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

In this week’s recap, Amber Kuhn highlights the significance of setting intentions for the new year. On Monday, Matt and Micah tackled the delicate balance between the new year's ambitions and business entitlement. While January presents a fresh start for financial advisors, they warned against the dangerous mindset of entitlement that can creep in after achieving success. They emphasized that no advisor is automatically entitled to premium fees or flexible schedules – these perks are earned through intentional business building and consistent value delivery.

Resources in today's episode:

- Episode Website - What You Are Entitled To In 2025 [Episode 290]

In this episode, Matt and Micah kick off 2025 with an episode that's less about champagne toasts and more about making your financial advisory practice pop like a cork. They dive into the art of intention-setting, reminding listeners that success in the financial world isn't served on a silver platter – it's earned through good old-fashioned elbow grease.

In this candid conversation, they tackle the elephant in the room: the entitlement mindset that's become the silent practice-killer for many advisors. They share their battle-tested wisdom on building sustainable businesses that stand the test of time, emphasizing that client relationships are more than just numbers on a spreadsheet – they're the heartbeat of a thriving practice.

What You Are Entitled To In 2025 [Episode 290]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week’s recap, Amber Kuhn is highlighting the significance of relationship building in client meetings revealing that financial advising is far more about emotional intelligence than technical prowess. In this week’s episode she shares how Matt and Micah unpacked the critical soft skills that transform client interactions from transactional to transformative. The key insight? Technical expertise can actually hinder initial client connections if not balanced with genuine relationship building. The overarching message is clear: successful financial advising is about connection, empathy, and genuine care.

Resources in today's episode:

- Episode Website - Don’t Worry, I Can Skip The Soft Stuff [Episode 289]

In this episode, Micah and Matt discuss the importance of relationship-building in client meetings. They reveal a counterintuitive truth that many financial advisors miss: your first client meeting isn't about dazzling them with spreadsheets or complex financial jargon. Instead, it's about creating a genuine human connection that transforms potential clients from mere numbers to trusted partners in their financial journey.

Micah and Matt break down the essential strategies for turning initial client interactions from mundane meetings into meaningful conversations. They emphasize the power of curiosity, active listening, and empathy as the true currencies of successful financial planning. They challenge advisors to approach each meeting with a mindset of authentic interest, encouraging them to ask open-ended questions that invite clients to share their deepest financial hopes, fears, and dreams.

Don’t Worry, I Can Skip The Soft Stuff [Episode 289]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn

In this week’s recap, Amber Kuhn is highlighting business growth and personal development. On Monday, Matt and Micah shattered the myth of silver bullet solutions, emphasizing that true progress comes from doing the hard, uncomfortable work. The real game-changer isn't a flashy new logo or website but a consistent, meaningful effort that pushes you beyond your comfort zone.

On Thursday, Jamie's segment dove into productivity strategies, highlighting the critical importance of documenting repeatable processes, practicing radical self-honesty, and learning from failures through after-action reports. The key message? Stop wishing and start doing. Successful entrepreneurs don't just dream - they create actionable plans, audit their systems, and surround themselves with growth-minded individuals.

Resources in today's episode:

- Episode Website - Yes, There is One Silver Bullet [Episode 288] - Encore Episode: Goals and Productivity

In this encore episode, Jamie Shilanski dives into how you approach personal and professional growth. Forget wishful thinking – this is about transforming goals from pipe dreams to concrete realities through strategic self-reflection and relentless improvement. Jamie cuts through the noise with her perspective on success, revealing the critical difference between merely looking through a window at your potential and using a mirror to truly understand your progress. Her core message is crystal clear: success isn't about perfection; it's about progress. Documenting your journey isn't just administrative busywork – it's the blueprint for sustainable business continuity and personal development.

Instead of wallowing in setbacks, Jamie champions the art of the "after-action report" – a powerful tool that transforms mistakes into learning opportunities. She challenges listeners to ditch the victim mentality and instead cultivate a growth mindset that treats every stumble as a stepping stone to greatness.

Pro-tip for ambitious professionals: A goal without a plan is just a wish. Surround yourself with people who don't just support your dreams but who challenge you to exceed them. Build a team and personal culture that celebrates accountability, embraces continuous learning, and turns potential into performance.

Encore Episode: Goals and Productivity

In the latest episode of The Perfect RIA, hosts Micah Shilanski and Matthew Jarvis share some hard-hitting truths about what really drives success in the financial advisory world. Forget the fantasy of overnight miracles and magical quick fixes. This episode is a no-nonsense dive into the unglamorous—but absolutely essential—reality of building a thriving practice.

Spoiler alert: There's no silver bullet waiting to transform your business overnight. Those shiny logo packages, sparkling new websites, and expensive consultants? They're not your golden ticket.

The episode challenges financial advisors to stop looking for shortcuts and start investing in what truly matters. It's about refining your processes with surgical precision, mastering the art of communication, and developing a level of accountability so extreme it might make your past self blush. Success isn't about looking good—it's about doing the work that most people are too afraid to tackle.

Yes, There is One Silver Bullet [Episode 288]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - The Comfort Crisis by Michael Easter

In this weekly recap, Amber Kuhn highlights financial history and strategic goal achievement. On Monday, Mark Higgins, author of "Investing in US Financial History," joined Matt to offer a profound perspective on understanding market dynamics through historical context. Mark emphasizes that true financial wisdom comes from understanding historical patterns without falling into the trap of believing "this time it's different."

On Thursday, Jamie brought an equally transformative message about goal setting that goes far beyond typical motivational rhetoric. Her core philosophy cuts to the heart of personal and professional development: a goal without a plan is merely a wish. She challenges setting goals that are genuinely intimidating – ones that make you uncomfortable and push you beyond your comfort zone. The key, she argues, is not just in setting ambitious targets but in creating deliberate, specific action plans with clear responsibilities and deadlines.

Resources in today's episode:

- Episode Website - The Role of History in Financial Advising With Guest Mark Higgins - Encore Episode: Goal Setting