In this episode of the TPR podcast, Matthew, James Cahn, and Dean Smith discuss the intricacies of mergers and acquisitions in the advisory industry, emphasizing the importance of talent acquisition, cultural fit, and organic growth. They explore the challenges faced by smaller firms in competing with larger entities, the significance of compliance and cybersecurity, and the necessity of succession planning for long-term success. The conversation highlights the evolving landscape of financial advising and the critical factors that advisors must consider to thrive in a competitive market.

The Critical Role of Talent in Advisory Firms [Episode 308]

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn
- James Cahn: Website | LinkedIn
- Dean Smith: Website | LinkedIn

In this encore episode Matthew and Micah are 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.

Matthew and Micah discuss ways that you can educate clients properly and set them up successfully for whatever moves the market makes. They discuss the discomfort clients feel when seeing investments go down and share how they ensure that clients are properly informed of their options and how to stay calm in moments of “loss.”

Encore episode - How Did I Lose $50,000 This Month!?!

In this episode, Jarvis and Micah discuss the dynamics of their podcast, emphasizing the importance of consistency and preparation in achieving success. They explore the hard truths behind success, the necessity of practice, and the value of networking. The conversation also highlights the significance of continuous learning, measuring success through key metrics, and living intentionally to balance work and family life. The episode concludes with actionable items for growth and accountability.

The Hard Truths of Success [Episode 307]

Resources in today's episode:

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

In this throwback episode, Matthew and Micah revisit one of their most impactful conversations about adding real value during client meetings. Every advisor knows they need to meet with clients regularly but what do you actually say in those meetings to make them count? If you've ever struggled with that question, this episode is for you. The guys go back to the origins of the value-add, share their early struggles, and talk about what helped them build confidence and purpose into every client interaction.

Encore episode - How To Communicate Your Value To Clients [Episode 172]

Resources in today's episode:

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

In this episode, Matthew Jarvis hosts Brian Smith and Will Wade from Foundational Income Associates to discuss the complexities and importance of annuities in financial advising. They explore the different groups of advisors regarding their approach to annuities, introduce a five-step process for selecting and managing annuities, and emphasize the importance of streamlined licensing and paperwork. The conversation also highlights the ongoing support provided to advisors and the common challenges they face in the annuity process.

Annuities Made Simple: Saving Time and Serving Clients Better [Episdoe 306]

Resources in today's episode:

- Matt Jarvis: LinkedIn | Website
- Brian Smith - LinkedIn | Website
- William Wade - LinkedIn | Website
- theperfectria.com/fia

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]

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

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