In this episode, Micah Shilanski and Matthew Jarvis discuss the intricacies of prospecting and the reasons why prospects may say no without explicitly stating their reasons. They emphasize the importance of integrity, setting expectations, and the need for advisors to track their data to improve their practices. The conversation also highlights the difference between handling objections and answering questions, advocating for a coaching mindset to foster trust and success in client relationships.

100 Reasons Prospects Say No [Episode 326]

Resources in today's episode:

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

In this episode, Matt and Micah discuss the importance of team training which allows leaders to actively engage with their teams, identify areas of improvement, address hidden issues, and honor team concerns. They’ll highlight the significance of creating an environment where team members want training, emphasizing autonomy, mastery, and purpose as key drivers and the logistics of team training.

Encore Episode: How To Train Your Team

Resources in today's episode:

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

In this episode of the TPR podcast, hosts Matthew Jarvis and Ted Jenkin discuss the current state of the financial advisory industry, focusing on mergers and acquisitions (M&A), business valuations, and the importance of de-risking practices. They explore the misconceptions around payouts, the risks associated with market fluctuations, and the necessity for advisors to understand their own financial planning and wealth gaps. The conversation emphasizes the value of selling practices and the potential for growth when leveraging talent effectively. Ted shares insights on how advisors can navigate their careers and make informed decisions about their practices.

The Importance of De-risking Your Practice With Ted Jenkin

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Ted Jenkin: LinkedIn | Website
- Get your practice valuation here

In this episode, Jarvis and Micah discuss the critical role of discipline in the success of financial advisors. They explore how professionalism in client meetings, the difference between discipline and willpower, and the importance of building habits can significantly impact an advisor's effectiveness. The conversation emphasizes the psychological aspects of discipline and provides actionable items for advisors to improve their professionalism and client relationships.

Discipline Equals Freedom: The Key to Success [Episode 325]

Resources in today's episode:

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

In this encore episode, Matt and Micah sit down to discuss how to be winners with systems not losers with goals. As provocative as that may sound, it is the mindset you need to adopt in order to succeed.

Listen in as the guys explain how to make necessary changes in the new year, as well as the importance of holding yourself accountable. You’ll learn how to time block, why short-term goals lead to long-term results.

Encore Episode: Business Planning

Resources in today's episode:

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

In this episode, Shelby Nicholl discusses the recent acquisition of Commonwealth by LPL and its implications for financial advisors. The conversation covers the importance of understanding the fit test for advisors considering a move, the complexities of ownership in financial practices, and the emotional challenges faced during transitions. Shelby emphasizes the need for a solid communication plan for clients and outlines the timeline for transitioning firms. The discussion also touches on the worth of making a move and when it might be better to stay put.

The Future of Financial Advising with Shelby Nicholl [Episode 324]

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- Shelby Nicholl Website | LinkedIn

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.

Listen in as they go over an important question to ask at the beginning of a meeting that may create valuable clarity, as well as the role of your ego (and how it often needs to be pushed out of the way so that you can be intentional about leaving room for improvement). You’ll get valuable insight into how to better understand your clients and communicate in ways that actually allow you to deliver massive value.

Encore Episode: Stop Talking Yourself Out Of The Sale!

Resources in today's episode:

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

In this episode, Matt and Micah discuss the concept of 'counting the reps' in the context of financial advising. They emphasize the importance of distinguishing between actual practice and mere dreaming, highlighting that true practice involves discomfort and discipline. The conversation covers effective strategies for growth, the significance of content creation, and the necessity of time management for successful practice. They also delve into the importance of accountability and refining practices to achieve desired results.

Counting the Reps: The Key to Growth [Episode 323]

Resources in today's episode:

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