Kitces and Carl - Real Talk for Real Financial Advisors

Should Prospects Be Allowed To Move Forward If They Don't Want To Think It Over First?: Kitces & Carl Ep 158 Feb 20, 2025

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 Feb 06, 2025

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 Jan 23, 2025

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 Jan 09, 2025

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 Dec 26, 2024

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 Dec 12, 2024

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 Nov 28, 2024

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 Nov 14, 2024

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 Oct 31, 2024

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 Oct 17, 2024

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 Oct 03, 2024

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 Sep 19, 2024

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 Sep 05, 2024

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 Aug 22, 2024

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 Aug 08, 2024

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 Jul 25, 2024

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 Jul 11, 2024

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 Jun 27, 2024

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 Jun 13, 2024

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 May 30, 2024

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 May 16, 2024

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 May 02, 2024

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 Apr 18, 2024

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 Apr 04, 2024

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 Mar 21, 2024

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 Mar 07, 2024

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 Feb 22, 2024

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 Feb 08, 2024

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 Jan 25, 2024

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 Jan 11, 2024

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 Dec 28, 2023

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 Dec 14, 2023

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 Nov 30, 2023

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 Nov 16, 2023

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 Nov 02, 2023

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 Oct 19, 2023

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 Oct 05, 2023

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 Sep 21, 2023

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 Sep 07, 2023

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 Aug 24, 2023

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 Aug 10, 2023

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 Jul 27, 2023

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 Jul 13, 2023

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 Jun 29, 2023

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 Jun 15, 2023

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.

What Does It Really Mean To Be A Lead Advisor?: Kitces & Carl Ep 113 Jun 01, 2023

While advancing a career in any industry can be challenging, the lack of formal career development programs offered in the workplace for associate advisors can make it particularly difficult for them to gain the experience they need to become lead financial advisors.

In our 113th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss what it means to be a lead advisor, the paths associate advisors can take to advance into a lead advisor role, and how to communicate career growth goals with senior advisors.

For full show notes, see kitces.com and thesocietyofadvice.com.

When You No Longer Want To Be A Manager And Have To Let An Associate Advisor Go: Kitces & Carl Ep 112 May 18, 2023

In our 112th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards talk about what it looks like when you have to let go of an employee.

For full show notes, see kitces.com and thesocietyofadvice.com.

Who To Hire First As Your Advisory Firm Grows (And Why Do You Even Want To?): Kitces & Carl Ep 111 May 04, 2023

In our 111th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards talk about when to hire—and why.

For full show notes, see kitces.com and thesocietyofadvice.com.

Dressing Up For Clients (Do Advisors Really Need To Dress For Success?): Kitces & Carl Ep 110 Apr 20, 2023

In our 110th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards talk about the idea that advisors should dress a certain way for credibility.

For full show notes, see kitces.com and thesocietyofadvice.com.

Attracting Clients - An Advisor For Their Goals Or A Role Model Of What They Can Achieve?: Kitces & Carl Ep 109 Apr 06, 2023

In our 109th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards talk about how advisors live their lives—and what clients think about it.

For full show notes, see kitces.com and thesocietyofadvice.com.

Crafting A (Marketing) Manifesto To Show What You Really Stand For: Kitces & Carl Ep 108 Mar 23, 2023

In our 108th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards talk about marketing yourself by letting people know what you stand for.

For full show notes, see kitces.com and thesocietyofadvice.com.

The Strategic Planning Process And Coming Up With (New) Ideas To Try: Kitces & Carl Ep 107 Mar 09, 2023

In our 107th episode of Kitces & Carl, Michael Kitces and client communication expert Carl Richards discuss ways for advisors to find new ideas, the process of narrowing down their options and choosing the best ones, and how advisors can vet and test the viability of their ideas before implementing them on a larger scale.

For full show notes, see kitces.com and thesocietyofadvice.com.

Sharing 'Real' Examples Of Your Work To Show The Value Of Financial Planning: Kitces & Carl Ep 106 Feb 23, 2023

When A Prospect Doesn't Meet Your Minimums—Navigating The Awkwardness Gracefully: Kitces & Carl Ep 105 Feb 09, 2023

How Do You NOT Grow (And Finding The Constraints To Help Say No): Kitces & Carl Ep 104 Jan 26, 2023

Balancing Client Responsiveness With The Proactive Sledgehammer of Value: Kitces & Carl Ep 103 Jan 12, 2023

Reflecting On The Journey Of Building A Career And Business: Kitces & Carl Ep 102 Dec 29, 2022

Where Are All The Proudly Premium-Fee Advisors?: Kitces & Carl Ep 101 Dec 15, 2022

Is Advisor Technology Really About Making Planning Faster... Or Better?: Kitces & Carl Ep 100 Dec 01, 2022

What Does It Take For You To Find The Confidence To Take Action?: Kitces & Carl Ep 99 Nov 17, 2022

Fee Schedule Complexity And Managing The Fear Of Leaving Opportunities On The Table: Kitces & Carl Ep 98 Nov 03, 2022

Talking Clients Down From Making Politically-Motivated Portfolio Changes: Kitces & Carl Ep 97 Oct 20, 2022

Handling Politically Charged Clients Who Make It Uncomfortable To Be Their Advisor: Kitces & Carl Ep 96 Oct 06, 2022

Building Your Advisor Marketing Content By Packaging Your Client Wisdom: Kitces & Carl Ep 95 Sep 22, 2022

Is Being A Financial Planner A Service Business Or An Intellectual Property Business?: Kitces & Carl Ep 94 Sep 08, 2022

Getting An ROI From Your New Associate Advisor (In Less Than 6 Years): Kitces & Carl Ep 93 Aug 25, 2022

When Clients Want Certainty You Just Can't Give Them: Kitces & Carl Ep 92 Aug 11, 2022

Is It Better To Have Clear Goals Or 'Just' A Strong Sense Of Direction: Kitces & Carl Ep 91 Jul 28, 2022

Standing Out On Social Media By Finding The 'Minimum Viable Audience': Kitces & Carl Ep 90 Jul 14, 2022

From Financial Plan Software To One Page Financial Planning: Kitces & Carl Ep 89 Jun 30, 2022

Showing Your Value To Prospects When Everything Is Already Going Well: Kitces & Carl Ep 88 Jun 16, 2022

Balancing Optimal Advice With Recommendations That Clients Will Actually Implement: Kitces & Carl Ep 87 Jun 02, 2022

Aligning Client Capital To Goals (Which Are Only Clarified Over Time): Kitces & Carl Ep 86 May 19, 2022

Building Your (Local) Brand With PR That Actually Works: Kitces & Carl Ep 85 May 05, 2022

How Do You Introduce Yourself If Not A 'Financial Advisor': Kitces & Carl Ep 84 Apr 21, 2022

When The Big Prospect Doesn't Want Your Financial Plan: Kitces & Carl Ep 83 Apr 07, 2022

Balancing The Desire To Serve With The Financial Demands Of Growth: Kitces & Carl Ep 82 Mar 24, 2022

Increasing Client Touch Points With Asynchronous Client Meetings: Kitces & Carl Ep 81 Mar 10, 2022

How Advisory Firms Evolve Their Specializations Over Time: Kitces & Carl Ep 80 Feb 24, 2022

Finding Your Future Specialization By Interviewing Your Current Clients: Kitces & Carl Ep 79 Feb 10, 2022

Communicating Hard News To Clients (When You Plan To Relocate The Business): Kitces & Carl Ep 78 Jan 27, 2022

How to communicate with clients—even when it's hard news.

Virtual or In-Person Meetings: What Do Clients Really Want?: Kitces & Carl Ep 77 Jan 13, 2022

Overcoming Imposter Syndrome By Truly Building Confidence In Your Own Value: Kitces & Carl Ep 76 Dec 30, 2021

Crafting A Statement of Financial Purpose To Find The Client's Financial Why: Kitces & Carl Ep 75 Dec 16, 2021

Making Clients Care About Financial Planning By Finding Their (Truly) Critical Issues: Kitces & Carl Ep 74 Dec 02, 2021

Introducing Financial Planning To Clients Who Previously (Only) Bought A Product: Kitces & Carl Ep 73 Nov 18, 2021

Do You Want A Lifestyle Practice Or Fear Building A Bigger One?: Kitces & Carl Ep 72 Nov 04, 2021

When You Want To Delegate But Don't Want To Manage: Kitces & Carl Ep 71 Oct 21, 2021

The Paralyzing Fear Of Being Wrong (In Our Planning Projections): Kitces & Carl Ep 70 Oct 07, 2021

Retaining The Client Who Transfers Out Without Notice: Kitces & Carl Ep 69 Sep 23, 2021

Managing Advisor Turnover And The Transferability Of Trust: Kitces & Carl Ep 68 Sep 09, 2021

Setting A Personal Growth Goal When You Don't Need More Revenue For Success: Kitces & Carl Ep 67 Aug 26, 2021

Helping Clients To Stop Maximizing Their Wealth And Set Goals To Enjoy It Instead: Kitces & Carl Ep 66 Aug 12, 2021

Handling Clients Who Bring Their Own 'Hot' Investment Ideas: Kitces & Carl Ep 65 Jul 29, 2021

Why AUM Keeps Growing Despite Opportunities For Flat-Fee Clients: Kitces & Carl Ep 64 Jul 15, 2021

How To Deliver A One-Page Financial Plan And Its 'Technical Appendix': Kitces & Carl Ep 63 Jul 01, 2021

Do Vision And Mission Statements Really Matter For Advisory Firms?: Kitces & Carl Ep 62 Jun 17, 2021

Taking The Leap To Launch When You Don't Have The Capital To Finance It: Kitces & Carl Ep 61 Jun 03, 2021

The Training That Service Advisors Need To Get To The Next Level: Kitces & Carl Ep 60 May 20, 2021

The Time Trap - How Do You Find The Time To Get More Time Efficient?: Kitces & Carl Ep 59 May 06, 2021

Getting Mentally Unstuck From Thinking About Clients 'Too Much': Kitces & Carl Ep 58 Apr 22, 2021

Transitioning 'Good' Clients Who Simply Can't Be Served Profitably: Kitces & Carl Ep 57 Apr 08, 2021

The Advisor Fee Debate And Focusing On Value Over Price: Kitces & Carl Ep 56 Mar 25, 2021

Implementing A Waiting List Or Just Referring Clients Out: Kitces & Carl Ep 55 Mar 11, 2021

Showing Financial Planning Value On An Ongoing Basis After The First 6 Months: Kitces & Carl Ep 54 Feb 25, 2021

Using Financial Plan Proposals To Show Planning Value To Prospective Clients: Kitces & Carl Ep 53 Feb 11, 2021

Are Advisor Websites Asked To Do Too Much To Grow The Business?: Kitces & Carl Ep 52 Jan 28, 2021

Fighting The Fear of Focusing When Trying To Select A Niche: Kitces & Carl Ep 51 Jan 14, 2021

Overcoming Referral (Asking) Reluctance And The Risks Of Marketing Yourself: Kitces & Carl Ep 50 Dec 31, 2020

Getting More Referrals Beyond Just Trying To Be More Remarkable: Kitces & Carl Ep 49 Dec 17, 2020

Why Goals-Based Planning Doesn't Work And The Possibilities-Based Planning Alternative: Kitces & Carl Ep 48 Dec 03, 2020

Getting Data Gathering Back On Track When Clients Drag Their Feet: Kitces & Carl Ep 47 Nov 19, 2020

Transitioning Existing Clients To Become More Financial Planning Focused: Kitces & Carl Ep 46 Nov 05, 2020

Making Annual Client Review Meetings More Financial Planning Centric: Kitces & Carl Ep 45 Oct 22, 2020

Starting To Charge Fees For Clients That Aren't Used To Paying Separately For Advice: Kitces & Carl Ep 44 Oct 08, 2020

Talking Advice Fees And Advice Value In The First Prospect Meeting: Kitces & Carl Ep 43 Sep 24, 2020

Overcoming Objections By Asking More Questions To Determine Fit: Kitces & Carl Ep 42 Sep 10, 2020

Helping Older Clients Stuck In Cash On The Sidelines: Kitces & Carl Ep 41 Aug 27, 2020

How To Turn Your Advisor Marketing Content Into A(n Entire) Book: Kitces & Carl Ep 40 Aug 13, 2020

Avoid Writer's Block With Your Marketing By (Literally) Talking It Through: Kitces & Carl Ep 39 Jul 30, 2020

How Do You Figure Out What You're Going To Create Content About?: Kitces & Carl Ep 38 Jul 16, 2020

Finding Your Focus Amidst The Draw To Do More 'Public Work' In A Mid-Career Crisis: Kitces & Carl Ep 37 Jul 02, 2020

How Do You Protect Your Own Confidence As A Financial Advisor?: Kitces & Carl Ep 36 Jun 18, 2020

Favorite Questions To Ask A Prospective Client To Build Trust In The First Meeting: Kitces & Carl Ep 35 Jun 04, 2020

Are We Making Financial Advice & Portfolios More Complex Than They Need To Be?: Kitces & Carl Ep 34 May 21, 2020

Triaging Clients Efficiently Through Critical Financial Care: Kitces & Carl Ep 33 May 07, 2020

Communicating Triggers And Breaking The News The Plan Has To Change: Kitces & Carl Ep 32 Apr 09, 2020

Maintaining Personal Advisor Wellness In Times Of Market Stress: Kitces & Carl Episode 31 Mar 26, 2020

Conveying Rational Overconfidence In Talking To Clients About Coronavirus Fears: Kitces & Carl Ep 30 Mar 19, 2020

The Epidemic of Spending at Unsustainable Rates: Kitces & Carl Ep 29 Mar 12, 2020

Email Productivity Hacks And Getting More Done In Your Day: Kitces & Carl Ep 28 Feb 27, 2020

Handling The 'Required Minimum' Conversation Without Being Awkward: Kitces & Carl Ep 27 Feb 13, 2020

Talking Clients Out Of The Bunker Portfolio: Kitces & Carl Ep 26 Jan 30, 2020

The Overconfident Conversation And Walking Clients Back From The Greed Ledge: Kitces & Carl Ep 25 Jan 16, 2020

Improving Work-Life Balance In 2020 And Giving Yourself Permission To Rest: Kitces & Carl Ep 24 Jan 02, 2020

Following Through On Your Business Creativity By Saying 'Yes' And Figuring It Out Later: Kitces & Carl Ep 23 Dec 19, 2019

Simplifying Your Life By Building Habits And Kitces Travel Tips: Kitces & Carl Ep 22 Dec 05, 2019

Do You Have To Build Confidence Before Taking Action, Or Take Action To Build Confidence?: Kitces & Carl Ep 21 Nov 21, 2019

Is A Fiduciary Requirement Necessary When Acting In Clients' Best Interests Is Good Business Anyway?: Kitces & Carl Ep 20 Nov 07, 2019

In our 20th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards discuss why a fiduciary rule is necessary even though acting in your client’s best interests is already “good business” in the long run, how real financial advisors are at a competitive disadvantage against those who really are just out to make the next buck as quickly as possible, and how advisors have a duty to spread the word about what it means to be a fiduciary.

Is Any Financial Advisor Business Model Truly Conflict Free?: Kitces & Carl Ep 19 Oct 24, 2019

In our 19th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards talk about these conflicts of interest, and the dilemma that financial advisors face when determining where to draw the line between a ‘manageable’ conflict of interest and one that is ‘unmanageable.’

Talking Clients Off The Ledge From 'Scary' Markets: Kitces & Carl Ep 18 Oct 10, 2019

In our 18th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards extend their last podcast and look at communication strategies advisors can use to set the stage for helping clients actually make better decisions after ‘talking them off the ledge’, using a three-part pyramid framework: the Plan, at the foundation of the pyramid (representing the financial plan itself that was developed around the client’s personal values and goals); the Process, in the middle (i.e., the method whereby an advisor helps their client determine how those values and goals will become reality); and the Product, at the top of the pyramid (which are the tools that were chosen but that are now the focus of the client’s fears and anxieties).

Responding With Empathy When Clients Call About “Scary” Markets: Kitces & Carl Ep 17 Sep 26, 2019

In our 17th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards talk about the importance (and challenges) of responding with empathy to clients who are upset or afraid. Because even though research in behavioral finance has helped us better understand the natural human proclivity to make irrational decisions, especially in times of stress and fear, the objectivity with which these paradigms have been created has perhaps unwittingly made it too easy for advisors to judge their clients for their impulsiveness, and subsequently become dismissive of what are normal and understandable reactions to stress. And while it is an advisor’s job to help their clients make good decisions, the real challenge is figuring out how to do so with kindness and empathy, and without behaving smugly with a sometimes-hard-to-resist “I told you so” attitude.

Helping Clients Understand What It Really Means To Retire: Kitces & Carl Ep 16 Sep 12, 2019

In our sixteenth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards explore different ways advisors can frame their conversations with clients when helping them envision and plan for a retirement they can actually look forward to, how to integrate relevant “what if” scenarios for a client that can help them truly understand the range of options available that they may not have otherwise thought possible, and practical ways to ask questions in a way that probes what clients love to do, what excites them, and what brings them joy – which, in turn, can spark retirement ideas that they will be truly motivated to pursue.

Why Are We So Afraid To Just Listen: Kitces & Carl Ep 15 Aug 29, 2019

In our 15th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards sit down to discuss the value of really listening to clients, and how, by simply talking less and listening more in client meetings, an advisor can improve the chances that a client will stick to their plan.

Projection-Free Financial Planning To Avoid A False Sense Of Precision: Kitces & Carl Ep 14 Aug 15, 2019

In our 14th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards explore the various functions that a physical financial plan deliverable plays in the financial planning (and client relationship trust-building) process, share their viewpoints on how written financial plans can be used effectively to help clients, and discuss what ultimately matters most for clients, regardless of whether their financial plan is one page or requires a 2” binder and color-coded tabs.

The Better Way To Send Market (And Other) Commentary Emails To Clients: Kitces & Carl Ep 13 Aug 01, 2019

So, in our (lucky) 13th episode, Michael Kitces and financial advisor communication expert Carl Richards sit down to discuss why it’s important to send regular commentary, provide a specific example of an easy and effective way to let clients know that you are thinking about them and their challenges, and why it matters so much that it ultimately comes from you (versus any number of white-labeled, off-the-shelf offerings).

Communicating With Clients To Bring Them Under The Cone Of Trust: Kitces & Carl Ep 12 Jul 18, 2019

For our 12th episode of Kitces & Carl, Michael Kitces and financial advisor communication expert Carl Richards sit down to discuss if sending market commentary to clients actually helps solve any problems (or if it’s just a relic of a product-centric industry), what sorts of clients benefit the most from proactive communication (and why), and ultimately, why sending investment market commentary to clients may be a good thing to do… even if the majority of your clients never even read it!

What Do You Call Yourself - Planner, Advisor, Industry, Profession: Kitces & Carl Ep 11 Jul 04, 2019

In our eleventh episode of “Kitces & Carl”, Michael Kitces and financial advisor communication expert Carl Richards sit down to discuss the roots of various industry titles, why you might want to break the mold and call yourself something completely different (or not), and why the choice ultimately boils down to whether or not what you call yourself resonates with your target clientele.

Transitioning Long-Standing Clients To Create Room To Grow: Kitces & Carl Ep 10 Jul 03, 2019

In our tenth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication expert Carl Richards sit down to discuss some reasons you may need to start transitioning long-standing clients (some of whom may have given you a shot early on when no one else would, but consequently pay you far less than what it takes to service them) to make room so you can help others, some practical steps for communicating such a transition to those clients, and why arguably it’s your duty to do so… in order to ensure that all of your clients are getting the level of service they deserve.

How Do You Optimize Your Practice To Maximize Your Happiness As A Financial Advisor?: Kitces & Carl Ep 09 Jul 02, 2019

In our ninth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss why some advisors wind up being unhappy in an otherwise “successful” practice, how some advisors have maximized their happiness by being intentional about building their business the way they want - or even “right-sizing” the advisory practice if necessary – and a few actionable ideas for advisors to do the same.

What Would You Do With Your Time If You COULD Be More Productive As A Financial Advisor?: Kitces & Carl Ep 08 Jul 01, 2019

In our eighth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss how financial advisors are spending their time, strategies that can help advisors focus more on what they’re best at… and what might be accomplished by increasing your business (and personal) efficiency in the first place.

Authenticity Vs. Professional Credibility And Admitting Your Own Financial Sins: Kitces & Carl Ep 07 Jun 28, 2019

In our seventh episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to debunk some long-standing myths around what it really means to be a “credible” financial advisor, why authentically owning up to your personal financial mistakes actually helps build trust and credibility (and might even end up helping you gain new clients), and why being relatable as a human being (who makes mistakes from time to time) may be one of the more important traits you can bring to the table as a financial advisor.

Building Resiliency For The Stress Of Being A Financial Advisor: Kitces & Carl Ep 06 Jun 27, 2019

In our sixth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss proactive steps advisors can take to prepare themselves to deal with and manage the stresses inherent in being a financial planning professional, some common but less-well-known sources of advisor stress, and how a subtle shift in mindset can help advisors make self-care a priority.

Do Clients Really Value Getting Help Managing Their Behavior Gap?: Kitces & Carl Ep 05 Jun 26, 2019

In our fifth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss the question of whether advisors should even bother trying to communicate the value they provide when helping clients manage their “behavior gap”, why attempting to convince prospects that you can help them manage their behaviors is perhaps an uphill battle, and how maybe the best way to overcome the behavior gap (and the perceived value of getting help with the behavior gap) is by shifting a client’s perspective altogether.

Does Social Media Really Matter For Financial Advisors?: Kitces & Carl Ep 04 Jun 25, 2019

In our fourth episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss the question of the extent to which financial advisors should or “have to” participate in social media (or not), why it might be a worthwhile endeavor if done correctly, some ideas that advisors can use immediately to get more out of their social media efforts, and why, ultimately, using social media successfully is ultimately about a series of “micro interactions” to better connect with other individuals.

The Importance Of Likability As A Financial Advisor: Kitces & Carl Ep 03 Jun 24, 2019

In our third episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss the question of how important it is to be “likeable” as a financial advisor, why being your “authentic self” when it comes to communicating and interacting with clients might matter more, and why it’s important for newer advisors to avoid sending mixed signals to clients when trying to differentiate themselves.

How To Price Your Financial Planning Services: Kitces & Carl Ep 02 Jun 24, 2019

In our second episode of “Kitces & Carl”, Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss the question of establishing a price for your financial planning services, why many advisors feel such anxiety over setting (and sticking to) their pricing model, the ways in which advisors can communicate their value to prospects and clients to justify their price, and why, many times, problems around pricing are really the result of our own inward confidence problems.

Thinking About The Value Of Financial Planning: Kitces & Carl Ep 01 Jun 19, 2019

Michael Kitces and financial advisor communication guru Carl Richards sit down to discuss industry topics from their own unique perspectives. And in this inaugural episode, Michael and Carl talk about the Value of Financial Advice, efforts to quantify that value, and why we may need to move past the asset-based model in order to define and communicate the real value of financial planning to our clients and the public in general.

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