond the conference room door. They argue that cash flow isn't just a financial metric—it's the lifeblood of effective retirement planning. The duo shares practical wisdom on systematically tracking value delivery, mastering the delicate dance of cash flow conversations, and leveraging your own financial journey to build unshakeable client confidence. They unpack the emotional dimensions of money management while emphasizing that broad-stroke cash flow planning trumps tedious line-item budgeting every time. Throughout their conversation, they reveal how strategic accountability keeps clients engaged and on track toward their financial goals, ultimately transforming the advisor-client relationship. Value Beyond The Meeting [Episode 305] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week's Follow Up Friday, Amber Kuhn recaps a discussion on ranking value adds and practice valuation. On Monday, Matt and Micah delivered a masterclass on value-add services that'll have you rethinking your client relationships faster than you can say "fiduciary responsibility." They dove into the art of creating one-page documents that showcase your value to clients while somehow managing to keep themselves to just one page each. They ranked these value-adds from "you should be doing this yesterday" to "this might require its own dedicated team.” Remember the "dishwasher rule"? These value-adds aren't just services—they're tangible evidence of the value you're providing. In Thursday's bonus episode, Matt spoke with Scott DiGiammarino from JPTD Partners. Scott shared that with over 40 deals in the past year, his clients see valuations at double or triple the industry norm. For advisors thinking selling means retiring to a beach somewhere, Scott dispelled the myth that sellers have to exit completely. In fact, buyers (particularly those private equity firms) prefer you stick around to keep growing the business—they just want a piece of that lucrative pie. The takeaway from both episodes? Whether you're building value through client services or preparing to cash in on the practice you've built, being proactive, strategic, and clear about your vision is non-negotiable. Resources in today's episode: - Episode Website - Ranking Value Adds: Easy Wins and Game Changers [Episode 304] - Selling High: Why Your Practice May Be Worth Double What You Think with Guest Scott DiGiammarino

In this episode, Matthew Jarvis and Scott DiGiammarino from JPTD discuss the financial advisory practice marketplace where valuations have skyrocketed to unprecedented heights—often doubling previous appraisals. They dive into the minds of today's buyers, revealing that the landscape is dominated by private equity firms operating as either integrators or aggregators, each with distinct approaches to acquisitions. Contrary to popular belief, many advisors selling practices aren't ready for retirement rocking chairs. Instead, they're often younger professionals seeking new opportunities while remaining involved post-sale—a critical factor for both the advisor's peace of mind and the buyer's return on investment. They explore the emotional rollercoaster of selling a practice built over decades, with many advisors discovering that the M&A process itself brings unexpected clarity about their true priorities. Selling High: Why Your Practice May Be Worth Double What You Think with Guest Scott DiGiammarino Resources in today's episode: - Matt Jarvis: Website | LinkedIn- Scott DiGiammarino: Website | LinkedIn - Get your practice valuation here

In this episode of The Perfect RIA podcast, Matt and Micah dive into the world of value adds – those extra touches that keep clients from heading for the exit. The duo serves up a practical ranking system, categorizing value adds from simple to complex - where it might require a few extra cups of coffee. They reveal how these reports can transform client comprehension from confused head-scratching to confident nods of approval. The conversation ventures through the often-neglected territory of survivor income planning, the delicate art of long-term care discussions, and the absolute necessity of keeping beneficiary information current. Their message is crystal clear: implement one value add per quarter, start small, and watch your practice transform. Ranking Value Adds: Easy Wins and Game Changers [Episode 304] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week's Follow Up Friday, Amber Kuhn recaps a discussion between Matt and Catharine Tindall to unravel the complexities of S-corporation structures for financial advisors. Catherine challenged advisors to move beyond the simple question of "Should I become an S-corp?" and instead dive deeper into the strategic considerations. Matt and Catherine both underscored an essential truth: While there's no magic tax bullet, proactive planning can significantly optimize an advisor's financial growth. Resources in today's episode: - Episode Website - The S-Corp Advantage: What You Need to Know with Guest Catherine Tindall [Episode 303]

In this episode of The Perfect RIA, Matthew Jarvis and Catherine Tindall, CPA ,explore the intricate world of tax strategies specifically tailored for financial advisors. Their conversation cuts through the complexity of S-Corp structures and tax planning, offering practical wisdom for professionals looking to optimize their financial approach. Catherine brings her expertise to the forefront, challenging traditional thinking about retirement planning and business investment. The discussion reveals how financial advisors can make more strategic decisions about compensation, business structure, and tax optimization. Rather than following conventional wisdom, they explore how reinvesting in one's business can potentially create more value than standard retirement contributions. Matt and Cathering dive into critical areas often overlooked by financial professionals, including the nuances of reasonable compensation, the importance of meticulous documentation, and the strategic implications of different income sources. The S-Corp Advantage: What You Need to Know with Guest Catherine Tindall [Episode 303] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Catherine Tindall, CPA: LinkedIn | Website - Fleischer Case

In this week's Follow Up Friday, Amber Kuhn recaps a discussion between Matt and Micah about one of the most challenging aspects of running a financial advisory practice: knowing when—and how—to fire clients. The episode dove into practical strategies for managing client expectations, beginning with establishing clear communication policies. When clients challenge advice, it often signals that the advisor hasn't communicated effectively. However, when clients repeatedly refuse to follow critical advice that could "blow up the financial plan," advisors may need to consider whether the relationship remains viable. Resources in today's episode: - Episode Website - Why Or When To Fire A Client [Episode 302]

In this episode of the Perfect RIA Podcast, Matt and Micah tackle the delicate dance of knowing when—and how—to part ways with clients. They challenge the very notion that advisors can simply "fire" clients, arguing instead that you must first earn that right through consistent value delivery. They explore the fascinating psychology behind client-advisor tensions, revealing how unmet expectations are at the root of most relationship breakdowns. "All disappointment," they remind us, "comes when expectations collide with reality." They offer a nuanced take on distinguishing between clients who question advice (healthy) versus those who consistently ignore it (problematic). Matt and Micah share practical wisdom on establishing non-negotiable boundaries, implementing clear communication policies, and protecting your team from energy-draining client dynamics. They walk through the graduation process with empathy, emphasizing that even termination conversations should be handled with value and professionalism. Why Or When To Fire A Client [Episode 302] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week's Follow Up Friday, Amber Kuhn highlights the impact of delegating your bookkeeping. On Monday, Matt and Duff Tucker from BELAY kicked off with a reality check every advisor needs—your books might be messier than you think, and that could mean big trouble. However, delegation isn't just to stay compliant but to also save time, money, and sanity. Doing your own books is probably costing you way more than you think so the math is simple: if outsourcing bookkeeping gives you back precious time to focus on revenue-generating work, why are you still DIY-ing it? Resources in today's episode: - Episode Website - Bookkeeping Breakthrough: Why Financial Advisors Who Delegate Win Big With Duff Tucker [Episode 301]

In this episode of The Perfect RIA podcast, Matthew Jarvis sits down with Duff Tucker from BELAY to tackle a topic that makes many financial advisors squirm: bookkeeping delegation. They dive into why clean books aren't just about avoiding audit headaches but are fundamental to running a thriving practice. The conversation reveals the psychological tug-of-war many advisors experience—feeling they should handle their own books while simultaneously drowning in tasks that pull them away from revenue-generating activities. Duff expertly dismantles common objections around security concerns and the "I can do it myself" mentality that keeps advisors chained to QuickBooks instead of meeting with clients. From the initial investment in training to the exponential returns of reclaimed time and reduced stress, Matt and Duff make a compelling case that professional bookkeeping isn't just an expense—it's a strategic growth decision. As they note, once advisors taste the freedom of delegation, they rarely turn back. Bookkeeping Breakthrough: Why Financial Advisors Who Delegate Win Big With Duff Tucke [Episode 301] Resources in today's episode: - Matt Jarvis: LinkedIn | Website - Duff Tucker: LinkedIn | Website - Text RIA to 55123 to access BELAY's resources on delegation and to connect for your free delegation consultation.

In this week's Follow Up Friday, Amber Kuhn highlights succession planning and the lessons learned from a successful merger. On Monday, Matt sat down with Jenny Martella from Modera, who shared her remarkable journey of growing her advisory firm from $19 million to $250 million before joining a larger organization. Jenny reflected on the key lessons from her career, emphasizing that success comes through meaningful connections. When developing her succession plan, maintaining client experience quality remained her top priority. Jenny emphasizes that finding the right cultural fit was crucial in their decision to join Modera, where shared values, respectful treatment of colleagues, and assumptions of positive intent aligned with their own philosophy. She notes that this culture-first approach continues today, with team meetings regularly highlighting values in practice. Resources in today's episode: - Episode Website - The 'Bus Ready' Advisor: Building Firms That Outlast You With Guest Jenny Martella [Episode 300]

In this episode of the Perfect RIA Podcast, Matthew Jarvis sits down with financial powerhouse Jenny Martella, whose journey from managing $19 million to $250 million before joining Modera is nothing short of inspirational. Jenny shares wisdom that goes beyond numbers, revealing how meaningful connections shaped her success story. She unpacks the secret of effective succession planning (hint: it's not just about retirement) and why creating the right firm culture can make or break your practice. Jenny offers refreshing insights on why women advisors bring distinctive strengths to the table that boost bottom lines and how finding your niche can transform casual prospects into devoted clients. The conversation weaves through practical advice on building leadership teams, embracing mentorship, and staying "bus ready" to protect client interests. Perhaps most compelling is Jenny's philosophy that when your team thrives, your clients flourish – suggesting that the path to profitability might be paved with purpose rather than just profit margins. The 'Bus Ready' Advisor: Building Firms That Outlast You With Guest Jenny Martella [Episode 300] Resources in today's episode: - Matt Jarvis: LinkedIn | Website - Jenny Martella: LinkedIn | Website

In this week's Follow Up Friday, Amber Kuhn highlights advisor mindsets and M&A strategies in the financial advisory world.  Monday's episode featured Matt and Micah reflecting on insights from their recent mastermind event, where "financial undressing" revealed a fundamental truth: no two practices are alike. They challenged advisors to abandon the "I'm the best" mentality, warning that pride creates a dangerous blind spot. Instead, they advocate seeking out advisors who are achieving superior results and learning from their approaches—while still maintaining a critical eye for those who might be all talk with little substance to back up their claims. The week's bonus episode featured Ted Jenkin from JPTD joining Matt to cut through the noise in the M&A space. Ted highlighted a common pitfall: advisors often lack the market context to properly evaluate deals, potentially leaving money on the table. He emphasized that beneath splashy headlines about practice valuations lie complex deal structures that demand specialized knowledge. Resources in today's episode: - Episode Website - You're Not Taylor Swift [Episode 299] - Exit Strategy Excellence: Building a Practice Worth Buying With Guest Ted Jenkin

In this episode of the Perfect RIA Podcast, Matthew Jarvis is joined by Ted Jenkin to discuss the high-stakes world of mergers and acquisitions in the financial advisory industry. They expose the gap between self-proclaimed M&A "experts" and those with genuine deal-making prowess. They highlight how proper negotiation tactics can transform a mediocre deal into a goldmine—and why having a professional negotiator in your corner might be the best investment you'll ever make. They tackle the uncomfortable truth that many advisors don't actually know their practice's real revenue numbers (hint: it's probably not what you think). Matt and Ted also challenge the common wisdom of waiting until reaching a specific size before selling, warning that this "someday" strategy could leave you with nothing but regrets and missed opportunities and reveal that many financial advisors are missing a crucial opportunity to add value during their clients' business sales—a process that's far more complex and emotionally charged than most realize. Exit Strategy Excellence: Building a Practice Worth Buying With Guest Ted Jenkin Resources in today's episode: - Matt Jarvis: LinkedIn | Website - Ted Jenkin: LinkedIn | Website - Get your practice valuation here

In this episode of the Perfect RIA Podcast, hosts Micah Shilanski and Matthew Jarvis discuss humility and why even advisors with the fanciest letterheads need it. The duo dives into the ecosystem of advisory practices (spoiler alert: not all are created equal) and unpacks the sometimes brutal realities of mergers and acquisitions. Whether your practice is a boutique operation or an industry behemoth, Micah and Matthew insist there's always something to learn from your peers—even if that something is "what not to do." They warn against the "know-it-all" syndrome that plagues many successful advisors and explain why understanding your practice's true value is essential before you start dreaming about that yacht-worthy exit strategy. Plus, they remind us that clients don't care about your impressive credentials if their experience feels like a trip to the DMV (and we don't mean Delivering Massive Value). You're Not Taylor Swift [Episode 299] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn- Get your practice valuation here

Summary:  In this week's Follow Up Friday, Amber Kuhn highlights one advisor's journey going independent. On Monday, Matthew Jarvis welcomed Carmine Corino, CEO of Cornerstone Planning Group and author of the Amazon bestseller "Broken Dealer." Their conversation dove deep into the complexities of transitioning from traditional broker-dealer channels to independence in the financial advisory world. The discussion offered crucial insights for advisors contemplating independence and an inquiry that can serve as a compass for advisors evaluating their current situation, regardless of their channel. Resources in today's episode: - Episode Website - The Real Cost of Loyalty: A Financial Advisor's Road to Independence with Guest Carmine Corino [Episode 298]

Summary:  Ever wonder what happens when a seasoned financial advisor finally breaks free from the broker-dealer world? In this episode of the Perfect RIA podcast, Matthew Jarvis interviews Carmine Corino, author of 'Broken Dealer' and CEO of Cornerstone Planning Group. Carmine shares his compelling transition from the broker-dealer world to founding his own RIA, offering a candid look at the challenges and revelations that shaped his journey. The conversation reveals how a 21-year career path, culminating in an enlightening 19-day safari with his family, led Carmine to reassess his professional relationships and ultimately choose independence. Through their discussion, they explore the often-overlooked realities of recruiting incentives, the growing influence of private equity in the advisory space, and the true meaning of loyalty in business relationships. The Real Cost of Loyalty: A Financial Advisor's Road to Independence with Guest Carmine Corino [Episode 298] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Carmine Corino: Website | LinkedIn | Broken Dealer Book - Cornerstone Assessment

In this week's Follow Up Friday, Amber Kuhn highlights the ever-present challenge of advisory fees and client perceptions. Matt and Micah emphasized on Monday that the fee conversation isn't just about the percentage – it's about the value delivered. While they acknowledged that a 1% fee might indeed be too high for an advisor who's not actively engaging with clients, they argued that consistent value delivery changes the equation entirely. They stressed the importance of helping prospects understand the complete package of services they're receiving rather than fixating solely on fees and performance metrics. Their message was clear: advisors need to believe in their fee structure and have clear, tangible processes in place to support it. Resources in today's episode: - Episode Website - The Fees Are Only Up Because The Market Is Up… [Episode 297]

In this episode of The Perfect RIA podcast, Matt and Micah tackle the ever-present elephant in the room: advisor fees and the true value behind those dollar signs. They discuss how clients, naturally protective of their hard-earned wealth, often wrestle with the age-old question: "What am I really getting for my money?" Matt and Micah advocate for advisors to own their worth confidently and stress that having a crystal-clear value proposition isn't just nice to have – it's as essential as coffee on a Monday morning. They make a compelling case against the industry's tendency to race to the bottom on pricing. Instead, they champion the art of delivering massive value that makes clients feel like they've struck gold. The Fees Are Only Up Because The Market Is Up… [Episode 297] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week's Follow Up Friday, Amber Kuhn recaps an insightful conversation between Matt and executive coach Kristen Burke about the art and science of goal achievement. While many advisors start the year with enthusiasm, that initial energy often wanes as the first quarter progresses. Kristen, drawing from her extensive experience coaching advisors since 2009, revealed that success lies not in attempting wholesale changes but in mastering one goal at a time. She shared four essential characteristics of successful goal achievers while also highlighting the value of having a coach to guide and support individuals in their journey. Resources in today's episode: - Episode Website - From Setting to Achieving: The Four C's To Achieving Your Goals with Guest Kristin Burke [Episode 296]

In this episode of The Perfect RIA podcast, Matthew Jarvis and Kristin Burke tackle the often frustrating gap between setting goals and actually achieving them. They explore why many financial advisors' ambitious plans fall short and reveal the key elements that transform good intentions into tangible results. They unpack the four essential pillars of goal achievement: clarity, confidence, courage, and consistency, and share insights on how sustainable success comes from deliberate, incremental progress rather than dramatic overhauls. Kristin introduces her innovative Friday ritual – a practical reflection and planning practice that's helped countless advisors stay on track. She explains how focusing on specific, trackable activities creates a reliable path to reaching larger objectives, replacing the common trap of vague goal-setting with actionable strategies. From Setting to Achieving: The Four C's To Achieving Your Goals with Guest Kristin Burke [Episode 296] Resources in today's episode: - Matt Jarvis: Website | LinkedIn - Kristin Burke: Website | LinkedIn- Elite Achievement Podcast: EP 107. Elevate Your Practice: From Financial Strain to Financial Success with Matthew Jarvis

In this week's Follow Up Friday, Amber Kuhn highlights the origin story of why Matthew Jarvis and Micah Shilanski started The Perfect RIA. Matt and Micah revealed how the landscape of financial advising was once shrouded in mystery, with successful advisors keeping their strategies close to the chest, and they found themselves navigating through well-meaning but often theoretical advice from people who hadn't actually implemented what they were preaching. After years of trial and error, they discovered that their unconventional approach to running their practices, though criticized by industry standards, was working exceptionally well. Their commitment to transparency and real-world experience led to their first (albeit unreleased) podcast attempt, eventually evolving into the weekly show we know today. The heart of their message centered on the importance of community and the power of shared experience. The Perfect RIA has become more than just a podcast – it's a forcing mechanism for growth and a platform for industry transformation. Resources in today's episode: - Episode Website - Beyond the BS: What Actually Works in Financial Planning [Episode 295 ]

In this episode of The Perfect RIA Podcast, hosts Micah Shilanski and Matthew Jarvis cut through the noise of conventional industry wisdom. As advisors everywhere dive into their new year planning, these seasoned pros share what actually drives success in financial planning – and it's not what most Instagram gurus would have you believe. They tackle the real challenges of entrepreneurship in financial services, offering insights that go beyond the typical "top ten tips" you'll find in industry publications. They explore how they've transformed their practices from standard portfolio management shops into businesses that deliver meaningful, life-changing value to clients.  The conversation takes an honest turn as they dissect the role of community support and mastermind groups – because, let's face it, sometimes you need someone to tell you when your brilliant idea isn't so brilliant. Drawing from their podcast journey, they offer a reality check on what it really takes to succeed in this industry (hint: it's not another certification). Beyond the BS: What Actually Works in Financial Planning [Episode 295 ] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week's Follow Up Friday, Amber Kuhn highlights why estate planning often becomes a mere checkbox for financial advisors despite its critical importance. On Monday, Micah shared his successful approach of making estate planning the first priority with new clients, emphasizing the value of supporting clients throughout the entire process rather than simply directing them to an attorney. He and Matt stressed the importance of advisors experiencing estate planning firsthand, demonstrating how personal experience can help advisors better relate to and guide their clients. Resources in today's episode: - Episode Website - A Trust Will Solve All My Problems… [Episode 294]

In this episode, Matthew Jarvis and Micah Shilanski dive deep into the often misunderstood world of estate planning. They reveal how many clients mistakenly consider estate planning a simple checkbox task when it actually requires ongoing attention and care. They share invaluable insights from their years of experience, emphasizing that successful financial advisors must actively guide their clients through each step of the estate planning journey. Drawing from their own practices, Matt and Micah discuss the delicate art of managing client expectations, particularly when dealing with complex trust arrangements. They stress the power of personal storytelling, encouraging advisors to share their own estate planning experiences to build authentic connections with clients. They make a compelling case for dedicating specific meetings solely to estate planning rather than treating it as a secondary topic. A Trust Will Solve All My Problems… [Episode 294] Resources in today's episode: - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Estate Planning Masterclass

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