Latest / The Perfect RIA / Daydreaming Won't Make You a Successful Financial Advisor [Episode 273]

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Daydreaming Won't Make You a Successful Financial Advisor [Episode 273] · The Perfect RIA

• 0:19
  Matthew Jarvis: You keep saying this is a goal, but I do not
• 0:21
  think that word means what you think it means.
• 0:31
  Today's episode is brought to you by our friends at BELAY. For
• 0:55
  the last several years, Micah and myself have been used
• 0:57
  virtual assistants from BELAY to take over delegation of all
• 1:01
  sorts of tasks, from clearing out email to scheduling travel
• 1:04
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• 1:07
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• 1:10
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• 1:13
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• 1:15
  already delegate 98% of your life. In other words, you did
• 1:19
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• 1:21
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• 1:28
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• 1:32
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  suited for you.
• 1:38
  Micah Shilanski: Well, welcome back to another amazing TPR
• 1:41
  podcast, Jarvis, I'm super excited to be here today with
• 1:44
  you. Kind of crushed. We've got some fun things to talk about.
• 1:47
  Matthew Jarvis: Yeah, we have a lot of great things to talk
• 1:48
  about. And of course, you and I now have been doing this podcast
• 1:50
  for seven years now, eight years, six years, something like
• 1:54
  that. And we've also had the opportunity to coach a lot of
• 1:56
  advisors, well over 1000 advisors. And you and I were
• 1:59
  commenting before we hit record that we've sort of seen two
• 2:01
  groups of advisors, those who like Neil Diamond's music and
• 2:04
  those who don't wait. There's advisors that have these, these
• 2:09
  bee hangs, these big, hairy, audacious goals. And we follow
• 2:12
  up with them months later, years later, and they have not only
• 2:15
  hit these goals, they have absolutely crushed them. They've
• 2:17
  destroyed them. They're looking for a whole new level of B hags.
• 2:20
  And then there's another group of advisors who we follow within
• 2:22
  months or years later, and they're at almost the exact same
• 2:26
  spot they were at the beginning, and they're no closer to that B
• 2:29
  hag than they were a few years ago. And we're always trying to
• 2:33
  see, like, what's the difference between these groups, right? Why
• 2:35
  did the one group Excel and just destroy these goals and the
• 2:39
  other group just hasn't made any progress at all.
• 2:42
  Micah Shilanski: Yeah, I think that's a great thing, right?
• 2:43
  Because they both are excited about it. They both want to get
• 2:45
  things done. And at the end of the day, spoiler alert, it comes
• 2:48
  down to work like, are you willing to do the hard things
• 2:53
  that most people aren't willing to being successful is not
• 2:56
  complex. It's just really freaking hard to do that, and
• 3:01
  every rung of the ladder you climb, it is even harder, and
• 3:05
  you really start tending to steer yourself from other people
• 3:07
  pretty quick, in terms that can be a bit daunting when you start
• 3:09
  thinking about it with how it affects your social circles and
• 3:12
  your friends, how it affects your peer groups. How do you be
• 3:15
  around the five people that you're the average of? Right?
• 3:17
  That means you're constantly changing that peer group in
• 3:19
  order to find people to bring you up into different ones, or
• 3:21
  you need very rare friends that are constantly growing at the
• 3:23
  same rate as you. I mean, there's social pressure that's
• 3:27
  there not to grow. Then there's just a flat out work that you
• 3:29
  have to do in order to get there. And you have to think
• 3:31
  differently, not this, like stop doing 90% of the stuff you're
• 3:34
  doing in order to kind of grow more. But there's actual hard
• 3:36
  things you have to do in order to grow.
• 3:38
  Matthew Jarvis: There really are Micah and what are the
• 3:40
  advantages or lessons we've had doing with our days, we've been
• 3:43
  able to look behind the scenes of a lot of really simple
• 3:45
  practices, practices doing multiple millions of dollars of
• 3:48
  net revenue. And I remember we started this journey. Well,
• 3:50
  those guys, they hit some kind of lucky story, like they found
• 3:53
  a Goldman in their backyard, right? The Beverly Hillbillies,
• 3:56
  they found a will. There you go, that kind of thing. But then
• 3:57
  every single time, every time with exemption, we pull back the
• 3:59
  layers and we realize, Oh, these guys are just outworking
• 4:02
  everyone else. They're working at a level that public advisors
• 4:05
  can't even comprehend, like, they don't even know that level
• 4:07
  of effort exists, but it does exist, like, so let's talk about
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  wherever you're on the spectrum. What if you're doing a few
• 4:11
  100,000 in production, if you're doing several million in
• 4:13
  production, right there? What is the difference between a
• 4:16
  legitimate goal, like a big, hairy, audacious goal, and just
• 4:19
  a pure fantasy, like just something your doors, you and I
• 4:21
  spent a lot of years with real dreams and goals, right? Like,
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  early on I producer this year, I made $16,000 right? That's
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  really so what's the difference there? Like, like, what's the
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  difference between just this pipe dream and something that
• 4:34
  actually has a chance of becoming real?
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  Micah Shilanski: So we've got a whole list of things. Like, as
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  we're pre gaming, this pre gamer pause, trying to put some good
• 4:39
  ideas in terms of right? Notice, you're talking, I'm looking at
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  this list and the list, and the one common theme I think I see
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  here in successful advisors is they can really tell you where
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  they lack. They have integrity. They have honest in what they're
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  missing. Versus so many advisors that want to be there and are
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  they have these goals and these dreams. They're not goals.
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  They're just dreams, right? They dream. They want to be
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  successful. They can't tell you where they're lacking. They
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  think they're fantastic at everything. Like, no Micah, I'm
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  great at collection, because you lost like 15 clients last year.
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  Like, how's that being possible? Or, you know, like, I really got
• 5:09
  a greater prospect. Okay, how many should we have run on two
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  clients next year? I'm really great at delegation and team
• 5:12
  management. Team done. Okay? So you have no idea where your
• 5:16
  weaknesses are now, right? And so I think it's that very
• 5:18
  consent mind which is really kind of coming up and really
• 5:21
  hampering down, seeing their flaws, whereas I'm looking at
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  our success that are just crushing it. A lot of them are
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  like, Hey, I suck at this. What do I need to do about this? The
• 5:29
  Germans, they're willing to take that next step, which is not
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  only identifying the problem, do the work that's required to fix
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  it.
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  Matthew Jarvis: This is walking a tightrope as well. Right? Our
• 5:37
  work is very difficult work. We're surrounded by projection.
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  We're surrounded by the imposter syndrome. We have a lot of time
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  to ourselves. It's very low. It's very dangerous. And so
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  yeah, idle hands with the devil's playground. We have to
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  walk this time above. We need a lot of positive affirmations in
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  our lives, just just to keep us going right, like, just to keep
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  through the next market cycle, or, or that says, hey, how could
• 5:57
  we didn't beat the S, P by 10% whatever it is. We have a lot of
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  positive affirmations. But like, at your point, these can get
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  carried away. Goes from like a non from like, inoculating
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  yourself to drinking the best advisors are, I don't say hyper
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  critical, hyper aware if they haven't hit a goal. You and I
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  included, we're looking at saying, Why did I not hit this
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  goal? Not like, who can I blame? Well, there's a bad market
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  conditions. You know, my broker dealer, my compliance
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  department, blah, blah, blah, they're just hyper. Like, okay,
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  I'm not closing very well on step five of my prospect
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  process. And step five, why? Like, so what are you saying in
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  step five? And what does that happen? And who is doing that
• 6:28
  better? How do I learn from that? And then what's the lever
• 6:30
  I can pull? They're just relentless. Of saying, like,
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  this is the lever I pull. I'm gonna pull it again and again
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  and again no matter what.
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  Micah Shilanski: Yeah, and not getting tired of pulling the
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  lever. That's another dangerous part as well. Of saying, Oh,
• 6:41
  well, I've done this so well successfully, I'm going to tweak
• 6:43
  it, because then it's going to be even more amazing. Well, hold
• 6:45
  second all the results from this one process that you want. Like,
• 6:49
  every time we do a client distribution, it's funny. It
• 6:51
  works, right? The clients know where they're going to get the
• 6:52
  money. The correct money comes out of their accounts. The
• 6:54
  correct amount of taxes estimate is withheld for clients. There's
• 6:57
  good communication across the board. We have a tracking system
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  so I can see at any point in time where distributions are
• 7:03
  with clients, right? And in fact, I had had a client that we
• 7:05
  could hang out with tell me that he needs money out of his
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  account, right? So there's always, like a great balance to
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  say, well, now we're going outside of our process, right?
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  What do we do? Right then with it? Okay, we have a process for
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  what we go out of our process, like, what steps do we need to
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  follow up with in order to make sure we get this done? So I have
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  a process that works really well for sending clients money out.
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  Why in the world would I experiment with it and to see,
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  Hey, cut this time in half if I deleted half the steps right?
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  Like mind blowing. There's no way you would do that. But as
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  advisors, we do this all the time with our practices, which
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  is all the time with how we want to grow, how we want to set
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  goals, how we're going to be with prospects, how we're going
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  to deliver things to clients. We change it all of the time
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  without a proven success model.
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  Matthew Jarvis: Like, another iteration of that, some external
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  factor is going to change this, right? So when you're
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  mentioning, hey, we have this process in our CRM, I was
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  reminded of the number of times I changed CRM, thinking like, if
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  only I switched from this CRM, then, then I would have success
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  even prospect track, right? You can have it built elaborately
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  into your CRM Micah, I know you have that. I know a lot of
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  advisors we push. Or you can just have it on a spreadsheet. A
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  good friend of mine, very successful, multi million dollar
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  advisor. It's an Excel spreadsheet with zero formulas,
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  and every single week he prints it. If I was Paul Muffet, we had
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  him on the podcast. We talked about he prints it. He sits down
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  with his entire team, and they read it out loud, line by line.
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  Now is that fun for Paul? No, it's a fund for say, no, no. Is
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  that like their energy building above? No, but it's the work
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  that has to get done. So every single week, they look at every
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  prospect, they say, What are we doing this week to move this
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  forward, and who is taking care of that? And that's what it is.
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  And it's just, it's pigheaded discipline. It's not, hey, what
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  do I feel like doing today? Just getting the work done.
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  Micah Shilanski: You know, Jarvis, we should talk about
• 8:42
  that, right? Yeah. So that episode came out with Paul, and
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  then I was like, oh, that's we used to do that and stopped. But
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  I guess where we've outgrown that we don't need it anymore.
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  And then shortly after that, I heard some of our advisors being
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  like, hey, well, how come this prospect didn't get followed up?
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  And how can we this? And this is like, Oh, wait, hold a second.
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  We didn't outgrow it. I freaking blew it up by thinking we didn't
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  need it. And I'm sure what happened, right? Here's my
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  defense here. I'm sure what happened is this life got
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  delayed one week that work, and so we didn't have it. Then the
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  next, the meeting didn't work, and so we didn't have it. Then I
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  was probably like, Well, hey, we've gone two weeks and and
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  we're still growing. We don't need to have these meetings
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  anymore. Cancel the rest of them. It's one less meeting,
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  right? And that's probably how irrational my decision making
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  was. But now we've gone back to this as November every morning,
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  guess what? We have a prospect review meeting, and that's 100%
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  what we do is going through that. The same thing is, we're
• 9:28
  going to read this list together. And then I had some
• 9:30
  advisors recently kind of pushed back and says, Michael, look,
• 9:32
  this is just like a running agenda. How about we just, like,
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  log on whatever we want throughout the week and look at
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  this. We don't need a 30 minute meeting slot for it. And I was
• 9:40
  like, Okay, great. So let's rewind the clock when we were
• 9:42
  doing that, right? And how did that work? And they're like,
• 9:46
  well, we weren't bringing on as many clients. I'm like, okay, so
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  we weren't bringing out as many clients as again, we could
• 9:50
  justify that something else, what? And they start going
• 9:52
  through and remembering, like, all of the reasons that it blew
• 9:54
  up. I was like, This is why we're coming back to this.
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  Because this is the hard work showing up for the monotonous
• 10:00
  meetings, right? That's not like almost a curing cancer. There's
• 10:04
  not some revolution happening these meetings. I'm pulling that
• 10:06
  same lever to deliver value. That is hard work. It's not like
• 10:10
  putting on a roof in 120 degree heat, by the way, hard work. So
• 10:14
  we're doing hard a little liberally here.
• 10:16
  Matthew Jarvis: And if we wanted to, not that you need to, but if
• 10:18
  we wanted to peel back the layer, let's, let's think about
• 10:20
  this one specifically. Going through the weekly prospect
• 10:22
  tracker is it's not only not a fun activity, it can also remind
• 10:25
  you of where you're failing, right? So it's easy to have
• 10:28
  like, Hey, listen, if I don't look at my prospect tracker,
• 10:31
  then I won't know the people who said no, and so I'm just I'm not
• 10:34
  going to look. So the things that we're avoiding are the
• 10:37
  really uncomfortable things. So when you look at the prospect
• 10:40
  tractor as an example. You say, Oh, I haven't been looking at my
• 10:43
  prospect tracker. It's because it's not fun. It doesn't matter.
• 10:46
  Like you can decide like, hey, I want to have fun, or I want to
• 10:49
  deliver massive value and change lives. Like we run into advisors
• 10:52
  countlessly. There's like, literally entire associations of
• 10:55
  them. They just want to sit around and hold hands and talk
• 10:57
  about how their capacity and how they're trying to fulfill the
• 11:00
  greater good. And they have four clients between all 100 of them,
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  it's because they're just not willing to do the uncomfortable
• 11:05
  work. This is where there's been fantasies and goals. A fantasy
• 11:08
  is something I just dream about. I have a picture of a Ferrari on
• 11:10
  my wall, and I just dream that someday, if I won the lottery,
• 11:13
  I'd buy this Ferrari. A goal is something that every single week
• 11:16
  I'm doing the uncomfortable work and to make the progress towards
• 11:19
  it. But it's not something I'm just dreaming of.
• 11:23
  Micah Shilanski: Step pulling through a little bit more. Yeah,
• 11:24
  I have please show up those prospect meetings when we have
• 11:26
  new prospects that have come in. Yeah, it's like, great with it.
• 11:29
  How did my content fail? Or we were looking at my YouTube
• 11:31
  reviews, right? Oh my gosh. I cannot stand looking at my
• 11:34
  YouTube channel repeating. It's never going to be good enough,
• 11:37
  right? It just isn't, in my mind. It doesn't matter that the
• 11:39
  growth on it's there. It doesn't matter that over time, we're
• 11:42
  bringing it on. I'm looking at that little snapshot of time,
• 11:44
  and I'm like, holy crap. How come we're not doing better? How
• 11:46
  come we're doing other things, and that head trash kind of
• 11:48
  really keeps in and so I got to have a system for dealing with
• 11:52
  that head trash. But that head trash is not an excuse for not
• 11:55
  doing the activity that's required to be successful.
• 11:57
  Matthew Jarvis: Yeah. Yeah, totally. Is another thing that
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  distinguishes these kind of this, this lens of fantasies
• 12:02
  versus goals, is, is there time on your calendar every single
• 12:04
  week to make this reality right? So we could use a fitness goal
• 12:07
  as an example. If you have a fitness goal of x, and there's
• 12:10
  no time on your calendar to work out you're not going to get
• 12:13
  there, right? If you have a goal of bringing in X number of
• 12:15
  prospects, Dan Sullivan has this great quote that I use a lot of
• 12:18
  great quotes. And the great quote that he has is, you can
• 12:20
  never find time. You can only make time so you can never find
• 12:25
  time. This is an iteration of Parkinson's Law, right, which
• 12:28
  is, your calendar will always be full, right? An activity will
• 12:30
  take as much time as is allocated to it. No time is
• 12:34
  allocated to it. You'll you'll never get to it. But he you and
• 12:36
  I were recently coaching a group of advisors. We do some
• 12:38
  enterprise coaching sometimes, and the leader of the group was
• 12:41
  on a three week trip with his family, which, if you listen to
• 12:44
  this podcast, three weeks might not sound a lot like a lot for
• 12:46
  most people, that's an enormous thing. And so I asked him, we'll
• 12:48
  call him Bob. I said, Bob was there simply a three week gap in
• 12:52
  your calendar where there was nothing going on. He said, how
• 12:55
  much we do these three weeks? Let's take a family trip. You're
• 12:58
  laughing, right? Because that doesn't exist. He's got like 200
• 13:01
  advisors report to him, and he says, No. He says I had to beat
• 13:04
  him down with a hand. I pry it with a shoehorn and a crowbar to
• 13:07
  find that three weeks. But I just, I just made it happen.
• 13:11
  Same is true for the prospect trackers. Same is true for
• 13:13
  making your client phone calls. Same is true for surge meetings.
• 13:15
  There will not be some gap in your calendar where this
• 13:18
  magically appears.
• 13:19
  Micah Shilanski: So start going through and saying, all right,
• 13:20
  where are you deficient in these areas? Right? Now, what do I
• 13:24
  say? Let's define what deficient means. If you have done your
• 13:27
  business planning, which good for you? If you have shame on
• 13:29
  you, if you haven't, right? If you haven't, great news, then
• 13:31
  join us for business planning, whatever, 2025 but you got to
• 13:34
  have your business plan, and when our business plan, we're
• 13:37
  looking at it, deficiency is, if I'm not on track to beat my
• 13:40
  plan. That's deficient, right there. That's my metric. That's
• 13:43
  it. All of my business planning things are measurable, right?
• 13:47
  It's not like, oh, I want to touch the lives of a million
• 13:51
  people, and I can't quantify that, right? No, I want to be
• 13:53
  able to quantify, like on py part, we want to transform
• 13:55
  another 1 million federal employees with our financial
• 13:58
  planning. Great news. We have a way to track. How are we going
• 14:01
  to reach that 1 million federal employees? So we're going to
• 14:03
  track these other things. Everything going to be
• 14:05
  measurable. And if I am doing the activities and on track to
• 14:09
  hit those goals, well then I get two thumbs up. Life is great.
• 14:11
  And I'm on track if I'm not on track to hit the goal. So they
• 14:15
  have a new client goal, and I'm not on track to meet that goal.
• 14:17
  Now I'm deficient. Now I got to have a real good examination.
• 14:21
  This is probably where I need to pull somebody else in, because
• 14:23
  I'm a little too close to it. Because if I knew it was wrong,
• 14:25
  I would have fit right. I need to pull somebody else in. The
• 14:27
  look is, hey, I'm deficient in this activity. What is wrong
• 14:30
  with this? Am I not retaining enough clients? Do I not have
• 14:34
  enough prospects coming in? Is my prospect process too long? Am
• 14:37
  I getting a guess? But then they're saying, no, like, like,
• 14:39
  there's a million different things you have to look at right
• 14:41
  here. But it's all going to start with, where am I not
• 14:43
  lining up to my goals?
• 14:44
  Matthew Jarvis: Yeah. And I think that ties to a bigger
• 14:46
  discussion on accountability, right? So if you can be
• 14:49
  accountable to your measurements, awesome, knock
• 14:51
  yourself out, right? Yeah. If you can be, if you're finding me
• 14:54
  like, Hey, I've got this business plan, and as the year
• 14:57
  goes on, I kind of hide it. I look at it less and less and I
• 15:00
  look at fewer numbers, that's where you've got to have
• 15:03
  external accountability, right? That could be again, a coaching
• 15:06
  group, a mentor, a coach, whatever the case may be, but if
• 15:08
  you're not getting the results you intended, and especially if
• 15:11
  you're not sure why, this is where you've got to have
• 15:14
  accountability, because at the end of the day, nine times out
• 15:17
  of 10, it's because you're not doing the reps and or you're not
• 15:20
  being self aware enough about why the reps aren't yielding
• 15:23
  results. An example, we've talked about Micah on this
• 15:26
  podcast, and we coach helped him quadruple his business. He was
• 15:29
  having a lot of DIY ers. They would get to the end of his
• 15:31
  process, very sharp advice, financial plans, prospect
• 15:34
  process, the whole thing they would get the end of his
• 15:37
  process. And they would say, and again, we'll call them Bob. They
• 15:40
  would say, Hey, Bob, this was really great. I'm gonna go do
• 15:43
  this myself, because that was really always my plan. And
• 15:45
  again, it was his witness. He says, Why keep getting this?
• 15:48
  Because he was tracking what's happening. And he comes back to
• 15:51
  you, and I says, Hey, this is what's happening. We said, Oh,
• 15:54
  here it is. Because it's always easier to solve other people's
• 15:57
  problems. We need to add a step back at the very beginning to
• 16:00
  screen out these di wires, or at least extend them on a path to
• 16:03
  convert. But again, that was why he was able to quadruple his
• 16:06
  practice. He was tracking things ruthlessly to your earlier
• 16:09
  point. Micah, he was always looking, where is this not
• 16:12
  working? And then, who has figured it out already that I
• 16:14
  can learn from.
• 16:15
  Micah Shilanski: That's 100% it. So the measurement is going to
• 16:17
  matter, right? So it means you have to track these things and
• 16:20
  jars, you can kind of make fun of me on my tracking systems
• 16:22
  that we have, and we're tracking so many things in detail. Why
• 16:26
  the hell would you do this? Right? Well, you got to do what
• 16:27
  works for you, but I like being able to have all of the systems
• 16:30
  broken down. So when a team member would buy it to a client
• 16:34
  we have, we have all of the steps broken down so we can see
• 16:37
  it when it breaks. We can clearly see it, and we can see
• 16:39
  it in advance of breaking and in prospect tracking, we have all
• 16:42
  of these steps broken down, and we're tracking off each single
• 16:45
  one so we can see where does it go wrong? Is that acceptable?
• 16:49
  Right? Because not every client's going to prospects
• 16:51
  going to convert that is it an acceptable loss? Are we outside
• 16:54
  of an acceptable range? Now, how do we need to tweak that? So
• 16:57
  should we have multiple advisors? Now you need to look
• 16:59
  at this and see how are you ranking? Right? So if you're
• 17:02
  gonna compare numbers, you never do this at a conference with how
• 17:05
  many people are lying. But you know, if you could sit down with
• 17:07
  somebody say, Hey, you actually show me your prospect tracking
• 17:10
  sheet, and now we can start comparing things and saying,
• 17:13
  Hey, where are they crushing it? What are some things that
• 17:15
  they're doing? But again, this is the hard work that no one
• 17:18
  really wants to do to track in detail, all of your prospect
• 17:22
  information, but totally.
• 17:23
  Matthew Jarvis: Again, when we look at advisors, and we're
• 17:26
  going to use just income as a measurement, right? Ultimately,
• 17:28
  we're solving for value, right? Our approach is that your income
• 17:31
  in our model is tied to the amount of to clients, right? So
• 17:35
  we're going to set aside outliers or unethical people,
• 17:37
  whatever the case may be, but always, every single time, the
• 17:40
  people that are making more money, aka delivering more
• 17:43
  value, they're doing that hard work that no one else wants to
• 17:46
  do the other place. Micah, this manifests itself is, how are you
• 17:49
  spending your free time? In other words, those hours you're
• 17:53
  not working, no, not time. I'm not talking about time with your
• 17:55
  family. I'm not talking about the time that you're exercising
• 17:57
  or working out or doing your hobby. I'm talking about those
• 17:59
  extra couple hours in the morning or the evening. Are you
• 18:02
  spending those only in social media? Are you spending them
• 18:04
  watching Netflix? Are you spending them reading and
• 18:08
  bettering yourself? I was talking to a great advisor,
• 18:10
  friend of ours, phenomenal practice. He and I had shared
• 18:13
  that we were both on our third time through the same book. And
• 18:16
  I said to him, I said, Hey, we're gonna call How do you find
• 18:18
  time to read these books? He says, What do you mean? How do I
• 18:20
  find time. I've all the time in the world, three books. I don't
• 18:22
  watch any TV. He says, I don't, I don't spend my evenings
• 18:25
  watching TV. I'm gonna even say I'm either working with my
• 18:28
  family, exercise, hobbies, or I'm learning that's at least I
• 18:31
  don't, I don't spend time on social media. I don't spend
• 18:33
  time. This is, again, where fantasies separate. Whether it's
• 18:37
  work or sports or fitness, you just have to do the work.
• 18:40
  Micah Shilanski: Gotta do the work. You know, speaking to the
• 18:43
  work, right? This podcast is all about kind of taking so the
• 18:46
  biggest kind of action item you need to do is take action,
• 18:48
  right? That's the biggest thing. Know, where kind of you're at,
• 18:51
  you know, become a member of the perfect or there's my there's my
• 18:54
  selfish little plug that's gonna be in here join us in our
• 18:56
  coaching programs. Why? Because we want to make a difference in
• 18:59
  your life. All of these little things that Jarvis and I talked
• 19:01
  about are things we help step by step, other advisors do and
• 19:04
  implement so you can transform your life and your clients lives
• 19:08
  and your family's lives along the way.
• 19:09
  Matthew Jarvis: Yeah, the second the caveat I added that, Micah,
• 19:12
  it's got to be take action. That Prince isn't quite the right
• 19:15
  word, but let's use a quick working out metaphor. If I get
• 19:18
  to the end of a workout and I have it sweated and my heart
• 19:22
  rate's not up and I'm not feeling sore. That wasn't a
• 19:25
  workout. I didn't, yeah, I just I'm making it harder. Same with
• 19:28
  with your practice. If the work you're doing doesn't hurt, if
• 19:32
  it's not uncommon, shoot, you're not actually growing, you're
• 19:35
  growing your practice. So yeah, join us in The Perfect RIA,
• 19:38
  we've now helped hundreds, now 1000s of advisors, double their
• 19:42
  practice and more. Micah, always a pleasure to work together for
• 19:46
  all of our sisters. Remember five stars when early vote often
• 19:49
  is election season, forwarding this podcast to other advisors
• 19:52
  you know really helps us out.
• 19:54
  Micah Shilanski: Awesome, till next time. Happy planning.
• 19:56
  Matthew Jarvis: Happy planning.
• 19:57
  Amber Kuhn: TPR Nation when it comes to prospecting, having a
• 20:00
  process in place, and one that you follow is essential. But
• 20:05
  what impact does that process have on your prospects? What if
• 20:09
  it set expectations for them and help them get a glimpse of what
• 20:14
  it looks like to be a client? What if it helped put them at
• 20:19
  ease and allowed you to provide an exceptional experience? If
• 20:23
  you're looking for a tried and true process, then it's time to
• 20:28
  get Matthew Jarvis's Sleep on it process. This process will help
• 20:33
  prospects the answers to their critical questions and ensure
• 20:37
  that they feel confident in their decision to hire you as
• 20:42
  their trusted advisor. Visit theperfectria.com/sleeponit for
• 20:46
  your exclusive access.