The Perfect RIA

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

We’re recapping Matt and Micah’s discussion on measuring what truly matters in your practice, the danger of losing focus, why you need that end-of-year push, and the need for hard-hitting, factual data. Next, we’ll share executive recruiter Yosef Colish’s secrets of talent acquisition and retention in the fiercely competitive RIA landscape to keep your talent pool secure and thriving. Lastly, we’ll share how Jamie deals with those frustrating times of being ignored when offering sound advice and how understanding team behaviour through tools like DISC aids in effective communication and leadership styles.

Listen to this week's episodes:

Measure What Really Matters? [Episode 225]

Recruitment Strategies and Talent Retention with Guest Yosef Colish

You’re Pi$$ing Me Off - Part 1

https://bit.ly/3ryku9Z

On Monday, Matt and Micah focused on the critical importance of communication with clients and the impact of language on client relationships. and stress the need to avoid default answers that may limit clients. They also highlighted the value of asking probing questions, showing empathy, and maintaining a genuine curiosity to understand clients' needs. Wednesday, Matt was joined by former wholesaler turned advisor Anthony Zanetti, who shares insights from his experience in both roles. In addition to having an intentional schedule, Anthony shares his approach to improving a good practice by focusing on incremental changes and prioritizing tasks, as well as the importance of aligning actions with the advisor's vision and effectively communicating complex strategies to clients. Thursday, Jamie explored the vocabulary and toolset for personal and team development. She discussed terms like work-life balance and burnout, highlighting the need to understand and address these issues. Jamie shares insights from her team, the importance of teamwork to avoid burnout, and the importance of providing a vocabulary for personal development.

Do NOT Say That To A Client [Episode 235]

Wholesaler Who Saw The Light With Guest Anthony Zanetti

Burnout Is For Wimps - Mastering Client Communication, Growth Strategies, and Team Resilience

In this episode, Jamie shares a story about a boating incident and highlights the importance of preparedness, clear communication, and the dangers of unsolicited advice. She emphasizes the need for disaster recovery drills and simulations in both personal and professional settings. Jamie also encourages people to be critical of those who offer advice without understanding the full context of a situation. And most importantly, by practicing and debriefing after actions, individuals and teams can be better prepared to handle unexpected events.

Resources in today's episode:

Sinking Ships

Matt is once again joined by Karen Stewart from Belay to discuss delegation and maximizing efficiency in your business. Karen stresses the importance of creating a list of tasks you're currently handling. From email management to calendar organization and even travel planning, she suggests pinpointing which tasks can be effectively delegated to a virtual assistant. Not all tasks require your personal touch. Instead of feeling you 'should' be handling certain tasks, you can delegate these to a VA, who's better equipped for the job. Matt and Karen will also talk about the importance of clear communication and onboarding processes when working with a virtual assistant. It's all about understanding each other's expectations and preferences, which is a crucial factor for a harmonious and productive working relationship. Delegating for Success with Guest Karen Stewart