The Perfect RIA

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:

Resources

- 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]

Resources

- 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

Summary

In this episode, Matthew Jarvis and Micah Shilanski challenge the belief that delivering more value to clients requires spending more time in the office. They explore how fear of rejection keeps advisors busy with planning software and generic advice instead of doing the work that makes a difference. Through surge meetings and personalized value adds, including beneficiary reviews, they explain how repeatable systems help advisors deliver financial planning at scale. The conversation introduces a three-part test for practice decisions: benefit the client, support the team, and improve life for the advisor. Matthew and Micah also share how focused planning seasons create clearer expectations, more consistent service, and greater confidence when stepping away from the office.

Stop Playing Office and Start Delivering Value [Episode 366]

Resources

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

In this episode, Matthew welcomes back Michael Belluomini and Liam Heffernan from Carson to discuss what it takes to prepare for a practice sale or partnership. They explain the time commitment, the importance of clean financial data, and how a banker can help advisors navigate the process without losing focus on growth. The conversation also covers the emotional side of selling, questions to ask advisors who have already made the transition, and what buyers look for beyond the numbers. Michael and Liam emphasize that strong teams, documented organic growth, and cultural fit matter more than chasing headline multiples.

Preparing Your Practice for a Sale With Michael Belluomini and Liam Heffernan

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Michael Belluomini: Website | LinkedIn - Liam Heffernan: Website | LinkedIn - Explore a partnership with Carson - Learn More about our Coaching Programs

In this episode of the TPR podcast, Matthew Jarvis and Brian Smith discuss critical aspects of financial planning, focusing on life expectancy, longevity, and the importance of value-added strategies for advisors. They explore how to educate clients on longevity, navigate old insurance products, and identify strong insurance solutions. The conversation emphasizes the integration of guaranteed income with AUM strategies to enhance client financial security.

Understanding Life Expectancy and Longevity With Brian

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Brian Smith: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matthew welcomes back Ted Jenkin to discuss the current landscape of financial advisory deals, the importance of professional guidance in selling practices, and effective marketing strategies for advisors. Ted shares insights on minority deals, the significance of time and money investment in marketing, and his journey to media appearances. The conversation also touches on the future of the financial advisory industry and the need for advisors to adapt to changing market conditions.

The Importance of Professional Guidance in Selling Practices With Ted Jenkin

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Ted Jenkin: LinkedIn | Website - Get your practice valuation HERE - Learn More about our Coaching Programs

In this episode, the hosts delve into the controversial topic of tax loss harvesting in financial advisory. They discuss the implications of this strategy, the importance of delivering real value to clients, and the influence of custodians on trading behavior. The conversation emphasizes the need for advisors to focus on controllable factors that align with client goals, while also managing client expectations regarding taxes. The hosts provide actionable insights for advisors to enhance their practices and empower their clients with knowledge about tax management.

The Truth About Tax Loss Harvesting [Episode 365]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs - SurgeTK

In this episode, Tracy Lownsberry discusses the complexities of annuities, emphasizing the importance of transparency from carriers regarding renewal rates. He differentiates between income-driven and performance-driven annuities, explaining how to educate clients on their options. Tracy shares his marketing strategies for annuity education and the significance of technical knowledge in the financial planning process. In this conversation, Tracy discusses the critical aspects of financial planning, particularly focusing on annuities and the importance of understanding client needs. He emphasizes the distinction between suitability and ethics in financial advice, the necessity of liquidity, and the importance of identifying the specific problems clients face. Tracy also introduces his training program, Annuity Giants, aimed at educating financial advisors. The discussion further explores how to address client concerns regarding annuities and the value of prioritizing time over money in the advisory process.

Navigating the Annuity Landscape With Tracy Lownsberry

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Tracy Lownsberry: Website | LinkedIn - https://www.theannuitygiants.com/ - Learn More about our Coaching Programs

In this episode of the TPR Podcast, Matt, Liam and Michael discuss the current state of the M&A market, emphasizing its ongoing growth and the evolving criteria for successful transactions. They explore the importance of understanding growth potential, the implications of earnouts, and the significance of cultural fit in M&A decisions. The conversation also highlights the risks associated with equity investments and the importance of being prepared for life after a merger or acquisition. Overall, the episode provides valuable insights for financial advisors considering M&A as a strategy for growth and sustainability.

Understanding the Dynamics of M&A With Michael Belluomini and Liam Heffernan

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Liam Heffernan: Website | LinkedIn - Michael Belluomini: Website | LinkedIn - Download the evaluation framework Carson uses to assess RIA growth! - Learn More about our Coaching Programs

In this episode, the hosts discuss the importance of understanding client needs and objections in the prospecting process. They emphasize creating a welcoming environment for prospects, addressing DIY mentalities, and the significance of building credibility and integrity in client relationships. The conversation highlights the transformative potential of financial guidance and the necessity of ensuring clients feel valued and understood. In this conversation, Micah and Jarvis discuss the importance of building trust with clients through transparent practices such as offering refunds and addressing objections. They emphasize the need for financial advisors to have a clear process for delivering value and to navigate client concerns with integrity. The discussion also highlights the significance of preparation and experience in client meetings, ensuring that advisors can provide meaningful insights and support.

Creating Welcoming Spaces for Clients [Episode 364]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode, Matthew Jarvis interviews Darren Whissen from Invito Energy Partners, discussing the intricacies of alternative investments, particularly in oil and gas. They explore the importance of compliance in alternative investments, how to effectively communicate with clients about these options, and the strategic advantages that come from understanding and implementing compliance protocols. Darren shares his journey in wealth management, the concept of tax alpha, and the key considerations for advisors when incorporating oil and gas into client portfolios. The conversation emphasizes the need for education and due diligence in navigating the complexities of alternative investments.

Compliance is a strength, not a burden With Darren Whissen

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - Darren Whissen Website | LinkedIn - Check Invito Programs - Learn More about our Coaching Programs - The Summit 2026

When mistakes happen in a financial practice, advisors often panic and accidentally compound the issue. To successfully handle errors, advisors must immediately pause, gather facts, and take full ownership without making excuses. By maintaining proactive client communication and documenting solutions, advisors protect trust and preserve client relationships.

Things Will Go Wrong: Now What? [Episode 363]

Resources in today's episode:

Resources - Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs

In this episode of the TPR Podcast, Matthew Jarvis and John Poole discuss the critical factors that determine whether financial advisors should engage in business deals. They explore who should avoid deals, the importance of business growth, the risks associated with client concentration, and the common misconceptions about practice valuation. The conversation emphasizes the need for advisors to view their practices as businesses and to understand the implications of their operational decisions on valuation and marketability.

The Pitfalls of Cooperative Practices With John Poole

Resources in today's episode:

- Matt Jarvis: Website | LinkedIn - John Poole: Website | LinkedIn - Get your practice valuation here - Learn More about our Coaching Programs

In this episode, hosts Matt and Micah discuss the critical importance of delivering value to clients in financial planning. They explore the concept of value adds, emphasizing the need for advisors to simplify processes and proactively engage with clients. The conversation covers various strategies for implementing value adds, overcoming complacency, and addressing the fears that prevent advisors from raising fees or changing their practices. The hosts provide practical examples of effective value adds, such as beneficiary reviews and buckets reports, and highlight the significance of regular communication and proactive planning in building strong client relationships.

You're Choosing Not To Deliver Value [Episode 362]

Resources in today's episode:

- Micah Shilanski: Website | LinkedIn - Matt Jarvis: Website | LinkedIn - Learn More about our Coaching Programs