In this episode, Matthew Jarvis welcomes Michael Belluomini and Liam Heffernan of Carson Group to explore how partnerships can help advisors grow beyond the limits of a small practice. They discuss why owners consider acquisitions well before retirement, including access to specialized teams, operational support, and career opportunities for employees. Michael and Liam explain the work behind sourcing, evaluating, and integrating acquisitions, along with the different ways advisors can partner with Carson. The conversation also covers cultural fit, recruiting talent, and recognizing when building every capability yourself limits growth. They encourage advisors to explore their options early and consider what a partnership could make possible for their clients, teams, and businesses.

Exploring your options early also means understanding what drives your firm's value. In Unlocking Massive Value, Matthew Jarvis and Micah Shilanski draw on their firsthand experience selling their firms to help advisors prepare for a successful sale. The book breaks down 18 mistakes advisors should avoid, offering insights to help you protect and strengthen the value of your business even if selling isn't on your radar yet.

Growing Beyond Capacity With Michael Belluomini and Liam Heffernan

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Michael Belluomini: Website | LinkedIn
- Liam Heffernan: Website | LinkedIn
- Unlocking Massive Value
- Connect with Carson Group
- Register for THE SUMMIT 2027
- Learn More about our Coaching Programs

In this episode, Matthew and Micah examine how advisors unintentionally make their teams' jobs harder, especially during Surge meetings. They explain why requesting paperwork and then ignoring it undermines morale, and why clear systems work better than relying on willpower. From separating essential tasks from optional preparation to putting signature pages where they cannot be missed, they share ways to make follow-through easier. Matthew and Micah also discuss helping team members understand how their work benefits clients through role-playing, meeting observation, and specific recognition. They close with practical ideas for collecting improvements during Surge, reviewing them afterward, and asking your team what you are doing that makes their work harder.

Stop Sabotaging Your Team [Episode 369]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- Get the Surge Toolkit
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Greg Witz of Witz Education to explore why well-intended conversations can turn into frustration, conflict, or withdrawal. Greg introduces a communication framework built around parent, adult, and child ego states, explaining how recognizing these patterns can help advisors respond more intentionally. Through examples from work and family life, they discuss the limits of telling people what to do and the value of asking sincere questions that create understanding. Greg also shares how to approach feedback with a clear objective, take responsibility for your communication, and use a four-second pause before reacting. The conversation offers practical ways to improve interactions with clients, team members, and the people closest to you.

Better Conversations Through Self-Awareness With Greg Witz

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Greg Witz: Website | LinkedIn
- Learn More about our Coaching Programs

In this episode, Matt and Micah explain how to handle client questions about fees without becoming defensive or assuming the relationship is at risk. Using a question from a longtime client, Micah walks through how he prepares, clarifies the concern, and incorporates the conversation into the meeting agenda. They discuss why consistent value delivery and a steady flow of prospects help advisors approach these conversations with confidence. Matthew and Micah also explore how a menu of services and a forward-looking planning cycle can make ongoing value more visible. The episode closes with a reminder to practice difficult conversations and welcome fee questions as an opportunity to help clients make informed decisions.

What to Say When Clients Ask About Fees [Episode 369]

- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- Get the Surge Toolkit
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Scott DiGiammarino of JPTD Partners to discuss what advisors can overlook when selling their practices directly to a buyer. Scott shares an example of an owner who accepted a deal he believes left substantial value on the table, then explains why a headline multiple tells only part of the story. They explore ongoing compensation, earnout terms, staff arrangements, and the operational details that shape life after a sale. The conversation covers building a wish list, identifying deal breakers, and understanding the differences between aggregators and integrators. Matthew and Scott also discuss how preparation, buyer fit, and experienced representation can help advisors evaluate their options and pursue a transaction that supports their business and personal goals.

The Hidden Cost of Selling Your Practice Alone With Scott DiGiammarino

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Scott DiGiammarino: Website | LinkedIn
- Get your practice valuation
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis and Micah Shilanski break down the preparation and conversations behind productive client meetings. They explain why rehearsing a consistent meeting format helps advisors stay focused on the client while delivering personalized advice. From reviewing communication history and completed tasks to practicing with the actual reports and technology, they share what needs to happen before the client arrives. Matthew and Micah then walk through the opening minutes of a meeting: greeting clients, asking about their concerns, listening without rushing, and agreeing on an agenda. They also explore how repeating clear messages about cash flow, guardrails, and retirement goals shapes client expectations and keeps conversations focused on what matters.

Exactly What to Say in Client Meetings [Episode 367]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn
- Matt Jarvis: Website | LinkedIn
- Get the Surge Toolkit
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Max Holvik of The Advisor's CFO to explore how financial advisors can better understand and manage the business behind their practice. Max explains how fractional CFO support helps growing firms connect their financials to future goals, build useful dashboards, and prepare for acquisitions or an eventual exit. They discuss why revenue alone does not reveal client profitability and how tracking service activity and team time can expose hidden costs. The conversation also covers internal controls, staffing capacity, and the challenges of serving clients who no longer fit the firm's strategy. Max shares why better data and an objective sounding board can help owners make clearer decisions about growth, pricing, and service.

Understanding Client Profitability With Max Holvik

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Max Holvik: Website | LinkedIn
- Learn More about our Coaching Programs

In this episode, Matthew Jarvis welcomes Michael Joyce from Calamos Investments to discuss how advisors can stand out by delivering practical, personalized value. Michael shares how he moved beyond product pitches and entertainment to become a resource for advisors, drawing on books, business coaching, and conversations with top producers. He breaks down his book-gifting approach, pairing a handwritten note with a specific page recommendation that connects to the recipient's life or business. The conversation explores why consistent follow-up matters more than a single gesture, how wholesalers can share useful practice-building ideas, and how weekly accountability and intentional habits help turn good intentions into action.

Standing Out Through Personalized Value With Michael Joyce

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Michael Joyce: Website | LinkedIn
- Learn More about our Coaching Programs