The Perfect RIA

Latest Episodes:

Relationship Currency: Converting Cash Flow Conversations into Client Loyalty Apr 25, 2025

Show notes

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]

Value Beyond The Meeting [Episode 305] Apr 21, 2025

Show notes

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

The Value-Add Ladder and Exit Strategies of the Ultra-Successful Apr 18, 2025

Show notes

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

Selling High: Why Your Practice May Be Worth Double What You Think with Guest Scott DiGiammarino Apr 17, 2025

Show notes

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

Ranking Value Adds: Easy Wins and Game Changers [Episode 304] Apr 14, 2025

Show notes

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

Navigating Compliance and Cash Flow: The S-Corp Edition Apr 11, 2025

Show notes

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]

The S-Corp Advantage: What You Need to Know with Guest Catherine Tindall [Episode 303] Apr 07, 2025

Show notes

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

The Art of Firing Clients Apr 04, 2025

Show notes

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]

Why Or When To Fire A Client [Episode 302] Mar 31, 2025

Show notes

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

The Advisor's Time Trap: Escaping the DIY Bookkeeping Cycle Mar 28, 2025

Show notes

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]