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Matthew Jarvis, CFP® & Micah Shilanski, CFP®
Welcome to The Perfect RIA podcast, the ultimate resource for advisors who want to master time management, optimize advisor-client interactions, achieve unparalleled profitability, and maximize value in their practice. Hosted by industry experts Matthew Jarvis, CFP®, and Micah Shilanski, CFP®, this podcast is your blueprint for success.
Matthew and Micah don't talk theory; they share what has worked for them in the real world. They cut through the noise to deliver practical advice that you can implement immediately so you can make the most of your time—allowing you to spend more of it outside the office.
Whether you're a seasoned advisor or just starting out, The Perfect RIA podcast equips you with the tools and knowledge you need to excel. Tune in and transform your advisory practice into a powerhouse of success.
Tips from the Trenches - Taxes
Tips for figuring out a client's taxes. https://bit.ly/3bhIB4a
04:2429/06/2022
![Roth Conversions [Episode 158]](https://static.libsyn.com/p/assets/9/e/f/d/9efd23b1e646eeb75f2e77a3093c12a1/New_Podcast_Artwork.png "Roth Conversions [Episode 158]")
Roth Conversions [Episode 158]
Sometimes we can get caught up in our own heads in a way that keeps us from focusing enough on the end client delivery. So today, Matthew and Micah share how they have gotten caught up on their own ideas and discuss how this often happens when it comes to Roth conversions—and what to do about it. Listen in to hear how they navigate this issue, what kinds of communication methods help, and what you can do to ensure clients are better prepared to take advantage of Roth conversions. You can find show notes and more information by clicking here: https://bit.ly/3b5ZCyp
36:0527/06/2022
Follow Up Friday - What Are You Gaining From Conferences?
Recapping the key takeaways from Monday's episode. https://bit.ly/39yhMrX
05:4924/06/2022
What Works Wednesday With Guest Libby Greiwe
Working fewer hours is a goal for many advisors. Working fewer hours and getting higher pay is even more sought after. However, for many advisors, this feels too far out of reach. So, how did Libby Greiwe make it happen? In this episode, Matthew and Libby disclose the processes she put in place to be able to make this incredible dream a reality. You can find show notes and more information by clicking here: https://bit.ly/3zB5dGR
23:1522/06/2022
![What Are You Gaining From Conferences? [Episode 157]](https://static.libsyn.com/p/assets/8/3/6/4/836499c25f639c7627a2322813b393ee/New_Podcast_Artwork.png "What Are You Gaining From Conferences? [Episode 157]")
What Are You Gaining From Conferences? [Episode 157]
In today’s episode, Micah is joined by two rock star advisors: Bill Harris and Jim Saulnier. Both are financial planners with their own practices, and they take some time to debrief with Micah about their key takeaways from the Ed Slott conference, as well as the importance of the in-between conversations, a huge detail about HSA contributions, helpful ways to apply the information you learn, and more. You can find show notes and more information by clicking here: https://bit.ly/3Q3KO35
37:5620/06/2022
Follow Up Friday - If You Don’t Have Time To Take A Week Of Vacation, Take Two Weeks!
Diving deeper into one of the key tenants of The Perfect RIA. https://bit.ly/3NFFVvJ
08:3417/06/2022
Tips from the Trenches - Buckets In A Volatile Market
What to do when your client is retiring during a downturn in the market. https://bit.ly/3NBvedu
03:3415/06/2022
![If You Don’t Have Time To Take A Week Of Vacation, Take Two Weeks! [Episode 156]](https://static.libsyn.com/p/assets/a/e/f/c/aefcd3eb55f7a065a04421dee9605cbd/New_Podcast_Artwork.png "If You Don’t Have Time To Take A Week Of Vacation, Take Two Weeks! [Episode 156]")
If You Don’t Have Time To Take A Week Of Vacation, Take Two Weeks! [Episode 156]
This episode comes on the heels of two different masterminds, so Matthew and Micah are fired up and ready to bring you their important takeaways. In this episode, they discuss some of the key things they got to focus on during the masterminds, as well as where it challenged them. You will also hear about common issues that come up for advisors and how to tackle them and move forward. You can find show notes and more information by clicking here: https://bit.ly/3maWqDK
23:1913/06/2022
Follow Up Friday - Doing What Works
Action items following Monday's episode. https://bit.ly/3taLrhl
07:0710/06/2022
Reading Time with Jarvis - Delivering Massive Value - Ten Steps to Networking Success
The winning formula for networking. https://bit.ly/3tbZ1Bb
15:4608/06/2022
![Doing What Works [Episode 155]](https://static.libsyn.com/p/assets/f/e/c/8/fec8468b5e0186d15f2e77a3093c12a1/New_Podcast_Artwork.png "Doing What Works [Episode 155]")
Doing What Works [Episode 155]
Today Matthew and Micah are joined by Brian Skinner to debrief after the recent mastermind and discuss important things they learned, including what worked—and what didn’t work. They also talk about the best ways to learn from the success of others in the field and where to be cautious when implementing changes. You can find show notes and more information by clicking here: https://bit.ly/38EWJ6P
27:4606/06/2022
Follow Up Friday - Stop Talking Yourself Out Of The Sale!
How the way you're talking could actually be working against you. https://bit.ly/3lOdsHN
07:5703/06/2022
Tips from the Trenches - Following Your Own Advice
The importance of looking at your own financial situation. https://bit.ly/3GkJ159
05:2301/06/2022
![Stop Talking Yourself Out Of The Sale! [Episode 154]](https://static.libsyn.com/p/assets/5/c/a/3/5ca34e40d2b5a77c5f2e77a3093c12a1/New_Podcast_Artwork.png "Stop Talking Yourself Out Of The Sale! [Episode 154]")
Stop Talking Yourself Out Of The Sale! [Episode 154]
It's crucial to know when to stop talking. Today Matthew and Micah share how important it is to hear what the client has to say and why you may need to adjust how you are talking to clients about sales. They will share effective communication strategies that create better understanding and encourage better decisions on behalf of the client. You can find show notes and more information by clicking here: https://bit.ly/3PkIp3E
20:5230/05/2022
Follow Up Friday - How Did I Lose $50,000 This Month!?!
The importance of clear communication with your clients, even in times of turmoil. https://bit.ly/3LlPLk4
07:5927/05/2022
Reading Time with Jarvis - Delivering Massive Value - Why Networking Almost Always Fails
Matthew shares how to get clients through networking. https://bit.ly/39mnJrz
07:2525/05/2022
![How Did I Lose $50,000 This Month!?! [Episode 153]](https://static.libsyn.com/p/assets/a/d/0/a/ad0a77166bb41b55e55e3c100dce7605/New_Podcast_Artwork.png "How Did I Lose $50,000 This Month!?! [Episode 153]")
How Did I Lose $50,000 This Month!?! [Episode 153]
After wrapping up some incredible masterminds, Matthew and Micah come back today 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. You can find show notes and more information by clicking here: https://bit.ly/3snVcIX
28:4023/05/2022
Follow Up Friday - You Said What In A Client Meeting?!
How to ensure your clients see the value in working with you. https://bit.ly/3vUY0zg
04:5320/05/2022
Tips from the Trenches - Getting The Right Clients And The Three P’s - Personable, Profitable, and Productive
How to make sure your clients are an ideal fit. https://bit.ly/3kuCryW
05:1218/05/2022
![You Said What In A Client Meeting?! [Episode 152]](https://static.libsyn.com/p/assets/2/d/6/6/2d66c65b0f35d1db27a2322813b393ee/New_Podcast_Artwork.png "You Said What In A Client Meeting?! [Episode 152]")
You Said What In A Client Meeting?! [Episode 152]
One of our core tenets and values at The Perfect RIA 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. This episode is full of visuals on the whiteboard so be sure to check out the video version of the podcast so you can get a better understanding of the concepts. You can find show notes and more information by clicking here: https://bit.ly/377pUP6
31:1916/05/2022
Follow Up Friday - Why Don’t I Have More Prospects?!?
Action items that can directly result in you having more prospects. https://bit.ly/3Kwv1pt
06:4513/05/2022
Reading Time with Jarvis - Delivering Massive Value - Managing Client Expectations
How to set the stage for communicating what really matters. https://bit.ly/38CsVHo
06:1011/05/2022
![Why Don’t I Have More Prospects?!? [Episode 151]](https://static.libsyn.com/p/assets/8/a/1/9/8a197454bd7ac33a16c3140a3186d450/New_Podcast_Artwork.png "Why Don’t I Have More Prospects?!? [Episode 151]")
Why Don’t I Have More Prospects?!? [Episode 151]
Is the prospect stream pretty low? Or, even, completely dried up? This episode is all about the common mistakes made in marketing, creating content, delivering value, and more that really affect your prospect numbers. Matthew and Micah share specifically how they ‘put in reps’ and how that, along with not playing office and other important aspects, has allowed them to develop a solid flow of prospects. You can find show notes and more information by clicking here: https://bit.ly/3EOWOR2
22:2209/05/2022
Follow Up Friday - Show Me The Beef!
What makes an effective communicator. https://bit.ly/3vPkuk7
07:0906/05/2022
Tips from the Trenches - Show Up For Surge
What it means to show up for surge and why it's so important. https://bit.ly/3OJ94Xs
03:1104/05/2022
![Show Me The Beef! [Episode 150]](https://static.libsyn.com/p/assets/1/6/d/5/16d5ab6f4acaa62a16c3140a3186d450/New_Podcast_Artwork.png "Show Me The Beef! [Episode 150]")
Show Me The Beef! [Episode 150]
As an advisor, you get the opportunity to transform someone’s life in just one hour. But the key is to make sure you're spending that hour as wisely as possible. So today, Matthew and Micah dive into what to do in prospect meetings and how to improve the value you add during those meetings. You can find show notes and more information by clicking here: https://bit.ly/3EjVV2v
34:2002/05/2022
Follow Up Friday - How Do I Actually Get Tax Returns From Clients?
How delivering massive value relates to tax returns. https://bit.ly/3L8dntf
06:5129/04/2022
Reading Time with Jarvis - Delivering Massive Value - Your Post-it Note Business Plan Part Two: Key Performance Indicators
The importance of key performance indicators. https://bit.ly/3uYEKR3
12:0627/04/2022
![How Do I Actually Get Tax Returns From Clients? [Ep 149]](https://static.libsyn.com/p/assets/8/7/0/7/8707c43b83adc7ece55e3c100dce7605/New_Podcast_Artwork.png "How Do I Actually Get Tax Returns From Clients? [Ep 149]")
How Do I Actually Get Tax Returns From Clients? [Ep 149]
As surge and tax season wrap up, Matthew and Micah share insight on why they time surge the way they do and the importance of tax season for providing massive value to clients. Tax documents provide a lot of important and helpful information—but why is it so hard to ask for them? And why are clients uncertain about providing them? If you and your team have had trouble with getting tax returns from clients or you are wondering about the best way to navigate that process, this is the episode for you. You can find show notes and more information by clicking here: https://bit.ly/3Kzly1o
32:2325/04/2022
Follow Up Friday - Do You Even Need To Be In Your Prospect Meetings? “Ignore The Man Behind The Curtain”
Action items for dramatically improving your prospect process. https://bit.ly/3xvStjP
06:2222/04/2022
Tips from the Trenches - Tales From Tax Season
Steven Jarvis joins this episode to share a real-life experience with tax planning. https://bit.ly/37OwgTu
05:0120/04/2022
![Do You Even Need To Be In Your Prospect Meetings? “Ignore The Man Behind The Curtain” [Episode 148]](https://static.libsyn.com/p/assets/c/e/7/8/ce78579179682edce55e3c100dce7605/New_Podcast_Artwork.png "Do You Even Need To Be In Your Prospect Meetings? “Ignore The Man Behind The Curtain” [Episode 148]")
Do You Even Need To Be In Your Prospect Meetings? “Ignore The Man Behind The Curtain” [Episode 148]
Having issues in prospect meetings? It’s incredibly avoidable. In this episode, Matthew and Micah discuss the prospecting process and how to help it go more smoothly for your prospects and for your team. They share how they get their teams prepped for surge, as well as what it takes to move through it and transition out of it smoothly. You can find show notes and more information by clicking here: https://bit.ly/3qNZ4lB
32:2718/04/2022
Follow Up Friday - Prospect Process - Must Schedule Right Now: Available or Desperate?
Why you don't need to get a prospect scheduled right away. https://bit.ly/3rdhEDM
05:4215/04/2022
Reading Time with Jarvis - Delivering Massive Value - Post-it Note Your Business Plan - Establish Milestones
The fatal flaw in most advice for creating a business plan. https://bit.ly/3KjejdU
10:1213/04/2022
![Prospect Process - Must Schedule Right Now: Available or Desperate? [Ep 147]](https://static.libsyn.com/p/assets/0/d/8/e/0d8ecd6272471218e55e3c100dce7605/New_Podcast_Artwork.png "Prospect Process - Must Schedule Right Now: Available or Desperate? [Ep 147]")
Prospect Process - Must Schedule Right Now: Available or Desperate? [Ep 147]
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. You can find show notes and more information by clicking here: https://bit.ly/35gUBQO
32:5411/04/2022
Follow Up Friday - Tax Planning Mistake #5 - You’re Making The CPA’s Life Hell With Guest Steven Jarvis, CPA
The most important action items from this week's episode. https://bit.ly/3uFHjpS
04:3708/04/2022
Tips from the Trenches - Your Team As Teachers
How to train your team to make sure you're always on the same page. https://bit.ly/3LxEOg9
03:5006/04/2022
![Tax Planning Mistake #5 - You’re Making The CPA’s Life Hell With Guest Steven Jarvis, CPA [Episode 146]](https://static.libsyn.com/p/assets/1/b/6/5/1b65e2da7c1cf0e816c3140a3186d450/New_Podcast_Artwork.png "Tax Planning Mistake #5 - You’re Making The CPA’s Life Hell With Guest Steven Jarvis, CPA [Episode 146]")
Tax Planning Mistake #5 - You’re Making The CPA’s Life Hell With Guest Steven Jarvis, CPA [Episode 146]
In today’s episode, Matthew is joined by a special guest CPA to talk about tax planning mistake #5 and how you might be making your CPA’s life a living hell. Steven Jarvis is not only Matthew's brother, but also an excellent tax preparer and the founder of Retirement Tax Services. Together, they discuss the issues that hide behind not getting responses from your CPA and how you can set up a better, more mutually-beneficial relationship with them. You can find show notes and more information by clicking here: https://bit.ly/36BhKxw
28:2304/04/2022
Follow Up Friday - Guest Star Reese Harper
Action items for delivering massive value. https://bit.ly/3Nm7NFh
03:5901/04/2022
Reading Time with Jarvis - Delivering Massive Value - Why The One-Page Financial Plan?
The value of the one-page plan. https://bit.ly/3IxJIaL
10:2130/03/2022
Guest Star Reese Harper [Episode 145]
Micah and Matthew often discuss the importance of going above and beyond for your clients, ensuring that they are receiving massive value from an advisor that isn’t like anyone else. One way to do this is to learn from other advisors in the industry who are making a difference and have seen the success that you desire. So, in this episode, Matthew is joined by Reese Harper, the founder of Dentist Advisors and someone who is making a big impact in the advisory space. You can find show notes and more information by clicking here: https://bit.ly/3i0l7AB
36:4628/03/2022
Follow Up Friday - But I Don't Have Time For That
Action items for finding time in your practice. https://bit.ly/3IfhoK7
05:1325/03/2022
Tips from the Trenches - Value Adds in Surge
What to do before surge—and any other value-adds. https://bit.ly/3MTFnlB
04:1723/03/2022
![But I Don't Have Time For That [Episode 144]](https://static.libsyn.com/p/assets/8/4/7/2/84722c7a42705c1e40be95ea3302a6a1/New_Podcast_Artwork.png "But I Don't Have Time For That [Episode 144]")
But I Don't Have Time For That [Episode 144]
That’s a great idea…but I don’t have time. Someday I’ll have time. Have you caught yourself saying either of these things? If so, make sure to tune in to this episode, as Matthew and Micah dive into the issue of time and what it means to take intentional control of the time you have. You'll learn key tips that will allow you to make the best use of your working hours without getting overwhelmed. You can find show notes and more information by clicking here: https://bit.ly/3tVN9TJ
31:5821/03/2022
Follow Up Friday - Can I Get A Discount?
The negative impacts of giving a discount. https://bit.ly/37bQeHh
05:4718/03/2022
Reading Time with Jarvis - Delivering Massive Value - Why Investments Don't Matter
How to invest money for your clients. https://bit.ly/3CrpwpP
19:0216/03/2022
Can I Get A Discount? [Episode 143]
All advisors and practice owners feel fear at some point. It’s a natural part of growing your practice. And unless you are completely certain of the value you are providing to your clients, it can be uncomfortable discussing your fees and articulating your fee structure. But if you downplay your fees or make excuses for them, you’re far more likely to be asked for a discount. So, in this episode, Micah and Matthew will be sharing how to get rid of the head trash surrounding your prices so you can finally ask for the fee you’re worth without any stress. You can find show notes and more information by clicking here: https://bit.ly/3thyd1A
30:0814/03/2022
Follow Up Friday - Giving Out My Cell Phone Is How I Add Value
Action items to help you deliver massive value—without giving out your cell phone number. https://bit.ly/3MoGklH
04:4311/03/2022
Tips from the Trenches - Tax Projections and Medicare IRMAA
Learn why it's so important to take a client's entire situation into consideration when giving advice. https://bit.ly/3vuEJoF
06:1809/03/2022
![Giving Out My Cell Phone Is How I Add Value [Episode 142]](https://static.libsyn.com/p/assets/8/9/9/4/89943932925bf6c127a2322813b393ee/New_Podcast_Artwork.png "Giving Out My Cell Phone Is How I Add Value [Episode 142]")
Giving Out My Cell Phone Is How I Add Value [Episode 142]
There are a lot of advisors who are using their cell phones as a way of instant communication with their clients. Is this delivering massive value—or is it actually thwarting massive value? In this episode, Matthew and Micah chat about how to delineate between the different types of communication and how you can add massive value without being on speed dial. You can find show notes and more information by clicking here: https://bit.ly/3Ilrc6j
34:2807/03/2022